Position Overview
Title: Director of Sales
Reports to: Sr. John Dominic, O.P. Executive Director (direct report); Director of Marketing (day-to-day collaboration)
Location: Hybrid or on-site, based out of Ann Arbor, MI
Employment type: Full-time, exempt
Openlight Media is hiring a Director of Sales to own proactive outbound sales to schools while the existing sales
team continues to handle inbound. This person will manage the sales side of HubSpot (data entry, pipeline
hygiene, reporting), help plan and promote webinars and other traffic-driving initiatives with Marketing, and build
relationships across hundreds of school accounts. Over time, the role will take on inbound sales, but that transition
will happen gradually with support of existing sales staff.
Key Responsibilities
Outbound sales
- Own proactive outbound sales to schools (hundreds of accounts), building and working a pipeline of new and
existing school relationships - Identify, prioritize, and reach out to target schools; run outreach cadences (calls, email sequences, follow-up)
- Hand off inbound leads to current sales team; this role is dedicated to outbound growth, not inbound coverage
Data and reporting
- Serve as the sales team's HubSpot owner: keep account, contact, and deal data accurate and complete
- Build and maintain sales reports and dashboards (pipeline, forecast, conversion, activity) for Executive
Director and leadership - Flag data or process gaps proactively rather than waiting to be asked Demand generation and digital tools
Demand Generation and Digital Tools
- Plan, schedule, and help run webinars aimed at driving site traffic and top-of-funnel interest
- Partner closely with the Director of Marketing on messaging, promotion, timing, and follow-up for webinars and other digital campaigns
- Work with Marketing to convert webinar and site traffic into qualified outbound opportunities
Account management
- Maintain relationships with school administrators and decision-makers across a large (100+ school) book of
business - Represent Openlight Media at school-facing touchpoints (calls, virtual meetings, occasional travel/conferences as needed)
Team Capacity and Continuity
- Cross-train on sales/customer service processes.
- Work as a proactive partner to leadership, anticipating capacity gaps before they become urgent
Required Qualifications
- 3-5+ years in B2B or outbound sales, with a track record of proactively building pipeline rather than working
inbound leads - Able to build a sales pipeline from scratch and manage it independently, not just work leads that are provided
directly - HubSpot experience required; Zoho CRM experience is a bonus. Comfortable entering and maintaining clean
data, running reports, managing pipeline stages, and picking up a new CRM without much training
Comfortable working directly in website backends to manage accounts and update content, without needing a
developer for routine changes - Solid basic computer skills: file management, remote-support/screen-share tools, and general technical
troubleshooting - Able to independently diagnose and resolve routine customer technology issues rather than escalating them
right away - Quick to pick up new software and systems with minimal ramp-up
- Strong analytical skills; comfortable pulling and presenting sales/performance reports without hand-holding
- Excellent written and verbal communication, especially for outreach to school administrators and decision -
makers - Highly proactive, flexible and self-directed; able to spot gaps and act on them without waiting for direction
- Comfortable managing a large volume of accounts (100+ schools) and staying organized
- Willing and able to work closely with Marketing on shared campaigns and initiatives
- Willing to travel for conferences as needed
Preferred Qualifications
- Experience selling into K-12, Catholic, or faith-based education markets
- Familiarity with webinar platforms and running webinar-driven campaigns
- Experience with online learning platforms (Thinkific, LearnDash, or similar), since Openlight Media Plus is migrating to Thinkific
- Background at a nonprofit, ministry, or mission-driven organization
- Experience mentoring or cross-training teammates on sales tools and processes
What Success Looks Like
- New outbound pipeline generated and closed per quarter (target to be set with Executive Director)
- HubSpot data accuracy and completeness stay clean without regular cleanup from leadership
- Sales reports and dashboards are current and self-serve for Executive Director and Marketing, with no chasing
for numbers - Webinars and joint campaigns with Marketing hit agreed traffic/attendance and lead targets
- Smooth handling of the growing outbound book with no dropped accounts
