Join ABBYY and be part of a team that celebrates your unique work style. With flexible work options, a supportive team, and rewards that reflect your value, you can focus on what matters most – driving your growth, while fueling ours.
Our commitment to respect, transparency, and simplicity means you can trust us to always choose to do the right thing.
As a trusted partner for purpose-built AI and intelligent automation, we solve highly complex problems for our enterprise customers and put their information to work to transform the way they do business. Over 10,000 customers trust ABBYY, including many Fortune 500 ones. You will work on further developing a portfolio already containing client names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK.
Overview: We are seeking a dynamic and experienced sales leader to join our team as the Senior Director of Sales for the Americas, focused on new logo acquisition. This role is responsible for driving net-new revenue growth, building a high-performing enterprise sales team, and ensuring executional excellence across the entire deal lifecycle. The ideal candidate brings a strategic mindset, strong coaching ability, deep familiarity with sales methodologies, and experience in Intelligent Document Processing (IDP) and/or Process Mining. #LI-AG1
This individual will also collaborate closely with Pre-Sales, Customer Success, and Account Management teams to ensure seamless customer experience and long-term account value realization.
Key Responsibilities:
Sales Leadership & Execution
• Develop and execute a new logo sales strategy aligned with ABBYY’s growth priorities across the Americas
• Own the full new business pipeline — from early-stage lead generation through contract execution — ensuring quality, velocity, and conversion
• Drive accurate, consistent forecasting practices by enforcing pipeline hygiene and inspection rigor across the team
• Knowledge and reinforcement of structured sales methodologies such as MEDDPICC and/or Command of the Message
Team Management & Coaching
• Hire, lead, and develop a high-performing team of enterprise sellers focused on net-new customer acquisition
• Create a culture of accountability, collaboration, and continuous improvement through hands-on coaching, deal reviews, and regular feedback loops
• Partner with Enablement to ensure onboarding and skills development is aligned to sales motions and methodologies
Cross-Functional Collaboration
• Work closely with Pre-Sales to develop and deliver compelling solution narratives and value-based demos that align to customer pain points
• Collaborate with Technical Success Managers (TSMs) and Account Managers (AMs) to ensure smooth post-sale transitions and strong customer onboarding experience
• Establish clear account handoff processes to maximize retention, expansion, and long-term customer success
• Partner with Marketing, RevOps, Enablement, and Product teams to align messaging, tools, and feedback loops to field needs
Market Engagement & Representation
• Represent ABBYY at industry events, partner and customer summits, and customer forums to increase market visibility and pipeline opportunities
• Stay current on IDP, Process Intelligence, and automation trends to effectively position ABBYY’s solutions with C-level stakeholders
Sales Operations & Reporting
• Maintain disciplined use of CRM (Salesforce) and forecasting tools (e.g., BoostUp) to manage pipeline and forecast health
• Provide regular reporting and insights to executive leadership on performance, risks, and strategic opportunities
Qualifications
• 10+ years of progressive B2B enterprise sales experience, with at least 5 years in a sales leadership capacity focused on new logo acquisition
• Proven success in driving pipeline growth, winning complex enterprise deals, and scaling sales teams in fast-growth environments
• Strong command of modern sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message)
• Demonstrated ability to coach and lead geographically dispersed sales teams
• Experience in Intelligent Document Processing (IDP), Process Mining, or broader workflow or automation technologies preferred. Familiarity with ABBYY a plus
• Excellent communication and executive presence, with the ability to represent ABBYY at external-facing events
• Familiarity with structured handoff processes and collaboration across Pre-Sales, Success, and Account Management functions
• Bachelor’s degree required; MBA or advanced degree preferred
• Ability to travel as needed across the Americas
Salary Range
The anticipated base salary range for this position is between $204,000 and $249,000. Base salary ranges may vary by geographic location and relevant experience, education, certifications, and seniority as compared to others doing substantially similar work. There is no guarantee an offer will be at the top of the posted range based on the salary analysis.
Here are some of our local benefits:
- Comprehensive Medical, Dental, and Vision Insurance
- 100% Employer-Paid Medical Plan (Employee-Only Option)
- 401(k) with up to 4% Employer Match
- Three Weeks Paid Time Off (Increases with Tenure)
- 13 Paid Holidays Annually, Plus Floating Days
- Gym Membership Subsidy
- Health Savings Account (HSA) and Flexible Spending Account (FSA) Options
- Employee Assistance Program (EAP)
- Pet Insurance
- College Savings Plan
- Travel Assistance
Join ABBYY, and you will:
Love how you work
- We provide remote and hybrid working options to fit all lifestyles.
- We use flexible hours across most of our teams to allow you to find your own definition of balance.
- Encouraging a culture of giving, we provide two paid volunteering days off every year so you can take time to contribute to the causes you care about.
- To ensure your family is cared for, we offer paid parental leave in all our locations.
Love whom you work with
- We are a global team of 600+ colleagues, spread across 15 countries on four continents.
- With colleagues representing 30+ nationalities, our workforce reflects the world.
- Innovation and excellence run through our veins. Our teams gather the expertise which has garnered ABBYY more than 140 technology patents.
- We are guided by the values of respect, transparency, and simplicity.
- "Team Environment" is in the top three highest-scoring drivers of engagement across all of our departments.
Love what you work on
- We are a company with more than 35 years of experience in the technology market;
- Over 10,000 customers trust ABBYY, including many Fortune 500 ones, with names such as DHL, Johnson & Johnson, FDA, DMV, PwC, KeyBank, Spotify, and H&R BLOCK;
- We have modernized the capture market by creating the first low-code/no-code IDP platform.
- Our Machine Learning, Natural Language Processing, Computer Vision Technologies, and a marketplace built with AI, can transform any document in any process;
- Top Analyst firms recognize ABBYY's market leadership, including Gartner, Everest PEAK Matrix ® Assessment, ISG Intelligent Automation Lens, and NelsonHall, amongst others.
ABBYY is an Equal Employment Opportunity employer that values the strength that diversity brings to the workplace. To learn more about our commitment to Diversity and Inclusion, check out the careers section on our website.
Top Skills
Similar Jobs
What you need to know about the Boston Tech Scene
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
