Director of Sales

Director of Sales

Reports To: VP of Sales

Employment Type: Full Time,
FLSA Status: Exempt,
EEO Category: Executive/Senior Level Officials and Managers

You will be responsible for coaching, developing, and maximizing sales potential for sellers handling mid-market sales to increase the sales, profits, and market share for the organization. This includes helping to close leads generated by the business development team, manage opportunities in coordination with the team they support, and by conducting regular reviews of the sellers’ funnels. You will implement plans to meet organizational and regional revenue targets and business objectives effectively and profitably.

This hands-on management role requires engagement in the business development process, actively coaching and developing sales-focused talent, forecasting, administrative responsibilities and growing and selling the business.

Note: We are only considering candidates who live within the Northeast territory. Applicants must live in Maine, Vermont, New Hampshire, Massachusetts, Connecticut, Rhode Island, Pennsylvania, New York, or New Jersey.

• Build relationships with the dedicated group of Small to Mid-Market sellers assigned.
• Collaborate on activities from qualification through to closing of an opportunity, whether originating as a lead from Marketing, or an opportunity brought forward by the sellers.
• Demonstrate expertise in all the organization's product offerings, marketing messages, and customer facing assets in order to effectively build and present solutions and create the business case to help win new business opportunities.
• Coach sellers to leverage team selling — engaging internal subject matter experts — on complex or strategic opportunities.
• Develop and coach the sellers on specific opportunities during the sales process to increase sales and achieve target metrics.
• Serve as an exceptional player/coach and coordinate the team’s daily activities;
• Conduct all current/future hiring, onboarding, training, and development
• Manage leads and opportunities directly if, for any reason, the sellers are unable to continue work on a particular opportunity.
• In conjunction with the sellers, you will identify and understand customers’ decision-making processes, goals, objectives, strategies, competitive situations, buyers and influences to build direct relationships.
• Make recommendations during funnel reviews on tools and assets — including AI resources — the sellers could leverage to help create opportunities on their assigned accounts.
• Champion the adoption of AI tools and resources across the team to increase seller productivity and improve the quality of client interactions.
• Gain knowledge of sales training and consulting business through annual reports, vertical markets, competitor offerings, and business journals in order to develop a detailed understanding of sales effectiveness issues in business.
• Conduct strategic senior-level executive calls, modeling and coaching consultative selling techniques for engaging senior executives at client organizations.
• Accurately forecast sales revenue through the oversight of seller opportunities. Ensure that sales data remains up to date in order to provide accurate sales forecasts, bring visibility to top deals within your team and report on your execution of the company’s growth plan regarding new business and existing client growth
• Hold the team accountable for detailed, accurate, and up-to-date CRM hygiene in Salesforce to support reliable forecasting and pipeline visibility.
• Manage and achieve Business Metrics, such as the reduction of sales cycle length, new seller ramp up time and growth in average engagement size.
• Drive account growth by coaching sellers to identify and cross-sell additional Crucial Learning services and offerings within existing accounts.
• Champion the Value Selling sales methodology as the team's standard approach throughout the sales cycle, coaching sellers on its application in real deals.

• Bachelor’s degree required.
• 7+ years of business development experience, including 5+ years of sales management experience
• You have strong…