Senior Director, Expansion Sales, AMERICAS

Position Overview 

This is a unique opportunity for a seasoned sales executive to lead our New and Expansion growth opportunities for the Americas (AMER) geography. This role spans North and South America, for Autodesk’s AECO organization. The role oversees an organization of approximately 70 employees and an annual contract value for new and expansion (ACV) exceeding $250M  

We are seeking a dynamic, high-energy sales leader with exceptional business acumen and a proven ability to lead senior sales leaders through scale, complexity, and transformation. The ideal candidate brings strong commercial and technical aptitude, deep experience in complex B2B SaaS sales, and a passion for people-centric, values-based leadership. 

This role operates at a Senior Director level, managing through multiple layers of leadership and partnering closely with global and regional stakeholders to shape and execute Autodesk’s AMER AECO go-to-market strategy. 

Key Responsibilities 

Sales Leadership & Performance 

• Lead and inspire a high-performing organization of leaders across the Americas, accountable for exceeding sales targets through net-new business, and expansion within the AECO Mid-Market segment. 

• Ensure sales teams consistently achieve or exceed 100% of quota attainment while maintaining strong pipeline coverage, quality, and health. 

• Advise and coach leaders and sellers through complex, high-value sales cycles, including executive engagement, stakeholder management, negotiation, tender/procurement processes, and business case development. 

Strategy & Execution 

• Define, contribute to, and execute the AMER regional strategy, aligned with Autodesk’s global Industry Strategy and corporate priorities. 

• Continuously assess market dynamics, customer needs, and industry trends across the Americas to inform strategic decisions and long-term operational plans. 

• Develop and implement multi-year operational plans that integrate financial, organizational, and talent considerations. 

Forecasting & Operational Excellence 

• Own the accuracy, quality, and timeliness of regional sales forecasting, conducting regular forecast and pipeline reviews with subordinate leaders. 

• Drive disciplined sales execution through robust pipeline management routines and consistent sales methodologies (e.g., TAS). 

• Coordinate resourcing across sales teams to ensure optimal coverage and execution across regions and segments. 

Executive Engagement & Relationships 

• Build and sustain strategic, executive-level relationships with key customers, partners, and internal stakeholders. 

• Clearly articulate the transformative value of Autodesk solutions to C-suite executives and senior customer decision-makers. 

• Identify partner capability and capacity gaps and collaborate with partner and ecosystem teams to address them. 

Cross-Functional & ATU Collaboration 

• Lead team-based selling across the Account Team Unit (ATU), aligning sales, technical specialists, sales development, marketing, customer success, renewals, license compliance, and channel partners. 

• Drive cross-regional collaboration for large, strategic, and multinational accounts, ensuring best practices and insights are shared across geographies. 

• Partner with Autodesk and ecosystem marketing teams to drive demand generation for net-new logo acquisition and expansion. 

• Work closely with Customer Success and renewal teams to ensure customer milestones, adoption, and renewals are achieved. 

People Leadership & Culture 

• Lead through multiple layers of leadership, prioritizing coaching, talent development, succession planning, and career growth. 

• Foster a culture of inclusion, clarity, accountability, and psychological safety, grounded in Autodesk’s values. 

• Act as a role model for high EQ leadership, supporting engagement, morale, trust, and belonging across a diverse, geographically distributed organization. 

Culture Code Expectations 

The following behaviors are essential to success in this role: 

• One Autodesk: Working as one across teams and functions to achieve better outcomes for customers and the company 

• Optimistic: Being hopeful and resilient; seeking the best outcomes in every situation 

• Relentless: Accountability and urgency in achieving meaningful results. 

• Brave: Taking smart risks and making bold decisions, even when it’s hard. 

• Ingenious: Curiosity, creativity, resourcefulness — exploring new ways to solve problems. 

• Trusted: Earning trust through integrity, transparency, and reliability.  

Qualifications & Requirements 

• 15+ years of progressive leadership experience 

• 10+ years leading high-performing sales managers in a mid-market B2B environment selling complex solutions 

• Experience leading sales teams in multi-geographies 

• Bi-lingual, high proficiency in English and Spanish or Portuguese 

• Proven experience managing through multiple layers of leadership  

• Strong command of enterprise and mid-market sales methodologies (e.g., TAS, Value-Based Selling) 

• Demonstrated success in executive selling and complex deal negotiation 

• Experience in a SaaS sales environment 

• Proficiency with Salesforce.com or comparable CRM platforms 

Preferred Experience 

• Preference for leadership experience spanning both North and South America 

• Experience in the Architecture, Engineering, Construction & Owners (AECO) industry 

• Experience leading business model or go-to-market transformation, both with customers and internal sales organizations