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.

• Propose the hiring strategy for the sales organization, detailing headcount, sequencing, and role design.

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

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

• Manage pipeline reviews, forecasting, deal coaching, territory and account assignment, along with performance management.

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

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

• Design and facilitate the transition to a regional pod model.

• Establish commission structures, territory assignments, and process frameworks for the pod model.

• Support the shift from a house 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 brand visibility, forge partnerships, and build the sales pipeline.

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

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

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

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

⛳️ Requirements

• Bachelor’s degree in business, healthcare administration, or a relevant field; equivalent experience may be considered.

• Over 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 success in building or scaling a sales function.

• Strong discipline in pipeline management and forecasting.

• Proficiency with 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 skills.

• Direct hiring experience, which includes sourcing, interviewing, and constructing business cases.

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

• Experience working alongside RevOps, sales operations, or a CRM administration function.

• Genuine enthusiasm for AI and modern sales tools, with a history of implementing adopted tools or workflows.

• Successful completion of a background check is required.

• Must maintain strict confidentiality and adhere to Empower's internal data governance and confidentiality policies.

• Remote work will involve prolonged sitting and extensive use of computers, keyboards, and video conferencing.

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

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

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

• Preferred: experience in designing commission plans and territory structures.

• Preferred: experience in leading structural transitions within sales teams.

• Preferred: experience with brand or portfolio consolidation.

• Preferred: experience representing at conferences.

• Preferred: hands-on experience with AI-enabled sales tools and sound judgment in responsible adoption.

• Preferred: experience within lean, fast-moving commercial organizations.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Retirement savings plan.

• Paid time off and holidays.

• Life insurance coverage.

• Remote work options.

• Travel opportunities for in-person meetings, client engagements, and industry conferences.

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