Director of Sales

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Description

The Director of Sales is responsible for leading and scaling the GDS sales organization to meet and exceed established goals for profitable revenue generation. This is accomplished by developing and executing a sound sales strategy, building a high-performing team, and cultivating strong business relationships in key enterprise and mid-market accounts to position GDS as the provider of choice. The Director of Sales functions in a senior leadership capacity within the company, working with internal teams, vendors, partners, marketing staff, and other stakeholders to drive new business, expand existing customer relationships, and refine offers as needed in order to maximize revenue opportunities for the organization. The Director takes ownership of the entire sales cycle and partners across the company to grow revenue across our core verticals - Healthcare, Oil & Gas, and Marine Transportation - and across the Gulf Coast region.

Requirements

The essential functions include, but are not limited to the following:

• Consistently meet and exceed revenue and quota targets across the assigned book of business.
• Develop and execute the annual sales plan, including quota setting, territory design, and pipeline targets aligned to company growth goals.
• Recruit, coach, and retain a high-performing team of Account Executives, Account Managers, and Sales Engineers.
• Lead a structured cadence of 1:1s, deal reviews, forecast calls, and skill-building programs to drive consistent execution.
• Drive new business, strategic account penetration, and retention of current customers.
• Develop strategic business alliances with community organizations, industry organizations, and other companies with common goals and synchrony of services.
• Foster positive relationships with vendor and channel partners and generate leads and opportunities from those relationships.
• Personally engage on strategic accounts and high-value opportunities to support deal progression and closure.
• Utilize GDS solution-selling techniques and processes to maximize the business relationship and opportunities with current and future customers.
• Present corporate business proposals and presentations to executive-level audiences.
• Handle and assist in the resolution of escalated customer issues.
• Forecast revenue accurately and report performance to executive leadership on a weekly and quarterly cadence.
• Report competitive technology developments and market pricing back to leadership.
• Collaborate with internal departments - including Marketing, Service Fulfillment, and Operations - and external partners in the development and delivery of products and services.
• Maintain CRM hygiene and pipeline accuracy on a weekly basis and lead deal-review and training sessions.
• Manage sales compensation execution and recommend plan refinements.
• Lead quarterly business reviews with key customers and internal stakeholders.
• Stay current on new technologies and platforms in which GDS provides products and services.
• Maintain a professional image and work environment and demonstrate and encourage team orientation.
• Maintain a consistent, regular attendance record.
• Perform other duties as assigned.

MINIMUM QUALIFICATIONS (KNOWLEDGE, SKILLS, AND ABILITIES)

• Bachelor's degree (B.A./B.S.) from a four-year college or university.
• 8+ years of B2B technology sales experience, with at least 3 years in a sales leadership role managing quota-carrying sellers - OR an equivalent combination of education and experience.
• Proven track record of consistently exceeding multi-million-dollar revenue targets.
• Experience selling managed services, telecommunications, cloud, cybersecurity, or related technology solutions is highly desired.
• Demonstrated success building and scaling sales teams, including hiring, ramping, and developing talent.
• Strong command of modern sales methodologies (e.g., MEDDIC, Challenger, Sandler) and CRM platforms; ConnectWise experience preferred.
• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, and governmental regulations.
• Ability to write reports, business correspondence, and procedural manuals; ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals; ability to compute rate, ratio, and percent and to draw and interpret bar graphs.
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Must be familiar with Microsoft Office products and Customer Relationship Management software, preferably ConnectWise.
• Must maintain a clean driving history and an active and clear driver's license. A motor vehicle records check will be required.
• Must be able to travel extensively as required to visit customers and provide sales consultations. May work nights, weekends, and holidays or during special events as required and needed.
• Professional demeanor/presentation and phone skills; excellent customer relationship skills.

PHYSICAL DEMANDS & WORK ENVIRONMENT

The physical demands and work environment described here are representative of those that must be met by an Employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to stand; walk; sit; use hands or fingers, handle, or feel objects, tools, or controls; and reach with hands and arms. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. While performing the duties of this job, the employee is frequently exposed to outside weather conditions. The noise level in the work environment is usually moderate.

NOTE

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities. This document does not create an employment contract, implied or otherwise, other than an "at will" relationship.