Director of Sales- Element34

About the role

We're seeking a Director of Sales & Partnerships to own and execute Element34's outbound sales and pipeline development strategy and execution. The ideal candidate is a hands-on, entrepreneurial seller who can build a repeatable sales motion from the ground up and convert inbound and outbound leads into long-term customers, driving net new revenue for Element34. This candidate will not only lead outbound and partner sales, but will also collaborate closely with marketing to test and scale early inbound channels through content, events, and targeted campaigns. This is a pivotal hire for our next stage of growth to expand our enterprise and commercial footprint across key regulated industries including Financial Services, Healthcare, and Public Sector. Location: Remote- USA Travel Requirement: Approximately 10% (for trade shows, reseller events, and key meetings)

Responsibilities

• Outbound & Pipeline Generation
• Build and execute a targeted outbound strategy focused on priority customer profiles within regulated industries.
• Leverage and scale CRM systems and workflows to manage lead lists, sequences, email campaigns, and pipeline tracking.
• Identify new potential target customer profiles and develop compelling outreach messaging that ties to Element34's value propositions.
• Attend key industry events, trade shows, and partner conferences to network, represent Element34, and capture new leads and partnership opportunities.
• Sales Execution & Deal Management
• Lead the full sales cycle from qualification through negotiation and close.
• Identify and execute upsell opportunities for new and existing customers
• Coordinate with Element34's technical and leadership teams to scope solutions, pricing, and proposal development.
• Track and report on pipeline health, conversion rates, and forecast accuracy.
• Lead enterprise procurement processes and contract management for new deals.
• Partner & Channel Enablement
• Identify, recruit, and activate channel partners for Element34 in the public and private sector (including, but not limited to, value added resellers and QA testing managed services firms); manage and nurture existing reseller partner base.
• Collaborate with partners on co-marketing, demos, and joint pursuit efforts. Create battlecards and lead training and debrief sessions with partners.
• Sales Enablement & Process Building
• Collaborate with marketing to align outbound messaging with Element34's core value proposition and content pillars. Launch targeted outbound and nurture campaigns in collaboration with marketing.
• Provide structured market feedback to product leadership on roadmap, competitive positioning, and the needs of buyer personas.
• Help formalize CRM workflows, stage definitions, and reporting dashboards.
• Participate in quarterly partner webinars and co-marketing events to support joint pipeline activity.
• You Will Excel at This Job If
• You thrive in a builder's environment, creating structure and repeatable processes from the ground up.
• You're a consultative seller who values understanding the customer's workflow and tailoring the solution.
• You are comfortable in the technical space - not necessarily an engineer, but confident discussing infrastructure, DevOps, or testing terms.
• You are resourceful and data-driven, using tools like HubSpot and LinkedIn Sales Navigator to prioritize intelligently and work efficiently.
• You combine enterprise sales acumen with hands-on demand generation experience

Requirements

• Required
• 5-8 years of B2B SaaS sales experience with measurable quota attainment.
• Proven success in outbound prospecting and closing new enterp

Benefits

Additional Information

Banyan Software is the best permanent home for software businesses that serve specialized industries, their employees, and their customers. We are on a mission to acquire, build, and grow great companies worldwide, helping them modernize through shared AI expertise and operational discipline. The Banyan Software Foundation, endowed with $100 million in Banyan stock, leverages technology to build a greener and more equitable world. Banyan is Great Place to Work Certified, a five-time Inc. 5000 honoree, and a top 10 company on the Deloitte Technology Fast 500. Founded in 2016 and headquartered in Atlanta, Banyan operates more than 100 portfolio companies across North America, the UK, EU, and APAC. About Element34 Element34 builds SBOX (Selenium Box) - a secure, on-premise and private cloud solution for enterprise browser testing. SBOX helps organizations run Selenium and Playwright tests behind their firewall, meeting strict data, security, and compliance requirements. Our customers include leading Fortune 500 enterprises and public sector agencies who need the flexibility of open-source frameworks with the control of internal infrastructure. We are a distributed team with deep engineering roots; most of our technical and customer success team members are based in India, with a growing GTM presence in North America.

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