Sales Director

Kopius is seeking a hands-on, quota-carrying Sales Director with a proven ability to personally source, pursue, and close new logos across the Central U.S. region. 

You will own and scale a new-business engine—generating your own pipeline, opening doors through outbound effort and relationships, and closing profitable deals across end-to-end technology solutions—including data & AI, application management, managed services, staff augmentation, and embedded teams—leveraging nearshore (LATAM) delivery.  Success in this role means consistently exceeding new-business revenue targets and building a repeatable path to growth, not managing inbound demand.

Key Responsibilities

• Revenue & Pipeline Generation: Own and achieve company-wide and team new-business revenue targets, including direct accountability for team quota and overall sales performance. Personally source, develop, and close new business opportunities, leading by example in deal execution.
• Go-to-Market Strategy: Build and scale a repeatable, predictable new-business engine, including processes, playbooks, and performance metrics. Identify, open, and expand into new markets and customer segments, developing outbound sales strategies beyond inbound and brand-driven opportunities.
• Consultative Selling: Take a business-outcome approach: identify industry trends and implications for clients, uncover business pain points, and map Kopius solutions—such as data & AI, application management, and managed services—to solve them.
• Team Leadership: Lead, mentor, and manage a high-performing team of Account Executives as a player-coach (~60% sales leadership and coaching, 40% individual contribution), setting clear expectations around quota attainment and execution.
• Deal Execution: Lead complex deal cycles, including negotiation and closing of enterprise-level agreements. Position LATAM-based delivery models effectively to U.S. buyers, articulating value beyond cost arbitrage.
• Relationship & Ecosystem Building: Establish strong relationships with key prospects, clients, strategic partners, and internal cross-functional teams (marketing, recruiting, delivery). Represent the company at industry events and key networking opportunities.
• Sales Operations & Analytics: Analyze pipeline health, sales performance, and market dynamics to continuously refine strategy, maintaining accurate forecasting in Salesforce.

Required Qualifications

• Experience: 10+ years of sales experience, with at least 5 years in a senior leadership role. Proven history of personally sourcing and closing new logos in competitive, commoditized markets where differentiation must be actively created.
• Domain Expertise: Proven end-to-end technology solutions sales experience within IT services, systems integration, or consulting firms, including selling nearshore/offshore delivery models.
• Track Record: Demonstrated success consistently meeting and exceeding an individual sales quota in addition to leading teams. Experience building and scaling sales teams and processes in growth-stage environments.
• Prospecting & Network: Proven ability to generate pipeline via outbound efforts and relationships rather than relying on inbound demand. Established network of decision-makers to support pipeline generation.
• Business Acumen & Skills: Depth in 2–3 industry verticals with the ability to translate business challenges into technology solutions. Excellent negotiation, communication, executive presence, and analytical mindset with CRM proficiency (Salesforce).

Preferred Qualifications

• Industry experience in Retail/CPG, Manufacturing, Energy & Utilities, Financial Services, or Healthcare.
• Experience within enterprise technology ecosystems (SAP, Oracle, Microsoft, AWS). ERP fluency is a plus.
• Experience selling LATAM nearshore staff augmentation or embedded services.
• Public sector experience (local municipalities, city, and state government).

Position Details & Compensation

• Location & Territory: Full-time role covering the Central U.S. region. Candidates based in the Central region are preferred; candidates elsewhere in the U.S. who can effectively cover the territory will be considered.
• Work Authorization: Must be eligible to work in the U.S. without sponsorship.
• Base Salary: $150,000 – $180,000 (determined by experience, skills, and background).
• Compensation Structure: 50/50 OTE split (Base Salary / Variable Compensation).  Salary plus OTE expected to be in the $300,00 - $360,000 range.  
• Travel Expectation: Approximately 50% travel.