Director, Sales

About the job

Crane Authentication is the world leader in brand authenticity and integrity, with a heritage spanning more than 40 years. We serve many of the world’s leading brand owners, licensors, and media rights owners (including around half of the Interbrand 100 Best Global Brands 2021) and are the only provider that addresses brand value and vulnerability across physical and digital domains. Crane is also a provider of high-security and compliance solutions to governments. At Crane, designers work with technologists, integrators, analysts, and domain experts to ensure solutions are brand-led, practical, and effective.

As a partner to businesses and governments, Crane Authentication offers expertise and cutting-edge innovations that protect and enhance products, secure identities, safeguard revenues, and enforce compliance. Customers from different business sectors and levels of government trust its team of 1,250 people for their expertise in R\&D, security design, engineering, and data-driven insights. With a presence in 15 countries on three continents, the Crane Authentication team understands the regional nuances of the opportunities and challenges facing its customers.

Senior sales executive responsible for retention, expansion, and new logo growth across global enterprise accounts, while maintaining individual ownership of a core set of strategic accounts. This leader drives Salesforce (SFDC) discipline, ensures operational excellence, and manages a geographically distributed team of 10 sellers. Must excel in complex, multi-stakeholder enterprise environments and operate with strong executive presence.

Leadership Mandate

A leader who will build, model, and enforce a high-velocity, metric-driven sales culture, including weekly pipeline inspection, prospecting discipline, renewal governance, and transparent reporting. This leader must instill energy, urgency, accountability, and proactive ownership to achieve predictable and repeatable growth.

Key Success Expectations

• Operates with high urgency and a weekly execution rhythm.

• Demonstrates a command-and-coach leadership style.

• Consistently inspects pipeline, activity, forecasting accuracy, and deal quality.

• Enforces disciplined, accurate use of Salesforce.

• Drives a culture of accountability, performance, and results.

• Elevates performance standards and resets expectations as needed.

• Creates an environment where weekly reporting and ownership are the norm.

Enterprise Sales Leadership

• Proven success managing complex, global enterprise engagements.

• Skilled at navigating multi-stakeholder ecosystems (IT, Finance, C-Suite, Procurement).

• Deep understanding of long sales cycles and global contracting.

Customer Retention \& Expansion

• Strong renewal, risk mitigation, and upsell/cross-sell strategy experience.

• Builds processes that increase ARR and strengthen account health.

New Logo Acquisition

• Demonstrated ability to scale new-logo growth in enterprise segments.

• Leads multi-threaded prospecting, competitive positioning, and value-based selling.

Salesforce (SFDC) Ownership \& Operational Rigor

• Ensures accurate forecasting and strong pipeline hygiene.

• Develops dashboards, workflows, and processes that support predictable revenue.

• Holds the team accountable for rigorous use of SFDC.

People Leadership \& Team Development

• Coaches and scales a distributed team of 10\+ sellers.

• Drives consistency through structured 1:1s, deal reviews, and performance management.

• Instills a culture of collaboration, accountability, and high performance.

Executive Presence \& Cross-Functional Influence

• Communicates confidently with customer executives and internal leadership.

• Partners with Product, Marketing, CS, Finance, and Operations to align GTM strategy.

• Represents the voice of the customer to drive business initiatives.

Enterprise Deal Excellence

• Leads account planning and orchestrates complex multi-stakeholder deals.

• Builds deep relationships with senior decision-makers and buying committees.

• Brings disciplined negotiation skills to close large global opportunities.

Customer \& Market Impact

• Acts as executive sponsor for priority global accounts.

• Channels customer feedback to influence product and GTM strategy.

Operational Discipline

• Standardizes sales processes, methodologies, and deal governance.

• Ensures SFDC supports visibility, accuracy, and operational clarity.

• Promotes ownership of customer outcomes across Sales, CS, and Operations.

What we offer:

Crane offers competitive benefits, tailored to each region in which we operate. In addition to benefits, our employees enjoy perks such as company-sponsored wellness programs, volunteer opportunities, regular team building and engagement events and learning and development opportunities.

We value diversity at our company. Everyone who applies with the qualifications will receive consideration for employment without regard to: age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law.