Director of Sales

Position Summary

The Director, Sales is responsible for driving revenue growth by managing key accounts, developing new client relationships, and leading sales execution. This role focuses on expanding existing accounts through upsell and cross-sell opportunities and acquiring new accounts in alignment with growth objectives. The Director will work closely with the Sales Leadership team to ensure account strategies are executed effectively, and client relationships are nurtured for long-term success.

Key Responsibilities

Execute account strategies defined in collaboration with the VP, ensuring client retention, satisfaction, and expansion. Manage and grow a portfolio of key accounts, identifying upsell and cross-sell opportunities to drive revenue growth. Drive new logo acquisition by identifying, qualifying, and closing net-new enterprise clients within targeted industries. Develop and maintain strong client relationships, serving as a trusted partner to decision-makers and stakeholders. Proven ability to manage both short sales cycles and long, complex enterprise sales engagements. Identify and pursue new business opportunities within targeted accounts and industries. Support the VP in developing quarterly and annual account plans, forecasts, and performance reviews. Collaborate with delivery and solutions teams to ensure client needs are met and value is consistently delivered. Represent the company at client meetings, industry events, and networking forums to expand visibility. Track and analyze sales performance, pipeline health, and account growth metrics, providing reports and recommendations. Contribute to a client-first culture by fostering collaboration, accountability, and continuous improvement within the team. Other duties as assigned

Qualifications

• Bachelor’s degree in Business, Marketing, or related field; MBA preferred
• 10+ years of progressive IT sales experience, including 5+ years managing large enterprise client accounts
• Demonstrated success in growing enterprise accounts through upsell, cross-sell, and retention strategies
• Proven experience mentoring and developing sales/account management teams
• Strong understanding of enterprise account planning and customer lifecycle management
• Excellent relationship-building, communication, and negotiation skills with executive-level clients
• Ability to collaborate cross-functionally with sales, delivery, and solution teams
• Results-driven, with strong analytical skills and a track record of achieving or exceeding sales targets
• Experience in consulting, technology services, or related industries preferred