Director of Sales

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

📋 Description

• Lead the teams of Account Executives and Sales Managers to achieve or surpass the company's sales objectives.

• Establish and uphold a sales operational rhythm, including one-on-ones, pipeline assessments, forecast evaluations, opportunity analysis, account strategy, and performance follow-ups.

• Enhance the capabilities of Sales Managers through coaching, accountability, performance management, and leadership development.

• Coach and ensure accountability for Account Executives based on their role level, experience, book of business, and performance outcomes.

• Convert annual sales objectives into team-specific targets, pipeline expectations, prioritization of execution, and quantifiable activities.

• Oversee pipeline health, accuracy of forecasts, account coverage, opportunity advancement, closing plans, and sales metrics.

• Collaborate with Sales Operations on sales data management, reporting, tools, dashboards, and procedural workflows.

• Work alongside Business Development on lead conversion, sales transitions, distributor/channel activities, strategic initiatives, and demand generation.

• Emphasize a customer-first sales approach, account stewardship, professional conduct, and adherence to sales policies.

• Guide the AE organization in relation to account assignments, distributor, integrator, and credit policies.

• Facilitate strategic account growth via account planning, executive involvement, expansion strategies, and customer development.

• Cultivate a high-accountability sales culture centered on growth, clarity, coaching, fairness, and professionalism.

• Identify skill deficiencies and formulate training, coaching, enablement, and performance enhancement strategies.

• Engage in the hiring, onboarding, development, performance evaluations, promotion readiness, and progressive discipline processes.

• Collaborate with Sales Engineering, Marketing, Customer Success, Order Processing, Business Development, and other relevant teams.

• Regularly report to the VP of Sales and senior leadership regarding performance metrics, forecasts, pipeline status, risks, representative development, team well-being, and progress toward company goals.

⛳️ Requirements

• A minimum of 5 years of demonstrated experience leading direct sales teams in industrial software, manufacturing software, SaaS, technical platforms, or complex B2B sales.

• At least 5 years of experience in managing Sales Managers and nurturing frontline sales leaders.

• Strong sales credibility with Account Executives, including senior representatives.

• Proven ability to establish repeatable sales processes, enhance forecast discipline, evaluate pipelines, coach on opportunities, and drive execution.

• Excellent coaching skills for both junior and senior sales professionals.

• A calm, direct, fair, and consistent leadership approach.

• Comfortable operating within a rules-based sales environment characterized by clear account ownership, customer-first policies, and cross-functional decision-making processes.

• Strong judgment in balancing revenue growth, customer experience, representative accountability, channel relationships, and account stewardship.

• Capability to lead through change, minimize internal friction, and provide clarity during organizational transitions.

• Excellent communication skills for aligning Sales Managers, Account Executives, peer leaders, and executives.

• Must reside in the United States and possess legal authorization to work in the United States.

• Must not require sponsorship for an employment visa.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance fully covered for employees.

• Paid holidays, vacation time, and sick leave.

• 401(k) plan with company matching contributions.

• A flexible work culture that promotes work-life balance.

• Opportunities for professional development.

• Engaging company and team activities.

• Complimentary snacks and beverages available on-site.

• Access to recreational facilities at headquarters while on-site.

• Proximity to a nature reserve for on-site employees.