Director, Sales

Job Function:

Reporting to the Vice President, Sales (VP, Sales), the Director of Sales will be a key business partner with the VP, Sales and Sales Team in the management and, most importantly, the execution of the Sales Team’s strategic and tactical plans. This position will have primary responsibility for the day-to-day management of the field sales organization. Although the primary responsibilities of the position will encompass the management of key elements of the sales organization, this individual’s general business acumen, leadership, business judgment, and management experience will be equally important in the successful execution of the daily responsibilities. This position requires a strong business professional, not just a strong sales professional.  

The Director of Sales is a high-impact position, requiring the ability to integrate the sales function tightly into the Company’s operations, building a strong infrastructure required to support continued rapid growth. S/he will be an active member of the Sales Management Team, contributing to financial, operational and strategic decisions, and will be expected to demonstrate sales leadership. Specifically, Director of Sales will play a key role in steering the organization through an increasingly complex and competitive landscape. In addition, the Director of Sales will be responsible for communicating internally with other stakeholders including the Executive team, Marketing, and Product Management.

Key Responsibilities:

  • Participates in the development and execution of the annual sales plan in support of organization strategy and objectives focusing on new market penetration/market share. Carries direct responsibility for the field sales bookings/revenue. 
  • Creates a culture of success, accountability and ongoing business and goal achievement
  • Responsible for meeting daily, monthly, quarterly and annual sales metrics/goals
  • Provides detailed and accurate sales forecasting
  • Participates in the definition of an optimal sales force structure
  • Owns the staffing and development of the field sales organization
  • Mentors and develops field sales team - managing work allocation, training, problem resolution, performance evaluation, and the building of an effective team dynamic
  • Defines and reviews territory division to enhance team performance and produce higher outputs
  • Manages and onboards new employees 
  • Manages the field sales team within the overall sales process setting appropriate metrics and holding the team accountable
  • Works closely with the VP, Sales to ensure the quality of contracts and deal structures
  • Works closely with the Marketing team to develop, establish, and direct supportive channel strategies and programs including demand generation programs for the field sales team, in support of new initiatives and strategies 
  • Works closely with the VP, Sales to defines and oversee field sales staff compensation and incentive programs that motivate the field sales team to achieve their sales targets
  • Maintains key customer relationships, and develops and implements strategies for expanding the Company’s customer base
  • Travels for in-person/on-site meetings with customers and partners to develop key relationships
  • Monitors customer, market, and competitor activity and provides feedback to the VP, Sales and Company leadership
  • Acts as a role model for the Company culture


  •  Bachelor’s Degree in a business discipline, Master’s Degree preferred
  • At least 5 years of SaaS/software licensing experience
  • At least 5 years of sales management experience in comparable industries
  • Track record of planning and managing at both the strategic and operational levels
  • Established contacts and relationships with potential customers and channel partners highly desired
  • Experience selling Payroll, HR or Time & Attendance products or in Hospital vertical is highly preferred
  • Outstanding consultative selling skills
  • Proven evangelical sales track record in a new product/new market environment
  • Ability to work collaboratively at all levels to create a results-driven, team-oriented environment
  • Well-versed in using marketing and sales software applications, preferred
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