Director of Sales
Posted
Director of Sales – Access One, Inc.
We are seeking an experienced, hands-on Director of Sales to lead both our Direct/Outside Sales and Account Management/Inside Sales organizations within a fast-paced Managed Service Provider (MSP) and Telecom environment.
This is a highly visible leadership role responsible for driving overall sales performance, new business acquisition, existing customer growth, and recurring revenue expansion across both teams. The Director of Sales will establish a consistent, results-driven sales culture while ensuring both teams are aligned on revenue goals, customer experience, pipeline development, and long-term account growth.
This is not a desk-only leadership position. The Director will actively participate in prospect meetings, client engagements, sales calls, and field appointments to coach team members, support strategic opportunities, and model high-impact sales execution. The ideal candidate has a strong understanding of the MSP sales cycle, experience leading both new business and account management functions, and a proven ability to develop high-performing sales teams. This individual must also be highly proficient in Salesforce, with commitment to CRM discipline, forecasting accuracy, and data-driven performance management.
Key Responsibilities
Sales Leadership & Team Development:
- Provide overall leadership, direction, and accountability for both the Direct/Outside Sales and Account Management/Inside Sales teams.
- Lead, mentor, coach, and develop sales professionals across both organizations to consistently achieve and exceed revenue targets.
- Establish clear performance expectations, sales goals, KPIs, and accountability measures for each team.
- Conduct regular one-on-one meetings, team meetings, performance reviews, and coaching sessions to drive individual and organizational improvement.
- Actively participate in prospect meetings, discovery calls, customer presentations, and field appointments to provide hands-on coaching and support.
- Recruit, train, and develop new sales professionals while identifying opportunities for advancement and professional growth.
- Foster a collaborative, high-performance sales culture focused on accountability, transparency, customer satisfaction, and continuous improvement.
Direct Sales & New Business Development:
- Oversee the Direct/Outside Sales team responsible for acquiring new customers and generating new recurring revenue through Managed IT, Cybersecurity, UCaaS, Internet, and related technology services.
- Drive consistent prospecting, pipeline development, opportunity management, and new customer acquisition.
- Coach sales representatives on consultative selling, discovery, solution positioning, competitive differentiation, and closing strategies.
- Participate in strategic sales opportunities and assist representatives in navigating complex sales cycles and negotiations.
- Monitor individual and team performance against sales quotas, pipeline coverage, conversion rates, and new recurring revenue objectives.
- Develop and implement strategies to improve sales productivity, shorten sales cycles, and increase overall win rates.
Account Management & Inside Sales:
- Provide leadership and oversight to the Account Management/Inside Sales team responsible for managing, retaining, and growing existing customer relationships.
- Establish strategies to maximize revenue opportunities within the existing customer base through upselling, cross-selling, contract renewals, and additional service adoption.
- Ensure account managers maintain proactive customer engagement, strong relationships, and a consistent focus on identifying new business opportunities.
- Develop account growth strategies that increase customer value, recurring revenue, and long-term retention.
- Establish measurable performance expectations around account expansion, customer retention, renewal activity, and sales productivity.
- Work closely with Operations, Service Delivery, and Customer Support leadership to address customer concerns, identify growth opportunities, and strengthen overall customer satisfaction.
- Ensure effective coordination between Direct Sales and Account Management teams, including smooth customer transitions, clear account ownership, and ongoing revenue development.
Salesforce, Forecasting & Performance Management:
- Own Salesforce adoption, data integrity, and CRM accountability across both sales organizations.
- Ensure consistent and accurate management of sales opportunities, account activity, pipelines, forecasting, and reporting.
- Develop and maintain sales dashboards and KPIs that provide visibility into new business production, account growth, customer retention, and overall revenue performance.
- Conduct regular pipeline reviews and sales forecasting meetings with both teams.
- Analyze sales data to identify performance gaps, revenue opportunities, and areas for operational improvement.
- Provide accurate, timely, and actionable sales forecasts and performance updates for executive leadership.
- Implement and optimize sales processes, workflows, and reporting standards to improve efficiency and scalability.
Strategic Leadership & Cross-Functional Collaboration:
- Develop and execute sales strategies that align both sales organizations with the company's overall revenue and growth objectives.
- Collaborate with Executive Leadership, Technical Operations, Service Delivery, Finance, and Marketing teams to align sales initiatives with business priorities.
- Partner with internal teams to improve solution packaging, pricing strategies, competitive positioning, and go-to-market execution.
- Identify opportunities to improve coordination between new customer acquisition and existing account development.
- Support the development of sales compensation plans, incentive programs, and performance management strategies.
- Evaluate sales processes, organizational structure, and resource allocation to maximize team effectiveness.
- Serve as a key member of the company's leadership team, providing insight and recommendations regarding sales performance, market opportunities, and revenue growth.
Required Qualifications:
- 7+ years of experience in B2B technology, IT services, or solution-based sales, including a minimum of 3 years in a sales leadership or management role.
- Prior experience selling within an MSP or IT services environment is required.
- Demonstrated success leading sales teams to achieve and exceed revenue goals in a recurring revenue or services-based business model.
- Experience managing new business sales teams, with a strong understanding of account management, customer retention, and existing customer revenue expansion.
- Proven ability to develop sales strategies, manage performance, and drive accountability across multiple sales functions.
- Hands-on leadership style with a willingness to actively participate in sales calls, customer meetings, field appointments, and strategic opportunities.
- Strong working knowledge of Salesforce, including pipeline management, forecasting, dashboards, reporting, and CRM best practices.
- Strong analytical and financial acumen with the ability to translate sales metrics into actionable business strategies.
- Demonstrated ability to collaborate effectively across technical, operational, and executive teams.
Preferred Qualifications:
- Telecom industry experience, particularly with connectivity, UCaaS/VoIP, SD-WAN, or carrier services.
- Previous experience overseeing both direct sales and account management or inside sales organizations.
- Experience scaling sales teams in a high-growth MSP or technology services company.
- Salesforce administrator or advanced user certifications.
- Familiarity with MSP tools and ecosystems, including PSA, RMM, and cybersecurity platforms.
- Experience implementing or optimizing sales processes, CRM workflows, compensation structures, and sales performance reporting.
- Demonstrated success driving customer expansion, cross-selling initiatives, and recurring revenue growth within an established customer base.
Salary & Benefits
- Base Salary Range: $150,000–$170,000 annually, depending on experience and qualifications.
- On-Target Earnings (OTE): $300,000–$340,000 annually.
- Target Variable Compensation: $150,000–$170,000 annually, based on achievement of established performance objectives.
- Compensation Structure: Target OTE is equivalent to 2x annual base salary, with incentive compensation tied to the performance of both the Direct Sales and Account Management/Inside Sales organizations.
- Benefits: Competitive company benefits package.