Director of Sales

The Director of Sales Performance (DSP) serves as the VP of Member Communications, Sales, & Strategy’s primary operational partner — owning the day‑to‑day leadership, development, and performance accountability of the MC Division's 15-person sales team. This is a hands‑on leadership role requiring a credible, experienced manager who can earn the trust of a tenured team, drive meaningful change in sales behaviors, and close the division's most critical performance gaps: programmatic revenue growth, pipeline discipline, and CRM hygiene.

• Develop and execute a focused strategy to increase programmatic sales across the team's territory base.
• Identify skill gaps and create targeted training and enablement plans to build rep confidence and competency in programmatic selling.
• Partner with PPMs to identify inventory and territory opportunities and ensure reps are actively prospecting in this channel.
• Track programmatic pipeline and closed revenue separately; report progress to VP weekly.

• Establish consistent pipeline review cadence and standards across all 15 reps.
• Hold reps accountable to pipeline hygiene standards including stage accuracy, activity logging, and close date integrity.
• Lead weekly pipeline reviews and deliver reliable revenue forecasts to VP for monthly and quarterly business reviews.
• Identify at‑risk deals early and intervene with coaching or co‑selling support.
• Drive full Salesforce adoption across the team — this is a non‑negotiable performance standard, not optional.
• Audit current CRM usage; identify gaps and implement corrective plans by rep.
• Work with operations to establish and enforce clear data entry standards and activity logging expectations.
• Use Salesforce, BIDB, DOMO, and Zoom Info data to inform coaching decisions and territory strategy.

• Lead and manage 15 sales professionals across print, digital, and programmatic channels — earning trust through consistency, credibility, and results.
• Navigates a tenured team culture with empathy and firmness; understand that change management is as important as sales management in this environment.
• Provide individualized coaching, performance development plans, and regular 1:1s with each rep.
• Set clear annual and quarterly goals; monitor performance and adjust expectations in collaboration with VP.
• Recruit, onboard, and develop new sales talent as the team grows.
• Collaborate directly on large opportunities, complex RFPs, and high‑value accounts alongside senior reps.

• Partner with VP to build and execute divisional sales strategy aligned with portfolio revenue goals.
• Maximize sellable inventory and territory coverage; identify gaps and whitespace opportunities.
• Support new product rollouts, pricing adjustments, and go‑to‑market initiatives.
• Represent the sales team in market group meetings, pump‑up sessions, and cross‑functional leadership forums.
• Travel to other locations for on‑site coaching and team engagement as needed.

• Work closely with Portfolio Performance Managers (PPMs) and Association Success Managers (ASMs) to align revenue performance and close execution gaps.
• Partner with Media Coordinator and Ad Ops teams to ensure order accuracy, on‑time delivery, and advertiser satisfaction.
• Participate in strategy meetings to address underperformance, territory reassignments, or workflow issues.
• Support PPMs and ASMs in improving SOPs that affect sales productivity and client outcomes.

• Lead with transparency and consistency — this team responds to leaders who follow through and are present.
• Build trust with tenured reps by demonstrating competence, respecting their experience, and being direct about expectations.
• Promote a culture of accountability, continuous improvement, and collaborative problem‑solving.
• Serve as a role model for Naylor Core Operating Values and professional integrity.

• Minimum 7 years of sales management experience, with a demonstrated track record of achieving and exceeding revenue goals.
• Proven experience managing tenured…