Director of Sales – Customer Success

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

📋 Description

• Lead, mentor, and enhance the capabilities of Specialty Sales Representatives and Customer Success team members.

• Set and maintain uniform standards for pipeline management, activity levels, and quota achievement.

• Develop and propose the sales organization's hiring strategy, encompassing headcount, sequencing, and role design.

• Source and conduct interviews for candidates, with final hiring approval from the Chief Growth Officer.

• Collaborate with the Chief Growth Officer and Enterprise Sales Representatives on deal routing, collaboration protocols, and account transitions.

• Oversee pipeline evaluations, forecasting, deal coaching, territory and account assignments, and performance management.

• Work alongside the Sales/RevOps Manager on pipeline stages, forecasting methodologies, activity tracking, reporting, and aligning HubSpot with NetSuite.

• Identify and execute AI-driven workflows and automation for prospecting, call preparation, proposals, CRM maintenance, and reporting.

• Design and facilitate the shift towards a regional pod model, including commission structures, territory allocations, and process infrastructure.

• Aid in the transition from a collection of brands to a cohesive One Empower platform.

• Promote cross-selling and expansion across Empower's seven subsidiary brands.

• Participate in industry conferences and events to enhance visibility, networking, partnerships, and pipeline development.

• Develop onboarding and ramp-up plans for new sales hires.

• Ensure smooth transitions from sales to implementation and customer success teams.

• Provide updates on pipeline, forecasts, hiring, and team performance to the Chief Growth Officer and executive leadership.

• Advocate for field sales insights in go-to-market strategies, marketing, and product/program feedback.

⛳️ Requirements

• Bachelor's degree in business, healthcare administration, or a related area; equivalent professional experience will also be considered.

• A minimum of 7 years of progressive sales experience.

• At least 3 years of direct management and coaching experience with a field or specialty sales team.

• Proven experience in building or scaling a sales function.

• Strong discipline in pipeline management and forecasting.

• Proficient in CRM systems; direct experience with HubSpot is highly preferred.

• Comfortable collaborating with finance/RevOps on ERP data; familiarity with NetSuite is a plus.

• Ability to coach teams that sell complex, consultative offerings to diverse buyer types.

• Exceptional coaching, communication, and cross-functional collaboration abilities.

• Direct experience in hiring processes, including sourcing, interviewing, and constructing business cases.

• Experience in leading or managing customer success, account management, or renewal functions.

• Experience collaborating with RevOps, sales operations, or CRM administrator roles.

• Proven track record of implementing AI-driven tools or workflows that have been adopted by sales representatives.

• Background check is required.

• Must adhere to strict confidentiality and comply with internal data governance policies.

• Willingness to travel approximately 25–35% of the time.

• Preferred experience in sectors such as behavioral health, evidence-based programs, child and family services, human services, education, or criminal/juvenile justice.

• Preferred experience in selling to government and managed care organizations.

• Preferred experience in designing commission plans and territory structures.

• Preferred experience with structural transitions, brand consolidations, conference representation, AI sales tools, and working in agile, fast-moving organizations.

🏝️ Benefits

• Medical, dental, and vision insurance coverage.

• Retirement savings plan.

• Paid time off and holidays.

• Life insurance coverage.

• Flexible remote work arrangement.

• Opportunities for travel to in-person meetings, client engagements, and industry conferences.