Job Title: Director of Sales
Reports To: Chief Operating Officer
Job Overview
The Director of Sales is a hands-on leadership role responsible for executing DMS's sales strategy, leading and developing a team of sales professionals, growing existing client relationships, and driving new business across DMS's target markets.
Reporting to the Chief Operating Officer, the Director of Sales will translate company growth objectives into actionable sales plans and measurable performance expectations. This role requires a leader who can operate at both strategic and tactical levels, coach the sales team, maintain disciplined pipeline and forecasting practices, engage in key sales opportunities, develop executive client relationships, and work effectively across DMS to support sustainable revenue growth.
The ideal candidate will have a demonstrated record of leading successful sales teams and managing complex, consultative sales cycles within financial services, insurance, or other regulated industries. Experience in banking, lending, credit, decisioning, data analytics, fraud and risk, or related markets is strongly preferred.
Responsibilities and Duties
- Lead, coach, and develop the sales and account management team, establishing clear goals, performance expectations, accountability, and a consistent approach to sales execution.
- Refine and execute DMS's sales strategy and deliver against annual, quarterly, and monthly revenue objectives, balancing revenue growth with pricing discipline, profitability, delivery capabilities, and long-term client value.
- Develop and implement sales plans that support new business, account expansion, renewals, and sustainable revenue growth in our target markets including financial services and insurance.
- Maintain disciplined pipeline management, opportunity qualification, and forecasting practices, using CRM data and sales analytics to assess performance, identify risks, and support decision-making.
- Engage in strategic or high-value opportunities and support the team throughout enterprise sales cycles.
- Lead sales efforts involving complex and lengthy client approval processes, including procurement, legal, compliance, information security, privacy, third-party risk, and operational reviews.
- Develop relationships with executive decision-makers and other key stakeholders, understand client business and technology requirements, and build effective strategies for major prospects and accounts.
- Lead or support proposals, presentations, demonstrations, pricing discussions, negotiations, and other critical stages of the sales process.
- Apply strong commercial judgment in evaluating opportunities, pricing, contract terms, delivery requirements, strategic value, profitability, and business risk.
- Develop and maintain strategic relationships with key clients, identifying opportunities for account expansion, cross-selling, renewals, and deeper engagement.
- Work closely with the Chief Operating Officer, Finance, Marketing, Operations, Product, Compliance, and other DMS teams to align sales activities with company priorities and capabilities.
- Ensure accurate communication of client requirements, commitments, pricing, implementation needs, and timelines, and support effective transitions from sales to implementation and ongoing client management.
- Communicate relevant market developments, competitive activity, client feedback, and emerging client needs to help inform company strategy, product direction, and market positioning.
Qualifications
- Bachelor's degree in business administration, marketing, finance, or a related field, or equivalent relevant experience.
- Eight or more years of progressively responsible business-to-business sales experience, including at least three years leading and managing sales teams.
- Demonstrated success leading complex, consultative, or enterprise sales within financial services, insurance, financial technology, or other regulated industries.
- Proven ability to achieve measurable revenue growth while building disciplined, repeatable sales processes and maintaining strong pipeline and forecasting practices.
- Demonstrated experience recruiting, coaching, developing, and managing high-performing sales professionals.
- Experience developing relationships with senior business leaders, executive decision-makers, and other stakeholders involved in complex buying decisions.
- Strong business and financial acumen, including an understanding of pricing, profitability, contracts, commercial terms, quotas, and sales incentives.
- Relevant experience in banking, lending, credit and data, risk and fraud, analytics, enterprise software, insurance, or related financial services technology. Experience selling technology, data, software, or related solutions that support these areas is particularly relevant.
- Experience with credit bureaus, banking and lending technology providers, data and analytics companies, financial services software providers, or similar organizations is strongly preferred.
- Ability to effectively lead a distributed team in a remote or hybrid work environment.
- Able and willing to travel up to 25%.
Other Duties
This job description describes the general nature and level of work associated with the position and is not intended to contain a complete listing of every duty, responsibility, activity, or qualification. Duties, responsibilities, organizational structure, reporting relationships, and performance expectations may change based on the needs of DMS.
Employment Type: Full-Time, Exempt
Location: Plano, TX or Remote (United States). Preference for candidates in the Dallas-Fort Worth area. Remote candidates must reside within 50 miles of a major airport.
Travel: Up to 25%
Compensation and Benefits
Compensation
Dependent on experience. Any applicable bonus or incentive compensation will be described during the hiring process.
Benefits
Eligible employees may participate in DMS benefit programs, subject to plan terms and eligibility requirements. Available programs include medical, dental and vision coverage; a 401(k)-retirement savings plan; health savings account (HSA) and/or flexible spending account (FSA) options where eligible; paid time off; and other company-provided benefits.
Application
Interested candidates may submit their resume and application through the DMS-designated job posting or recruiting channel.
Digital Matrix Systems, Inc. is managing this recruitment directly and is not accepting unsolicited resumes or candidate submissions from recruiters, staffing agencies, or search firms. DMS will not be responsible for fees associated with unsolicited submissions. Any agency engagement must be authorized in advance through a written agreement with DMS.
