Director of Sales

We are seeking an experienced, hands‑on Director of Sales to lead both our Direct/Outside Sales and Account Management/Inside Sales organizations within a fast-paced Managed Service Provider (MSP) and Telecom environment.

This is a highly visible leadership role responsible for driving overall sales performance, new business acquisition, existing customer growth, and recurring revenue expansion across both teams. The Director of Sales will establish a consistent, results-driven sales culture while ensuring both teams are aligned on revenue goals, customer experience, pipeline development, and long-term account growth.

This is not a desk-only leadership position. The Director will actively participate in prospect meetings, client engagements, sales calls, and field appointments to coach team members, support strategic opportunities, and model high-impact sales execution. The ideal candidate has a strong understanding of the MSP sales cycle, experience leading both new business and account management functions, and a proven ability to develop high-performing sales teams.

This individual must also be highly proficient in Salesforce, with commitment to CRM discipline, forecasting accuracy, and data-driven performance management.

• Provide overall leadership, direction, and accountability for both the Direct/Outside Sales and Account Management/Inside Sales teams.
• Lead, mentor, coach, and develop sales professionals across both organizations to consistently achieve and exceed revenue targets.
• Establish clear performance expectations, sales goals, KPIs, and accountability measures for each team.
• Conduct regular one-on-one meetings, team meetings, performance reviews, and coaching sessions to drive individual and organizational improvement.
• Actively participate in prospect meetings, discovery calls, customer presentations, and field appointments to provide hands-on coaching and support.
• Recruit, train, and develop new sales professionals while identifying opportunities for advancement and professional growth.
• Foster a collaborative, high-performance sales culture focused on accountability, transparency, customer satisfaction, and continuous improvement.

• Oversee the Direct/Outside Sales team responsible for acquiring new customers and generating new recurring revenue through Managed IT, Cybersecurity, UCaaS, Internet, and related technology services.
• Drive consistent prospecting, pipeline development, opportunity management, and new customer acquisition.
• Coach sales representatives on consultative selling, discovery, solution positioning, competitive differentiation, and closing strategies.
• Participate in strategic sales opportunities and assist representatives in navigating complex sales cycles and negotiations.
• Monitor individual and team performance against sales quotas, pipeline coverage, conversion rates, and new recurring revenue objectives.
• Develop and implement strategies to improve sales productivity, shorten sales cycles, and increase overall win rates.
• Provide leadership and oversight to the Account Management/Inside Sales team responsible for managing, retaining, and growing existing customer relationships.
• Establish strategies to maximize revenue opportunities within the existing customer base through upselling, cross-selling, contract renewals, and additional service adoption.
• Ensure account managers maintain proactive customer engagement, strong relationships, and a consistent focus on identifying new business opportunities.
• Develop account growth strategies that increase customer value, recurring revenue, and long-term retention.
• Establish measurable performance expectations around account expansion, customer retention, renewal activity, and sales productivity.
• Work closely with Operations, Service Delivery, and Customer Support leadership to address customer concerns, identify growth opportunities, and strengthen overall customer satisfaction.
• Ensure effective coordination between Direct Sales and Account Management teams, including smooth customer transitions, clear account ownership, and ongoing revenue development.

• Own Salesforce adoption, data integrity, and CRM accountability across both sales organizations.
• Ensure consistent and accurate management of sales opportunities, account activity, pipelines, forecasting, and reporting.
• Develop and maintain sales dashboards and KPIs that provide visibility into new business…