Director of Sales

Job Description:

Meade is seeking a seasoned, results-driven Director of Sales to build and run a field sales organization that wins new engagements and expands existing accounts across our target verticals in the buildings market.

This role will work closely with the Chief Growth Officer (CGO), Strategic Partner Executives, Marketing, and Technical Leadership to identify opportunities, convert pursuits, and accelerate growth.

***While all qualified applicants will be considered, preference may be given to candidates located in Arizona, Washington, or Texas due to business needs, operational considerations, and project support requirements.***

Job Duties:

Sales Leadership & Team Development

• Own the field sales pipeline and lead a team of business development professionals accountable for a shared team quota against new-logo and account-expansion targets.
• Coach and develop team members through regular performance management, training, mentoring, and professional development plans.
• Recruit, onboard, and develop field sales talent as the organization scales.
• Report pipeline health, win rates, and forecast accuracy to executive leadership on a regular cadence.
• Set territory and account coverage models, team quota structure, and comp design in partnership with the CGO.
• Report pipeline health, forecast accuracy, win rates, and team performance to executive leadership on a regular cadence.

Business Development & Revenue Growth

• Personally carry and close a portion of strategic/named accounts, particularly hyperscale and enterprise-level relationships.
• Identify, prioritize, and pursue strategic growth opportunities, including new markets, partnerships, service lines, and upsell/cross-sell initiatives.
• Own the full account lifecycle; new-logo acquisition, onboarding, relationship management, and renewal/expansion for the team's book of business.
• Monitor industry trends, competitor activity, and customer feedback to inform strategy and adjust tactics to stay ahead of market demands.
• Lead strategic pursuit planning for high-value opportunities, coordinating resources across sales, marketing, operations, and technical teams to maximize conversion rates.

Client Relationships & Strategic Pursuits

• Build and maintain executive-level relationships with clients, developers, contractors, architects, and industry partners.
• Partner with Marketing, Pursuit, and Technical Leadership to develop pursuit strategies, win themes, and account-based growth initiatives.
• Participate in key client meetings, presentations, industry events, and strategic pursuits to increase win rates and strengthen market presence.
• Coordinate with delivery teams to ensure a smooth transition from sale to execution.

Sales Operations & CRM Management

• Partner with the Director of Revenue Operations on CRM data integrity, pipeline visibility, and forecast accuracy.
• Ensure Salesforce is consistently updated with client activity, opportunity data, account plans, and forecasting information.
• Conduct regular pipeline reviews and opportunity inspections to drive accountability, visibility, and performance.
• Establish and monitor sales KPIs related to activity levels, pipeline development, conversion rates, and revenue attainment.

Minimum Requirements:

• Bachelor’s degree in Business, Sales, Marketing, or a related field.
• 10+ years running field sales organizations, with direct B2B sales experience in the AEC (architecture, engineering, construction) market.
• 5+ years in a leadership role with direct responsibility for teams, budgets, and strategic operations.
• Demonstrated success as a player-coach sales leader, simultaneously carrying and managing an individual sales pipeline while leading a sales team to achieve revenue targets.
• Established professional network and industry relationships within the AEC market, with a track record of leveraging industry connections to generate opportunities, partnerships, and long-term client relationships.
• Deep understanding of the full account lifecycle, from new logo acquisition to account expansion/retention
• Experience selling technical/professional services (not transactional products) into long-cycle, relationship-driven buying processes.
• Comfort operating in a firm where technical credibility (licensure, engineering rigor) is part of the sales conversation, even though you're not the engineer.
• Proven and documented success building, managing, and scaling go-to-market teams, with a track record of driving revenue growth and client retention.
• Strong operational and business acumen with experience developing sales strategies, compensation models, and performance frameworks.
• Deep understanding of B2B consultative sales, ideally within technical services, construction, or engineering environments.
• Excellent communication, coaching, relationship-building, and negotiation skills with the ability to influence at all levels of the organization.
• Proficiency with CRM systems (e.g., Salesforce) and sales analytics tools.
• Ability to operate in a fast paced, hyper growth focused environment.

Preferred Qualifications:

• Existing relationships with architects, GCs, hyperscale or data center owners/developers.
• Experience selling commissioning, design-build, or design-assist services specifically.
• Background in account-based marketing, channel sales, or partnership development.
• Knowledge of service contracting, RFP processes, and key performance metrics for technical project delivery.

Compensation & Benefits:

This position is available to candidates residing in the following states: AL, AZ, AR, FL, GA, IN, MI, MO, NV, OH, OK, SC, TX, UT, VA, WA, WV. Compensation and benefits are subject to eligibility requirements and may vary based on location and applicable laws. The pay range for this position will be provided in accordance with applicable state and local laws. Actual compensation will be determined based on factors such as skills, experience, qualifications, internal equity, geographic location, and business needs.

The estimate pay range for this role is as follows: $163,000-$247,500

Eligible employees may participate in Meade-sponsored benefit programs, including medical, dental, vision, life insurance, disability coverage, 401(k), paid time off, paid holidays, and other company-sponsored benefits. Benefit eligibility and offerings are subject to plan terms and applicable policies.