Sales Director

Key Responsibilities

• Lead, coach, and develop a team of six to eight Mid-Market Account Executives, driving high performance and achievement of new business objectives across the distribution, automotive, and rental sectors in North America.
• Provide leadership and oversight to the Business Development Representative function through the Team Manager, ensuring prospecting strategies, activity standards, qualification criteria, and pipeline targets are achieved.
• Own and deliver new business revenue targets, including responsibility for pipeline generation, pipeline coverage, conversion rates, and forecast accuracy.
• Operate as a player-coach by actively participating in customer meetings, presentations, negotiations, and strategic sales opportunities while supporting the team in closing key deals.
• Establish and maintain consistent sales methodologies, qualification standards, and deal review processes across sales and business development teams.
• Coach and develop consultative, value-based selling capabilities, supporting sales engagements within complex ERP software environments and owner-managed businesses.
• Recruit, onboard, develop, and retain top sales talent, creating clear succession plans and career development pathways.
• Manage team performance through regular coaching, performance reviews, recognition of achievements, and proactive resolution of performance concerns.
• Build and maintain a strong, sustainable pipeline sufficient to achieve growth and revenue objectives.
• Provide accurate sales forecasts and commercial insights to support business planning and decision-making by the North America leadership team.
• Partner with Marketing, Presales, Professional Services, Product, and Finance teams to align go-to-market strategies, improve deal quality, and enhance customer outcomes.
• Ensure customers experience a professional, consultative sales process that effectively identifies business needs, sets realistic expectations, and enables successful transition to delivery teams.
• Drive continuous improvement in sales effectiveness, pipeline conversion, win rates, and business development performance.
• Foster an inclusive, high-performance culture through visible leadership, clear direction, regular feedback, and ongoing employee development.