OverviewThe Director of Sales leads a team of Account Executives to drive territory revenue, new business acquisition, and account growth. This role focuses on frontline sales execution, coaching, customer engagement, and disciplined pipeline management.
ResponsibilitiesSales Leadership & Execution
- Lead Account Executives to achieve territory sales, pipeline, and activity goals.
- Oversee daily sales activity, ensuring strong prospecting, opportunity management, and CRM accuracy.
- Provide coaching on deal strategy, customer engagement, and competitive positioning.
- Maintain accurate forecasts and contribute to area-level reporting.
Talent Development
- Recruit, develop, and coach Account Executives.
- Conduct regular performance discussions and field coaching sessions.
- Build a high-performance, inclusive sales culture focused on accountability and continuous improvement.
Customer Engagement
- Support reps in advancing key deals and strengthening customer relationships.
- Join customer meetings to accelerate opportunities and enhance executive alignment.
- Stay aware of local market dynamics and competitive activity.
Business Management
- Review territory performance and identify productivity or penetration opportunities.
- Ensure disciplined use of CRM, sales tools, and territory plans.
- Execute territory strategies defined by the Area Sales Manager.
Qualifications- 4+ years B2B sales experience; leadership or team-lead exposure preferred
- Bachelor's degree preferred; equivalent experience accepted
- Demonstrated history of meeting or exceeding sales targets
- Ability to translate market trends into actionable strategies that align with organizational goals.
- Proven success navigating change, adapting strategies to shifting market conditions, and leading teams effectively through uncertainty.
- Travel within assigned territory
- Ability to work in a fast-paced, quota-driven environment
- Strong leadership and coaching skills
- Effective communication and organization
- Results orientation with strong business acumen
- Analytical mindset with ability to interpret sales data
- Proficiency in forecasting, pipeline management, and sales process execution
