Sales Director
Job Summary:
The Sales Director serves as the tactical engine of your B2B sales organization, directly accountable for team performance, revenue delivery, and sales execution. This mid-to-senior leadership position implements sales strategy, develops frontline managers, and establishes the daily disciplines that produce consistent results. The Sales Director balances management oversight with hands-on participation—coaching sales managers, evaluating performance data, refining sales processes, and engaging in strategic client situations—while converting broader sales strategies into executable plans, territory allocations, and performance standards.
Sales Director Responsibilities:
Team Performance and Revenue Delivery:
Ensure consistent achievement of revenue objectives through effective team management and execution discipline.
Convert organizational sales targets into actionable plans with clear ownership and accountability.
Monitor team progress against goals and implement corrective measures to maintain trajectory toward targets.
Establish performance standards and expectations that drive both individual and collective success.
Sales Manager Development and Coaching:
Provide regular coaching and guidance to frontline sales managers on team leadership and performance management.
Implement structured approaches to sales manager capability building and leadership skill development.
Balance performance demands with supportive coaching to maximize manager effectiveness.
Create development plans that build managerial competencies and prepare future sales leaders.
Sales Process Implementation and Refinement:
Deploy and optimize sales methodologies suited to your product portfolio and market characteristics.
Establish disciplines for pipeline oversight, forecast precision, and opportunity qualification.
Implement meeting rhythms, opportunity review sessions, and CRM practices that generate predictable outcomes.
Standardize sales processes to enhance efficiency, consistency, and overall effectiveness.
Performance Analytics and Coaching:
Utilize performance data and analytics to inform coaching conversations and improvement initiatives.
Track metrics including sales productivity, win rates, deal velocity, and average transaction values.
Leverage sales technology platforms and performance dashboards to gain operational insights.
Conduct data-informed coaching sessions that address specific performance gaps and development opportunities.
Day-to-Day Sales Execution:
Oversee daily and weekly sales activities to ensure consistent execution against plans.
Review pipeline health, deal progression, and activity levels across the team.
Address execution challenges and remove obstacles that impede sales team effectiveness.
Maintain operational cadence through regular pipeline reviews, forecast calls, and team meetings.
Frontline Sales Support:
Participate directly in strategic client engagements requiring management involvement or specialized support.
Assist teams in navigating complex sales situations, multi-stakeholder decision processes, and competitive dynamics.
Guide deal strategy and negotiation approaches for high-value or complex opportunities.
Provide subject matter expertise and executive presence when needed to advance critical deals.
Sales Methodology and Best Practices:
Champion consistent application of sales methodologies across the team.
Identify and disseminate best practices that improve sales outcomes and efficiency.
Refine sales approaches based on market feedback, competitive intelligence, and performance results.
Ensure sales teams effectively execute solution selling approaches in complex B2B environments.
Territory and Resource Management:
Optimize territory assignments and account coverage to maximize market penetration.
Allocate resources strategically based on market potential and opportunity assessment.
Adjust deployment models as market conditions and business priorities evolve.
Balance workload distribution to ensure equitable opportunity access across the team.
Cross-Departmental Alignment:
Coordinate with marketing teams on lead generation initiatives, campaign execution, and content utilization.
Collaborate with product management to communicate market requirements and solution positioning needs.
Partner with customer success organizations on account transitions and expansion strategies.
Work with sales operations on process improvements, technology adoption, and reporting requirements.
Individual Seller Development:
Implement onboarding programs for new sales representatives that accelerate time-to-productivity.
Provide skills development initiatives targeting specific competency gaps within the team.
Conduct regular performance reviews identifying strengths, improvement areas, and development plans.
Create individual coaching plans that address specific skill development needs.
Sales Activity and CRM Discipline:
Enforce CRM hygiene and data integrity standards that enable accurate forecasting and reporting.
Monitor activity metrics that serve as leading indicators of future performance.
Establish accountability for consistent CRM usage and opportunity documentation.
Utilize CRM data to identify trends, risks, and opportunities for intervention.
Communication and Execution Bridge:
Function as the vital connection between senior sales leadership direction and frontline team execution.
Translate strategic initiatives into tactical activities that sales teams can implement effectively.
Communicate priorities, performance updates, and market intelligence throughout the sales organization.
Represent team perspectives and field realities in discussions with senior leadership.
Requirements of a Sales Director:
Bachelor's degree in business, marketing, or related discipline. Advanced degree advantageous.
8-12+ years of B2B sales experience with substantial time in management or leadership capacities.
Consistent record of revenue achievement and evidence of developing high-performing sales teams.
Demonstrated success improving sales productivity, win rates, or deal sizes through effective leadership.
Specific expertise in relevant industry sales motions (enterprise technology, manufacturing, professional services, distribution, or applicable vertical).
Strong understanding of B2B buying processes, decision-making frameworks, and competitive landscapes in target markets.
Clear sales management philosophy with proven approaches to team development, coaching, and accountability.
Proficiency implementing and optimizing sales methodologies, pipeline disciplines, and forecast management.
Experience with sales meeting cadence, opportunity reviews, and CRM governance practices.
Capability working collaboratively with marketing, product management, and customer success functions.
Data-driven management style leveraging analytics and sales technologies for performance improvement.
Industry knowledge providing context for opportunity qualification, value proposition coaching, and competitive positioning.
Excellent communication abilities for team leadership, cross-functional collaboration, and client engagement.
Leadership approach and values that align with organizational culture while inspiring sales professionals.
Note:
This job description is intended to convey essential job functions and responsibilities. It is not intended to be an exhaustive list of the position's qualifications, skills, efforts, duties, or responsibilities.
