Inside Sales Director

Summary:

We are seeking a dynamic and results-oriented ActiveDisclosure Inside Sales Director to lead and grow a high-performing inside sales team focused on expanding adoption of DFIN's ActiveDisclosure platform. This leadership role is responsible for driving new business acquisition, customer expansion, pipeline development, and revenue growth across corporate finance, SEC reporting, investor relations, and compliance functions. The ideal candidate combines strong sales leadership, SaaS expertise, and a passion for developing talent in a fast-paced, technology-driven environment.

Responsibilities:

• Recruit, onboard, coach, and develop a team of high-performing inside sales representatives.
• Establish a culture of accountability, continuous improvement, and customer-centric selling.
• Conduct regular one-on-one coaching sessions, pipeline reviews, call coaching, and career development discussions.
• Develop succession plans and create opportunities for top performers to advance within the organization.
• Develop and execute strategic sales plans to exceed bookings, revenue, and pipeline generation targets.
• Drive new logo acquisition and expansion opportunities within existing accounts.
• Identify and capitalize on market opportunities across public companies, private companies preparing for an IPO, and corporate governance teams.
• Partner with field sales teams on account planning and territory strategies.
• Build a predictable and scalable pipeline management process.
• Monitor sales performance metrics, forecast accuracy, conversion rates, and quota attainment.
• Leverage data analytics to identify trends, optimize sales effectiveness, and drive informed business decisions.
• Support sales representatives in executive-level customer conversations and complex sales opportunities.
• Articulate the value of ActiveDisclosure solutions to finance, legal, compliance, and investor relations stakeholders.
• Provide regular forecasts, pipeline updates, and performance reports to senior leadership.
• Present market trends, competitive insights, and growth opportunities to leadership stakeholders.

Qualifications:

• 7+ years of experience in B2B SaaS, financial technology, or enterprise software sales.
• 3+ years of experience leading and developing inside sales teams.
• Proven track record of achieving and exceeding revenue and pipeline generation targets.
• Experience selling subscription-based software solutions to enterprise or mid-market organizations.
• Demonstrated experience with sales methodologies such as MEDDPICC, Force Management, Challenger, or a similar framework.
• Strong analytical, forecasting, and strategic planning capabilities.
• Excellent communication, presentation, and leadership skills.
• Ability to influence and collaborate across multiple organizational functions.
• Results-driven mindset with a passion for coaching and developing sales talent.

Preferred Qualifications 

• Knowledge of public company reporting requirements and capital markets workflows.
• Experience leading teams supporting both new business and customer expansion motions.
• Proficiency with Salesforce, LinkedIn Sales Navigator, Outreach, Gong, or other sales enablement platforms.
• Demonstrated success scaling inside sales organizations and building repeatable revenue processes.