The Role
Lead a six-person Customer Sales team focused on SaaS upselling and cross-selling. Develop go-to-market and prospecting strategies, coach account executives, manage pipeline and forecasting, drive quota attainment, deploy sales tools, and partner with marketing, product, enablement, and executive leadership to accelerate revenue growth.
Summary Generated by Built In
Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.
Position Description:
We are seeking a bold, innovative, and metrics-driven Sales Director to lead a Customer Sales team in selling Novara’s suite of Environment, Health, & Safety (EHS), Training, and Contractor Management solutions. Reporting to the Vice President of Sales, you will partner with the Novara executive team and other cross-functional leaders to significantly increase Novara revenue streams and develop strategic prospecting programs to penetrate customer accounts in strategic growth industries such as (but not limited to) Manufacturing, Construction, Transportation, Utilities, Municipalities, & Hospitality. Novara has a modern software solution aimed directly at this incredibly large total addressable market with a track record of strong growth.
You will leverage your leadership, strategic, and tactical skills by working with marketing, product and other leaders to build a forward-thinking go-to-market (“GTM”) strategy and drive double digit organic growth. You will also provide the tactical coaching and development necessary to build a world-class sales team.
Responsibilities:
- Become an expert in solving problems that our prospective clients face which can be solved with Novara’s technology
- Foster an energetic, positive culture of high-performance, consistent motivation, effectiveness and results
- Manage a team of 6 Commercial Account Executives with a primary focus on customer upsell and cross sell.
- Work with Sales Enablement and peer sales leaders to provide the team with ongoing training and coaching related to process, skills, best practices, systems, and career path
- Engage with, train on, deploy, and utilize modern sales tools such as SFDC, 6Sense, LinkedIn Sales Navigator, Salesforce Engage, and Einstein Conversation Insights.
- Report, track, and manage sales activities and results using Salesforce.com
- Accurately forecast revenue growth by analyzing key metrics around the sales pipeline
- Effectively execute a plan to cross-sell and up-sell current Novara Clients
- Manage the team to exceed quota and foster professional development to create advancement opportunities for team members
- Maintain current knowledge of sales leadership processes and customer buying trends to increase pipeline growth
- Research and understand current marketing campaigns to help the sales team execute against all objectives
Knowledge, Experience, Requirements:
- 3+ years of proven Sales leadership and success building a highly successful team within a SaaS software company environment
- Must have experience selling or managing a team responsible for generating their own pipeline to achieve bookings target.
- Demonstrated background effectively using and deploying modern sales prospecting tactics
- Demonstrable track record achieving targets both individually and for the team
- Ability to look around the corner – anticipate problems of a growing organization before they surface
- Polished, confident presenter to support roll out of high visibility initiatives
- Great organizational skills: can put together a plan, articulate that plan to key stakeholders and execute it to quality and a deadline
- Ability to motivate others and achieve results
- Excellent organizational, time-management and prioritization skills
- Team leader with strong interpersonal skills and the ability to effectively inform, motivate, and organize a multi-person sales effort
- Experience selling into one of the core verticals listed above is especially valued
- Experience managing teams or selling into small to mid-sized organizations is also especially valued
- Ability to thrive within a challenging and fast paced business environment
Success Criteria:
- Strategist - develop strategies and tactical plans to enable and accomplish growth objectives
- Coach - Inspire and motivate the team to excel both individually and as a group
- Super salesperson - Drive and support deal cycles when necessary
- Leader - Drive accountability and a culture of productivity and success
Compensation:
Annual Base Salary Range of 130k-150k
Annual On Target Earnings Range of 260k-300k
As a growing company, Novara values its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.
About Novara
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara, a Providence Equity portfolio company, provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
Novara launched January 1 2026, as an independent company, a spin-off of the Flex and RMC software businesses formerly part of KPA.
Don’t meet every job requirement? At Novara, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.
Please note that we may use AI tools to assist in the initial screening of resumes to help identify qualified candidates more efficiently. All decisions are reviewed by a human recruiter, and no hiring determination is made solely by automated means.
Novara is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.
If you need assistance or an accommodation due to a disability, you may contact us at [email protected].
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Skills Required
- 3+ years of sales leadership experience in a SaaS software company environment
- Experience building and leading a successful sales team
- Experience selling or managing a team responsible for generating its own pipeline to achieve bookings targets
- Experience using and deploying modern sales prospecting tactics
- Demonstrated track record of achieving individual and team targets
- Ability to anticipate organizational challenges and proactively address problems
- Strong presentation skills for high-visibility initiatives
- Strong organizational, planning, execution, time-management, and prioritization skills
- Ability to motivate others and achieve results
- Strong interpersonal and team leadership skills
- Experience selling into manufacturing, construction, transportation, utilities, municipalities, or hospitality
- Experience managing teams or selling into small to mid-sized organizations
- Ability to thrive in a challenging, fast-paced business environment
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The Company
What We Do
Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.
