Director of Sales and Marketing

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the new bookings strategy and associated KPIs, which include MQL and SQL volume, conversion rates, pipeline coverage, forecast accuracy, win rate, sales cycle duration, and net new ARR.

• Manage and operate the lead generation engine through outbound efforts, campaigns, conferences, and partnerships.

• Hold marketing accountable to agreed MQL targets and oversee the transition to sales.

• Lead competitive displacement against existing platforms.

• Personally direct statewide and strategic pursuits that involve multiple stakeholders, formal procurement processes, and extended sales cycles.

• Develop the go-to-market strategy for adjacent verticals, such as child advocacy centers, Continuums of Care, homelessness networks, human trafficking response organizations, and substance use coalitions.

• Evaluate the potential for success by vertical and determine whether to replicate the coalition-first approach or engage at the agency level.

• Design the sales organization, including role descriptions, segment or territory management, and headcount planning.

• Recruit, onboard, and cultivate the team using playbooks, activity benchmarks, and ramp expectations.

• Enhance the skills of current team members through objectives, structured one-on-one meetings, and performance management.

• Implement a disciplined qualification methodology within the CRM system.

• Manage contracts, terms, renewals, statewide and multi-site agreements, as well as public-sector procurement limitations.

• Collaborate with the CEO and Banyan on pricing, packaging, and billing strategies.

• Oversee quarterly sales and marketing expenses, including cost per lead, cost per acquisition, and return on investment by channel and representative.

• Report directly to the CEO, participate in the leadership team, take ownership of the new bookings target, and function as a player-coach until the team is fully developed and performing effectively.

⛳️ Requirements

• Over 10 years of experience in B2B software sales, including significant experience leading quota-carrying teams and being accountable for a new business target.

• Experience in hiring, training, and managing sales personnel.

• Proven track record in managing a business development function, which includes the lead generation or SDR segment.

• Excellent personal selling skills in complex, multi-stakeholder transactions with lengthy cycles and formal procurement processes.

• Proficient in contract management, covering agreement structures, terms, and renewals.

• Strong understanding of the sales process and CRM discipline, including qualification, forecast accuracy, funnel conversion metrics, and pipeline coverage.

• Comfortable functioning as a hands-on player-coach in an expanding business environment.

• Willingness to travel for client meetings, national and state conferences, as well as team engagements.

• Experience selling to mission-driven, grant-funded clients and familiarity with VOCA, VAWA, state, federal, private, and donor funding sources.

• Background in nonprofit, human services, or public sector software.

• Experience in victim services, domestic violence and sexual assault, state coalitions, and statewide networks, or relevant expansion verticals.

• Familiarity with statewide and multi-site contracting and umbrella agreements.

• Preferred experience in displacing established competitors, introducing price increases or packaging tiers, or managing annual and multi-year prepay agreements.

• Proficiency in HubSpot or similar CRM systems and structured qualification frameworks like MEDDIC is preferred.

🏝️ Benefits

• Variable compensation with total on-target earnings ranging from $225,000 to $260,000.

• Budget allocated for team expansion.

• Strong brand presence and active pipeline.

• Access to Banyan’s shared AI and go-to-market expertise.

• Long-term ownership stability and permanent capital foundation.

• Network of peer companies within health and human services.

• Travel opportunities for client interactions, national and state conferences, and team events.