Executive Director of Sales

Executive Director of Sales at CEC is a senior leadership role focused on building teams, shaping strategy, influencing the market, and driving meaningful revenue growth. The role emphasizes people leadership, data-driven selling, and complex enterprise deals, with ownership of revenue, culture, and customer experience.

As Executive Director of Sales, you are accountable for revenue, margin, and managed services growth, while helping define where CEC goes next. You will lead a team of Account Managers, Sales Executives, and Business Development leaders, while remaining close to the action as a personal producer.

You'll Work Directly With Executive Leadership To

• Set the sales vision
• Identify market trends
• Shape offerings customers actually want
• Build a predictable, scalable revenue engine

• Achieve Revenue, Margin, and Managed Services Quota:
  Hit annual revenue quotas by technology category and overall revenue goals. Drive margin, managed services, and revenue growth. Maintain overall margin of at least 30%
• Growing People:
  Focus on growing their people through the tools CEC has invested in. This includes:
• Weekly Account Planning Sessions:
  The EDS works with each team member on at least three accounts weekly for Sales Executives and at least one account weekly for Enterprise Account Managers
• Ride-alongs and coaching sessions:
  Spend the majority of weeks in the field with reps to advance opportunities and ensure a quality CEC experience
• Annual Individual Development Plan:
  Create and discuss an annual IDP for each direct report; review monthly during RAP sessions
• Territory Management:
  Create a focus list of up to 100 accounts per assigned sales executive and evaluate to ensure value alignment with CEC solutions
• Maintain a list of personal hold accounts:
  Manage no more than 5 hold accounts independently
• Partner with Product Managers:
  Establish a quarterly rhythm with product managers to gather market feedback, track technology trends, and ensure customer-aligned solutions
• Weekly PMO and Operations Huddle:
  Partner with vertical leader in PMO/Operations to hand off the CEC Experience Wheel between Solve and Implementation; coach the team on accurate Statements of Work, include executive summaries in proposals, and ensure knowledge transfer
• Monthly Funnel Review with Revenue Operations Manager:
  Use data to identify funnel gaps; engage with BI manager to understand funnel health and deals, and collaborate with BIM on staffing needs
• Client Business Review Creation and Deliverables:
  Ensure assigned CBRs are created and delivered on schedule; advocate for adding new customers annually
• Holds the CEC Experience to the highest regard:
  Ensure each handoff creates outstanding customer experiences; leverage APS and C  processes
• Other duties as assigned

• Uphold CEC Sales Methodology:
  Coach Cultative Sales and CEC Key Account Management Process
• Lead Consultative Selling Conversations:
  Utilize the CEC sales process to spark consultative selling and improve customer experience, margins, and managed services
• Spearhead a team of sales hunters to quota attainment:
  Hire, train, and coach a team; target 70% quota achievement and 20% revenue from new logos yearly
• Annual Quota Creation:
  Collaborate with VP of Sales to set data-driven quotas with a target of 50% of revenue from Managed Services
• Recruit Sales Professionals:
  Ensure territory staffing; coordinate with EDS
  - Services for readiness and external recruiting
• Ensure Accurate Monthly Forecast:
  Maintain accurate monthly bookings forecast; ensure data integrity for staffing and installations
• Ensure CRM integrity:
  Maintain CRM data integrity; review data during weekly account planning and manage opportunities

• At least five years selling to Enterprise customers with sustained recurring annual spend of $1M+
• Experience with Systems Integrators or low voltage systems
• Miller Heiman Sales Certification or similar
• Experience with COM background

• At least five years in a sales or sales leadership role
• Documented history of exceeding a sales quota
• History of selling deals over $500k
• Minimum Travel: 25%

• Strong interpersonal skills and the ability to lead at all levels and with remote staff
• Problem solving, creative thinking, sound judgment, timely analyses
• Excellent presentation skills for large and small groups
• High integrity, dependability, urgency, and results-orientation
• Ability to work in a growth-driven organization
• Self-starter with personal accountability
• Driven to succeed
• Desire to build an organization aligned with their vision

• Knowledge of low voltage systems (audio, video, security, fire alarm, wireless, data networks)
• PC proficiency (Windows); strong Excel skills preferred
• COM experience preferred

• Ability to define problems, collect data, establish facts, and draw valid…