Director of Sales

Overview

Manage and provide strategic sales support to five or more Account Executives focusing on selling CBPS's Document Operations services and solutions to new logos and existing clients. Assist Account Executives with development of Go-To-Market Sales Plans and account plans. Train, mentor, and develop sales talent for consultative selling. Join Account Executives on sales calls and help them close deals. Inspect, track, and manage the use of Zoominfo, Demandbase, Sales Navigator, Salesloft, and Chorus to create demand, awareness, nurturing, and leads for Document Operations.

Engage customers and help build and maintain relationships with decision makers. Provide leadership and direction when change happens or sound judgement is needed. Align cross-organizational resources within Sales, Marketing, HR, Operations, Finance, and Business Transformation to help accelerate sales velocity. Ensure timely and accurate information is entered into Salesforce to make it the single source of truth for customer information.

Deliver accurate 30-60-90-day forecasts and pipeline reports every week. Achieves team bookings, revenue, and margin targets.

• Lead and communicate almost every day with your Account Executives and Manager
• Assist Marketing in developing campaigns to target new logos and clients
• Develop and implement strategy, tactics, and a GTM Plans for Document Operations
• Coordinate sales activity with Marketing initiatives
• Set sales performance metrics and expectations for your Account Executives
• Improve and maintain sales processes to accelerate performance, processing and accurate forecasting
• Help present company capabilities and solutions to senior level prospects
• Facilitate an environment that encourages teamwork, differing views, creativity, continuous learning, self-improvement, and respect for all people
• Liaison with other CBPS Operating Companies and vendor partners
• Achieve team booking, revenue, and margin targets
• Maintain knowledge of industry trends associated with Document Operations
• Regularly interfaced with members of the CBPS Executive Leadership Team to provide updates and discuss strategy
• Leads various company initiatives as determined by the VP of Sales & Marketing

• Bachelor's Degree required or equivalent work experience
• Master's Degree preferred
• 10+ yrs. of sales experience required with at least 5 years in a sales management role
• Work experience with Document Operations and/or Information Management & Processes (fundamental understanding of metadata or AI is a plus)
• Industry experience in Banking, Financial Services, and Insurance (experience in other regulated industries such as Healthcare, Life Sciences, Legal, and Education is a plus)
• Proven track record of success with long sales cycles and complex solutions
• Proficient in Google or Microsoft Office suite of productivity software
• Strong reporting, inspection, and user skills with Salesforce
• User knowledge of Zoominfo, Sales Navigator, Demandbase, Salesloft, and Chorus is a plus
• Must be results oriented and a strategic/creative thinker
• Ability to motivate, manage and direct others
• Strong leadership and interpersonal skills
• Successful track record in sales
• Thorough understanding and facilitator of MEDDIC and consultative selling
• Deep understanding of selling, pricing, and deal structuring strategies
• Comfortable interrogating and pushing back on internal costing of solutions and services
• Strong analytical skills
• Superior customer engagement and management skills
• Advanced organizational and time management skills