Director of Sales

OBJECTIVE/PURPOSE

The Director of Sales is a strategic leader responsible for driving revenue growth by managing and motivating a team of sales representatives. This role involves developing and executing sales strategies, managing sales operations, and fostering a high-performance culture. The Director of Sales will collaborate with cross-functional teams to support business objectives, expand market share, and ensure customer satisfaction.

MAJOR RESPONSIBILITIES AND FUNCTIONS

Sales Leadership & Team Development Lead, coach, and develop a team of 6-12 sales professionals to consistently meet or exceed annual sales targets. Design, implement, and manage ongoing sales training programs to elevate skillsets, product knowledge, and selling effectiveness. Manage the recruitment, training, and onboarding of new sales staff. Establish territory plans and sales quotas based on annual sales budget. Drive accountability with performance expectations, company policies, procedures, and ethical standards. Sales Strategy & Operations Design and implement effective sales strategies to deliver established revenue goals and profitable growth from existing and prospective customers. Optimize Salesforce CRM to increase visibility of key performance indicators (KPIs) to measure sales effectiveness, productivity, and pipeline health. Develop and manage accurate sales forecasts with product-level details for Product Management and Operations. Prepare and manage accurate expense budgets and sales reports for senior management. Business Development Plan and lead curriculum adoptions with state agencies from submission and evaluation through selection and implementation at the school district level. Build a scalable capture process and system that can respond to the increase in bids, RFPs, and quotes that leads to a higher win rate. Work with VP-Curriculum to assist in market trends and competitive landscape analysis to identify new opportunities. Client Relations Build and maintain strong relationships with key customers, partners, and stakeholders to drive customer satisfaction and loyalty. Oversee the nurturing of customer relationships across all territories leveraging Salesforce CRM and Territory Plans. Establish and monitor customer relationship metrics to improve loyalty and boost future retention or acquisition. Cross-Functional Collaboration & Representation Collaborate with marketing, product, and operations teams to optimize the customer experience. Represent the sales department in cross-functional initiatives and leadership meetings. Support planning of state and national conferences and other events and attend as needed. Compliance & Standards Other duties as assigned.

EDUCATION AND EXPERIENCE

Bachelor s degree in Business Administration, Marketing or related field, MBA a plus. Minimum of 10 years of sales experience, with at least 3 years in a leadership role. Must have experience in selling a complex sales cycle greater 12-24 months. State/Local government sales experience is helpful. Must be willing to travel 50% of the time in year 1 with a reduction to 30-40% in year 2. Proven track record of managing sales teams and achieving sales targets.

Specialized Training/Skills:

Excellent written and verbal communication skills Interpersonal and negotiation aptitude Leadership and team-building expertise to foster a collaborative environment Strong analytical, organization, and problem-solving skills Minimum 5 years experience in Salesforce CRM platforms and budget management