Director of Sales

Summary:

The Director of Sales is a senior strategic leader responsible for directing and elevating a regional sales team to drive significant growth across state & local government, education, and related entities, with a strategic focus on the Florida and Texas markets. This role focuses on leading, mentoring, and scaling a team of Client Partners and Senior Client Partners to achieve and exceed sales targets. The Director develops the overall sales strategy, builds a high-performance team culture, and ensures the team effectively serves as trusted advisors to our clients. By guiding the full lifecycle of consulting engagements from a leadership perspective, the Director ensures the team's success in opportunity identification, proposal development, and contract negotiation, ultimately driving the expansion of strategic accounts and ISF's market presence.

Duties & Responsibilities:

Sales Leadership & Strategy

• Develop and execute a comprehensive regional sales strategy to achieve a multi-million dollar annual team quota, driving both new business and expansion within existing accounts.
• Lead, mentor, and performance-manage a team of Client Partners and Senior Client Partners, fostering a culture of success, accountability, and continuous improvement.
• Establish and manage sales territories, quotas, and compensation plans to align with company objectives.
• Guide the sales team through the full lifecycle of complex consulting sales, including opportunity qualification, pursuit strategy, and contract negotiation.
• Contribute to ISF's public sector growth strategy, including go-to-market planning and industry positioning.

Team Development and Operational Excellence

• Recruit, hire, onboard, and provide ongoing training for the sales team to build a high-performing organization.
• Oversee the financial performance of the sales team, ensuring accurate forecasting, healthy pipeline management, and detailed revenue reporting to executive leadership.
• In partnership with ISF Delivery leadership, ensure a seamless transition from sales to delivery, promoting high-quality execution and ultimate client satisfaction.
• Develop and refine sales processes, tools, and methodologies to increase efficiency and effectiveness.
• Lead the sales team through strategic pivots and market disruptions, providing clear direction and stability in response to shifting legislative cycles, budget constraints, and administration changes inherent to the public sector.
• Build and foster internal coalitions with delivery and finance teams, exercising the ability to influence without direct authority and navigate organizational complexity to align resources and achieve sales objectives.

Executive & Client Leadership

• Serve as a trusted advisor and executive sponsor for key strategic client accounts, strengthening relationships at the leadership level.
• Act as a point of escalation for complex client challenges, providing sound judgment and consultative problem-solving.
• Maintain a strong executive presence in the public sector market through high-level networking, industry engagement, and thought leadership.

Education & Certifications:

• College degree B.S. or B.A or commensurate work experience.

Knowledge & Experience:

Required Experience

• Demonstrated experience leading and managing a high-performing sales team selling management consulting and/or IT professional services within the public sector.
• Proven track record of developing and executing sales strategies that consistently achieve or exceed team quotas.
• Significant experience in recruiting, coaching, mentoring, and performance-managing sales professionals.
• An established executive network in the Florida and/or Texas public sector markets, including clients, partners, and industry influencers.
• Experience overseeing and guiding teams through complex proposal efforts (RFP/SOW) and contract negotiations.

Preferred Experience:

• History of leading a sales team to exceed multi-million-dollar annual growth targets.
• Demonstrated experience developing and managing sales compensation plans, territories, and go-to-market strategies.
• Deep understanding of guiding public sector clients through modernization, cloud, digital, or data-focused initiatives.
• Experience working with partner ecosystems (e.g., Microsoft, AWS, Google, Salesforce) to develop joint solutions or go-to-market efforts.

Skills & Abilities:

• Strong leadership and team-building skills with the ability to inspire, motivate, and develop a sales team.
• Expertise in sales strategy development, pipeline management, and accurate revenue forecasting.
• Exceptional executive presence with outstanding relationship-building, communication, and interpersonal skills.
• Deep understanding of public sector operations, procurement cycles, and funding mechanisms.
• Strategic insight to interpret legislative shifts and market trends, translating them into actionable sales strategies.
• Strong analytical and financial acumen, with experience managing a sales P&L, budgets, and forecasts.
• Ability to operate independently, exercise sound judgment, and manage ambiguity in a fast-moving environment.
• Deep sense of curiosity and commitment to continuous learning with the ability to model this behavior and foster a growth mindset within the team to stay ahead of the rapidly evolving public sector technology and consulting landscape.

The Director of Sales is a senior strategic leader tasked with driving significant growth within the state and local government and education sectors, with a particular focus on Florida and Texas markets. This role involves leading, mentoring, and scaling a regional sales team of Client Partners to consistently achieve and surpass multi-million dollar sales quotas. Key responsibilities include developing and executing comprehensive sales strategies, fostering a high-performance team culture, and guiding the full lifecycle of complex consulting engagements from opportunity identification to contract negotiation, ultimately expanding strategic accounts and market presence.

The ideal candidate will have demonstrated experience leading high-performing sales teams in the public sector, specifically selling management consulting or IT professional services. A proven track record of exceeding sales targets, recruiting, coaching, and developing sales professionals is essential, along with an established executive network in the Florida and/or Texas public sector. This role requires strong leadership, exceptional communication, and an executive presence, coupled with a deep understanding of public sector operations, procurement cycles, and the ability to translate legislative shifts into actionable sales strategies.