Director, Sales & Customer Success

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

📋 Description

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

• Develop and propose the sales hiring strategy, which includes headcount, sequencing, and role design.

• Source and interview candidates, securing final hiring approval from the Chief Growth Officer.

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

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

• Work in partnership with Sales/RevOps to establish pipeline stages, forecasting logic, activity tracking, reporting, and the alignment of HubSpot and NetSuite.

• Identify and implement AI-driven workflows and automation in areas such as prospecting, call preparation, proposal generation, CRM maintenance, and reporting.

• Design and lead the shift towards a regional pod model.

• Contribute to shaping One Empower's cohesive market-facing brand.

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

• Participate in key industry conferences and events.

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

• Collaborate with Implementation Success and Program Delivery on the transition from sale to implementation.

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

• Represent field sales perspectives in go-to-market strategies, marketing initiatives, and product/program feedback.

⛳️ Requirements

• Bachelor's degree in business, healthcare administration, or a related field; equivalent experience is acceptable.

• 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.

• Ideally, experience in healthcare, behavioral health, human services, or a public-sector-adjacent environment.

• Proven track record 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 in selling complex, consultative offerings to various buyer types.

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

• Direct experience in hiring, including sourcing, interviewing, and developing candidate business cases.

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

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

• Genuine enthusiasm for AI and modern sales tools, with experience in implementing adopted tools or workflows.

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

• Preferred experience in government/MCO sales.

• Preferred familiarity with commission plans and territory structures.

• Preferred experience in structural transitions, brand consolidation, conference representation, AI-enabled sales tools, and in fast-paced organizations.

• Successful background check is required.

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

• Ability to work remotely, with requirements for prolonged sitting and extensive use of a computer, keyboard, and video conferencing tools.

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

🏝️ Benefits

• Medical, dental, and vision insurance.

• Retirement savings plans.

• Paid time off and holidays.

• Life insurance coverage.

• Reasonable accommodations for qualified individuals with disabilities in accordance with the ADA.