Director, Sales & Marketing

Key Responsibilities

Team Leadership & Management

• Manage the Team: Recruit, hire, train, and mentor a team of Sales Executives, fostering a culture of success, accountability, and collaboration.
• Performance Coaching: Set clear sales quotas and performance objectives. Conduct regular one-on-ones, pipeline reviews, and coaching sessions to ensure team members achieve their goals.
• Professional Development: Nurture the professional growth of your team members, creating a pathway for future leaders.

Sales Strategy & Plan Development

• Develop the Sales Plan: Design and execute a multi-year strategic sales plan to expand our customer base and ensure market leadership in the local government sector.
• Market Strategy: Define and manage sales territories, analyze market trends, and identify new opportunities for growth.
• Go-to-Market Execution: Collaborate with the Marketing department to create and implement effective lead generation and brand awareness campaigns.

Forecasting, Reporting & Operations

• Sales Forecasting: Own and manage the sales forecast with a high degree of accuracy, providing regular updates to senior leadership.
• Reporting & Analytics: Develop and maintain reports on key performance indicators (KPIs), sales pipeline health, and team performance. Use data to identify trends, pinpoint challenges, and drive strategic decisions.
• Sales Process Optimization: Refine and enforce the sales process, ensuring the team effectively utilizes the CRM (e.g., Salesforce) and other sales tools.

Executive Sales & Client Relations

• Complex Deal Support: Actively participate in the sales cycle for key strategic accounts, assisting team members in complex negotiations and high-level presentations.
• Executive Sponsorship: Build and maintain relationships with key clients and prospects, acting as an executive sponsor on major deals.
• Contract Approval: Review and approve significant proposals and contracts, ensuring they align with company goals and standards.

Qualifications & Skills

Required:

• Bachelor's degree in Business, Marketing, or a related field, or equivalent professional experience.
• A minimum of 10+ years of experience in enterprise software sales, with at least 4-5 years in a sales management role leading a team.
• Deep experience and a strong network within the public sector / local government market (B2G).
• Demonstrated ability to develop and execute a strategic sales plan and consistently drive revenue growth.
• Proven success in recruiting, training, and leading a high-performing sales team.
• Strong analytical skills with extensive experience in sales forecasting, pipeline management, and data-driven reporting.
• Exceptional leadership, communication, and presentation skills.
• Proficiency with CRM software (e.g., Salesforce) is essential.

Preferred:

• Experience managing remote or geographically distributed sales teams.
• Prior experience selling specific government software solutions (e.g., ERP, public safety, community development).
• MBA or other advanced degree is a plus.