Director, Sales & Marketing

About the position

The position involves leading a team of Sales Executives in the enterprise software sales sector, specifically targeting the local government market. The role encompasses team management, sales strategy development, forecasting, reporting, and executive client relations. The successful candidate will be responsible for fostering a culture of success and accountability within the team while driving strategic sales initiatives to expand the customer base and ensure market leadership.

Responsibilities

• 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.
• 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.
• 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.
• 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.

Requirements

• 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.

Nice-to-haves

• 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.