Director of Sales

This is a fully remote position, open to applicants in Alabama, +13 more states.

📋 Description

• Develop and manage a field sales organization that secures new engagements and enhances existing accounts within targeted building-market verticals.

• Collaborate with the Chief Growth Officer, Strategic Partner Executives, Marketing, and Technical Leadership to pinpoint opportunities, convert pursuits, and drive growth.

• Take ownership of the field sales pipeline and oversee business development professionals responsible for new-logo and account-expansion objectives.

• Mentor, coach, train, and manage team performance; recruit and onboard sales talent.

• Provide reports on pipeline health, win rates, forecast accuracy, and team performance to executive leadership.

• Establish territory and account coverage models, team quota structures, and compensation designs in partnership with the CGO.

• Personally manage and close strategic/named accounts, particularly hyperscale and enterprise relationships.

• Identify and pursue strategic growth opportunities, including new markets, partnerships, service lines, and upsell/cross-sell initiatives.

• Oversee the team’s complete account lifecycle, covering acquisition, onboarding, relationship management, renewal, and expansion.

• Track industry trends, competitor activities, and customer feedback to shape strategy.

• Lead strategic pursuit planning while coordinating sales, marketing, operations, and technical resources.

• Cultivate executive-level relationships with clients, developers, contractors, architects, and industry partners.

• Formulate pursuit strategies, win themes, and account-based growth initiatives alongside Marketing, Pursuit, and Technical Leadership.

• Engage in client meetings, presentations, industry events, and strategic pursuits.

• Collaborate with delivery teams to ensure a seamless transition from sale to execution.

• Partner with Revenue Operations to maintain CRM data integrity, pipeline visibility, and forecast accuracy.

• Ensure Salesforce is regularly updated with client activity, opportunity data, account plans, and forecasts.

• Conduct pipeline reviews and opportunity assessments.

• Set and monitor sales KPIs for activity, pipeline development, conversion rates, and revenue achievement.

⛳️ Requirements

• Bachelor’s degree in Business, Sales, Marketing, or a related field.

• Over 10 years of experience leading field sales organizations, with direct B2B sales experience in the AEC (architecture, engineering, construction) sectors.

• A minimum of 5 years in a leadership role with direct accountability for teams, budgets, and strategic operations.

• Proven track record as a player-coach sales leader, managing an individual sales pipeline while guiding a sales team to meet revenue goals.

• Established professional network and industry connections within the AEC market.

• Comprehensive understanding of the entire account lifecycle, from new logo acquisition to account expansion and retention.

• Experience in selling technical/professional services through long-cycle, relationship-driven purchasing processes.

• Comfort in environments where technical credibility, licensure, and engineering rigor are essential to the sales dialogue.

• Demonstrated success in building, managing, and scaling go-to-market teams, thereby driving revenue growth and client retention.

• Strong operational and business insight, encompassing sales strategies, compensation models, and performance frameworks.

• In-depth knowledge of B2B consultative sales, preferably within technical services, construction, or engineering contexts.

• Exceptional communication, coaching, relationship-building, and negotiation abilities.

• Proficient with CRM systems like Salesforce and sales analytics tools.

• Capable of thriving in a fast-paced, hyper-growth-focused environment.

• Must be legally authorized to work in the United States.

• Employment may be conditional upon successful background checks, drug testing, and other pre-employment criteria.

• Post-offer candidates and employees may be required to undergo drug and alcohol testing.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability coverage

• 401(k)

• Paid time off

• Paid holidays

• Other company-sponsored benefits

• Reasonable accommodation during the application process

• Employment eligibility verification and applicable pre-employment requirements