The Role
Leads national accounts and business development teams, driving client acquisition, renewals, account expansion, and sales growth. Oversees sales professionals, develops sales strategies and SOPs, manages KPIs and forecasting, builds executive-level client relationships, and collaborates with Marketing, Operations, and Finance. The role includes recruiting and coaching leaders, improving CRM and reporting processes, aligning client commitments with delivery capacity, and supporting pricing, billing, and cash-flow objectives. National travel of approximately 50% is required.
Summary Generated by Built In
We are seeking a Director of Sales to lead our national accounts and business development team, driving both new client acquisition and continued service program renewal and strategic new client acquisition.
This role is strategic leadership, relationship expansion, and data-driven sales management at scale. The Director of Sales will oversee a high-performing team of Client Advisors and Business Development professionals who manage and grow national account portfolios.
This is not a direct client-facing position. It is a strategic national account and business development leadership role designed for a proven builder who can lead while maintaining excellence in client experience.
Key Responsibilities
National Account & Business Development
- Develop and optimize existing processes and implement new strategies to empower sales growth.
- Oversee sales team productivity and reporting/collaborating with company leadership to align with business goals.
- Lead and develop an in-house team of professionals to enable sales growth and business development. This role will oversee national sales organizations responsible for creating and maintaining client sales relationships, and promoting growth across multi-site client portfolios.
- Lead the process of identifying, targeting, and securing new multi-site national clients through proactive outreach, brand alignment, and relationship building.
- Develop and document sales SOPs with performance tracking in mind.
- Build and maintain executive-level relationships with key brand partners, with the intention of ensuring RoofingSource remains the preferred roofing partner for the nation’s most recognized names.
- Collaborate with Client Advisors to deepen client engagement and identify expansion opportunities within existing brand systems.
- Manage select strategic accounts directly to model best practices and maintain a pulse on client dynamics.
- Build repeatable processes for lead qualification, onboarding, and handoff to Client Advisors.
Team Growth & Development
- Lead a team of 8+ sales professionals, with the ability to oversee scaling of the department as RoofingSource grows.
- Recruit, coach, and develop future regional or brand-focused leaders within the sales organization.
- Drive accountability through KPIs, structured pipeline reviews, and individual performance development plans.
Sales Strategy & Execution
- Develop and execute annual and quarterly sales strategies that align with company goals of 20%+ annual growth and 85%+ renewal rate.
- Partner with Marketing Department and Operations to ensure the sales process is data-informed, well-positioned, and seamlessly integrated from client pitch to project completion.
- Implement and maintain CRM systems, provide analytics reporting, and structured forecasting to monitor team performance and identify trends.
Cross-Functional Collaboration
- Partner closely with Operations, Marketing, and Finance departments to align client commitments with delivery capacity and financial targets.
- Participate in executive planning sessions to shape pricing strategy, client experience, and growth priorities.
- Oversee all Client Advisors to ensure all completed work is properly documented and submitted for billing.
- Collaborate with the Finance Department to guarantee accurate, timely invoices, and consistent cash flow.
Skills, Knowledge and Expertise
- 7–10 years of progressive B2B or B2C sales leadership experience within facilities management, construction, or commercial services preferred.
- Proven success leading teams managing $25M+ in annual recurring revenue across multi-location or enterprise clients.
- Deep understanding of consultative, relationship-based selling in national account environments.
- Skilled in data-driven leadership, forecasting, and CRM utilization.
- Strong business acumen with cross-functional collaboration experience.
- Willingness to travel nationally (approx. 50%).
- Strategic yet hands-on: Can see the big picture and dig into details when needed.
- Relationship-oriented: Excels in managing long-term partnerships with multi-site clients.
- Team builder: Develops people, builds trust, and sets clear accountability standards.
- Data-driven: Uses measurable metrics to guide decisions, not anecdotes.
- Growth mindset: Thrives in a fast-paced, scaling organization.
Benefits
- Work equipment, including company phone, laptop, & tablet, as needed
- Remote work possible after successful evaluation period
- Medical, Dental & Vision Insurance
- Pet Insurance
- Short-Term Disability
- Employer-matched 401(k)
- Paid Holidays & Paid Time Off
- Health Savings & Flexible Spending Accounts (HSA) & (FSA)
- Enterprise Discounts
About
Founded in 2005 in Chicago, we began by servicing businesses with smaller footprints that other roofing companies often ignored. As we continued to grow and support brands across the country, we kept the same integrity and pride of self-performing all our programs, continuously giving our teammates the opportunity to advance their careers. We’re family owned/operated and proud to support the nation’s leading brands in 48 states.
Skills Required
- 7-10 years of progressive B2B or B2C sales leadership experience within facilities management, construction, or commercial services
- Proven success leading teams managing $25M or more in annual recurring revenue across multi-location or enterprise clients
- Deep understanding of consultative, relationship-based selling in national account environments
- Experience with data-driven leadership, forecasting, and CRM utilization
- Strong business acumen and cross-functional collaboration experience
- Willingness to travel nationally approximately 50%
- Ability to provide strategic leadership while remaining hands-on when needed
- Ability to manage long-term partnerships with multi-site clients
- Ability to recruit, coach, develop, and hold sales teams accountable
- Ability to use measurable metrics and KPIs to guide decisions
- Ability to thrive in a fast-paced, scaling organization
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The Company
What We Do
RoofingSource is a best-in-class rooftop partner for leading brands, offering full-service roofing, rooftop grease containment, and asset management through a holistic approach to rooftop management.
