Director Sales

Why join OCLC? 

OCLC is consistently recognized as a best place to work by several independent programs. We recognize and reward people and results with a comprehensive Total Rewards package. This means competitive compensation that reflects your unique contributions—performance, experience, and skills—along with exceptional benefits, including best-in-class health coverage, retirement plans with generous company contributions, and a commitment to your overall well-being.

• We know the best ideas don’t always happen at a desk. Take a walking meeting around our 100-acre campus or enjoy lunch on the patio. We’re committed to your success—both personally and professionally. Hybrid work environment: For many roles, three days a week on-site, with occasional additional days based on business needs. 

• Free use of our on-site fitness center, gym sports, group exercise classes, and game room 

• Onsite catering and cafeteria subsidized by OCLC 

• Health and wellness events 

• Work environments with individual and team spaces and the latest technology tools 

• Paid parental leave and adoption assistance 

• Tuition reimbursement and Public Service Loan Forgiveness eligibility 

• Company-subsidized pricing on local tickets and memberships 

Join us in transforming how people everywhere access information and be part of a mission-driven team that makes a global impact. 

The job details are as follows:The Regional Director, US Library Services provides sales leadership and operational oversight for a defined geographic region, with responsibility for achieving or exceeding product and service quotas while ensuring member expectations are consistently surpassed. This role leads the development, planning, and execution of the regional sales strategy for assigned OCLC products and services, with accountability for accurate forecasting, pipeline discipline, and quota attainment.
A core focus of this position is building and leading a high-performing sales organization responsible for growth, retention, product adoption, and member satisfaction. The Director sets direction, prioritizes regional initiatives, and ensures disciplined execution through coaching, performance management, and talent development, while fostering a culture of accountability, collaboration, and continuous improvement.
As a strategic leader, the Regional Director engages directly with key and high-value accounts to strengthen relationships, deepen partnerships, and identify long-term growth opportunities. In close partnership with Product Management, Marketing, Research, and Finance, this role drives coordinated go-to-market execution and overall regional performance, ensuring alignment with organizational priorities and market dynamics.
The Director ensures member expectations are consistently exceeded, reinforcing trust, strengthening partnerships, and expanding OCLC’s impact across the region.

Key responsibilities include:

• Build, lead, and develop a high-performing sales organization focused on retention, expansion, and new business development.
• Define and execute regional and territory strategy, ensuring clear priorities, disciplined execution, and alignment across the team.
• Oversee pipeline management, opportunity governance, CRM discipline, and accurate forecasting across new and renewal sales.
• Recruit, develop, and retain top sales talent while fostering a culture of accountability, coaching, and continuous improvement.
• Lead strategic deal engagement, including executive customer relationships, complex negotiations, presentations, and proposals.
• Partner cross-functionally and leverage market, customer, and competitive insights to identify growth opportunities and inform strategy.

Qualifications:

• 5+ years of sales leadership experience (manager, director, or equivalent), preferably in library services, academic technology, or publicly funded sectors
• Demonstrated success leading field sales teams with consistent achievement of sales growth targets.
• Strong executive-level selling and negotiation experience with complex stakeholders.
• Ability to interpret market dynamics, competitive positioning, and customer needs to inform strategy.
• Proven strategic planning, analytical capability, and disciplined execution in a performance-driven environment.
• Demonstrated knowledge of artificial intelligence (AI) tools and emerging technologies, with the ability to strategically leverage AI-driven solutions to enhance regional sales performance, customer engagement, forecasting accuracy, pipeline management, and operational efficiency
• Strong balance of enterprise-level thinking with operational rigor and accountability.
• Experience working effectively in a matrixed, cross-functional environment.
• Proficiency with CRM platforms, sales analytics, and data-driven decision-making
• Self-directed, entrepreneurial leader with strong ownership mindset and results orientation
• Ability and willingness to travel extensively (60–80%)
• Bachelor’s degree or higher required

Working Conditions: Normal office environment.

ADA/EAA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.