Director of Sales

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 Hub Spot (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.

Openlight Media is the media apostolate of the Dominican Sisters of Mary, Mother of the Eucharist, based in Ann
Arbor, MI. The team produces faith-formation content and programs (podcasts, courses, planners, and more) for
schools, families, and individuals, and is growing its digital reach through webinars, a subscription-based
streaming platform, and expanded outbound partnerships with schools.

• 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

• Serve as the sales team's Hub Spot 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

• 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

• 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)

• Cross-train on sales/customer service processes.
• Work as a proactive partner to leadership, anticipating capacity gaps before they become urgent

• 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
• Hub Spot 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…