Senior Director Sales

The Senior Director, Virtual Sales is a strategic leadership role responsible for accelerating revenue growth, expanding market presence, and leading the organization's virtual selling capabilities. This role oversees a high-performing virtual sales team while driving business development initiatives that secure new clients, expand existing partnerships, and increase overall profitability. The incumbent will establish and execute a national virtual sales strategy, leverage technology-enabled selling solutions, and build strong relationships with customers, prospects, and internal stakeholders. This leader will serve as a key contributor to the organization's growth agenda through both customer development and new business acquisition.

Responsibilities

Strategic Leadership 

• Develop and execute national virtual sales and business development strategies that align with corporate growth objectives.

• Establish annual revenue, growth, client acquisition, and profitability targets for the virtual sales organization. 

• Identify emerging market trends, customer needs, and growth opportunities to strengthen competitive positioning. 

• Collaborate with executive leadership to support long-term sales and business expansion planning. 

• Lead change management initiatives that enhance sales effectiveness, customer experience, and operational efficiency. 

Virtual Sales Leadership 

• Implement best practices for remote selling, digital engagement, and virtual relationship management. 

• Develop sales processes, performance metrics, and account management standards that drive consistent results. 

• Leverage CRM systems, AI-enabled selling tools, analytics, and sales technologies to improve productivity and customer outcomes. 

• Monitor sales performance and pipeline health, providing regular updates and recommendations to senior leadership. 

Business Development & Revenue Growth 

• Develop and maintain a robust pipeline of new business opportunities across priority markets and customer segments. 

• Identify, pursue, and secure strategic partnerships and new client engagements. 

• Lead proposal development, contract negotiations, and sales presentations for prospective clients. 

• Expand existing customer relationships by identifying opportunities for cross-selling and upselling services and solutions. 

• Partner with commercial teams to execute lead generation and customer acquisition strategies. 

• Represent the organization at industry events, conferences, and customer meetings to strengthen market presence and generate new business opportunities. 

Customer & Partner Management 

• Build and maintain executive-level relationships with key customers, strategic partners, and prospects. 2. Serve as a trusted advisor by providing strategic insights and solutions that support customer business objectives. 

• Ensure exceptional customer experience throughout the sales lifecycle and account development process. 

• Address escalated customer issues and develop solutions that strengthen long term partnerships.

Qualifications

• 15+ years of progressive sales leadership experience. 

• 10+ years leading virtual, inside sales, or remote commercial teams. 

• Proven success developing and executing business development strategies that drive revenue growth. 

• Demonstrated experience acquiring new clients and expanding strategic customer relationships.  Experience leading sales cycles, contract negotiations, and enterprise-level customer engagements.  Experience managing sales pipelines and forecasting processes. 

Knowledge, Skills & Competencies 

• Strategic sales leadership and business planning. 

• Business development and new client acquisition expertise. 

• Strong virtual selling and digital engagement capabilities. 

• Exceptional presentation, negotiation, and influencing abilities. 

• Financial acumen and experience managing revenue and profit objectives. 

• CRM, sales analytics, and pipeline management expertise. 

• Strong analytical, relationship-building, and decision-making skills. 

Success Measures 

• Achievement of revenue and profitability targets. 

• New client acquisition and business development results. 

• Growth of strategic accounts and customer retention. 

• Pipeline conversion and sales velocity metrics. 

• Customer satisfaction and partnership growth.

Physical Requirements 

• Sit for extended periods (typically 6+ hours per day).

• Use a computer, including keyboard and mouse, for prolonged periods.

• Lift and carry light items (e.g., files, office supplies, laptops, typically 20+ pounds).

• Reach, bend, or stoop occasionally to access files or office materials.

• Maintain focus and attention for long periods of desk-based work.

• Follow clear directions.

• Perform repetitive motions (e.g., typing, clicking) consistently throughout the day.

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