Sales Director – Enterprise Modernization (US Remote)

Job Overview

The Sales Director will own enterprise accounts and revenue outcomes while leading long, multi-stakeholder sales cycles for Mechanical Orchard’s Imogen mainframe modernization platform. The position combines commercial ownership, executive relationship management, consultative selling, technical fluency, forecasting, and account expansion.

Key Responsibilities

• Own a portfolio of enterprise accounts and an associated revenue target from pipeline generation through close and expansion.
• Lead long, complex, multi-stakeholder sales cycles involving business and technical decision-makers up to the C-suite.
• Develop account strategies connecting customer modernization priorities with Imogen’s capabilities and Mechanical Orchard’s partner ecosystem.
• Partner closely with Delivery and Sales Engineering leadership on scoping, delivery planning, and expansion.
• Help ensure that commercial commitments remain aligned with what delivery teams can successfully execute.
• Build and maintain trusted relationships with senior executives.
• Navigate high-stakes customer discussions and commercial tradeoffs.
• Maintain a disciplined sales pipeline and provide accurate forecasts.
• Communicate deal risks and progress clearly to internal leadership.
• Work with system integration partners to structure deals that support durable partner-led execution.
• Represent Mechanical Orchard in both technical and business conversations.
• Bring customer and market insights back to the organization to inform product and go-to-market strategy.

Required Qualifications

• Track record of closing complex, high-value enterprise deals involving long sales cycles and multiple stakeholders.
• Experience selling technical or platform products to senior technical buyers such as CIOs, CTOs, and VPs of Engineering.
• Ability to establish credibility in technical conversations without overpromising product or delivery capabilities.
• Strong consultative selling skills with an emphasis on diagnosing customer needs before presenting solutions.
• Ability to sell business outcomes rather than relying primarily on product features.
• Disciplined pipeline management and accurate forecasting skills.
• Ability to operate effectively in ambiguous markets where prospective customers may not initially believe the problem can be solved.
• Excellent communication skills and executive presence across different levels of seniority.

Preferred Qualifications

• Experience with enterprise modernization, mainframe technology, or legacy systems.
• Experience selling alongside delivery teams or system integrators.
• Familiarity with consumption-based or outcome-based commercial models.

Enterprise Sales Focus

• Enterprise account ownership
• Complex B2B sales cycles
• Pipeline generation
• Revenue ownership
• Account expansion
• C-suite relationship management
• Consultative selling
• Technical enterprise sales
• Account strategy
• Pipeline forecasting
• System integrator partnerships
• Mainframe modernization

About the Product

Mechanical Orchard builds Imogen, a mainframe modernization platform designed to rewrite complex and business-critical applications while supporting continued reliability, safety, and correctness.

The Sales Director will help enterprise customers evaluate modernization initiatives where technical risk, organizational complexity, and long-term legacy-system dependencies can make purchasing decisions particularly demanding.

Cross-Functional Partnership

The Sales Director owns the commercial relationship while Mechanical Orchard’s Delivery organization owns execution. The role works closely with Delivery and Sales Engineering to align customer objectives, platform capabilities, implementation planning, and partner involvement before commitments are made.

The position also works with system integration partners to develop commercial structures that support ongoing execution and customer expansion.

Remote Work

This position is explicitly listed as a full-time remote opportunity in the United States.

The supplied employer listing does not specify individual state restrictions, required time zones, travel requirements, compensation, or work-authorization requirements.