As the Director of Sales with Orases, you should have a fire for sales and a passion for developing a dynamic and results driven sales team. To be successful as a Director of Sales, you need to be familiar with a variety of concepts, practices, and procedures relevant to implementing custom software and digital solutions. As an experienced and talented Sales Executive you will be responsible for performing and managing the sales cycle including lead generation, driving new opportunities, and managing prospect relationships while managing the Sales team to meet company goals. This job description is not intended to include all duties and responsibilities; team members may be requested for additional tasks that may or may not relate directly to the primary role, as business needs dictate. 

Key Accountabilities for the Director of Sales:

• Close new business by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations, responsible for full cycle sales
• Implement a successful vision and strategy for Business Development that align with overall company goals and strategy 
• Develop, coach and mentor peers and the overall Business Development team including consistent one to ones, performance evaluations, and all other responsibilities of team management 
• Work closely and cooperatively with team members to facilitate a smooth "handoff" from the sales team to operations 
• As the Director of Sales, you will be responsible to establish and oversee changes to systems, policies and procedures, ensuring accurate implementation and suggesting opportunities for added efficiency 
• Develop and execute sales vertical plan to meet/exceed monthly and quarterly goals as needed
• Develop and qualify pipeline through prospecting, meeting, attending conferences/ events, calling, emails, etc.
• Create and deliver sales presentations as needed, including presenting to the internal team on sales and marketing efforts; excellent verbal and presentation skills are a must
• Work with graphic design to create effective marketing collateral 
• Ability to listen to, and interpret customer requirements, presenting solutions that directly apply to customer needs providing both technical and strategic advice focused on solving business problems, and driving successful business outcomes
• Provide sales vertical analysis and insight, ensuring accurate and timely data within HubSpot, ZoomInfo and other company approved tools as requested, using this information to accurately forecast 
• Strategically participate in the formulation and modification of short and long term sales strategies for targeted vertical markets

Required Knowledge, Experience, and Skills for the Director of Sales

• Bachelor’s degree (Technical Product Management, or related IT field, or Marketing preferred), or equivalent experience
•  5 – 10 years sales experience consulting, selling and/or implementing B2B software development solutions or IT professional services
• Minimum of 5 years managing a sales team and sales process with proven ability to close deals and drive sales team to achieve results
• Experience working with various types of stakeholders, including C-level technical, non-technical and various industries maintaining a consultative sales approach
• Demonstrated knowledge of industry and technology trends and challenges, with proven ability to use this knowledge in sales campaigns 
• Deep understanding and working knowledge of a variety of custom software development and digital solutions 
• Knowledge of various technologies and frameworks that can serve as part of a completion solution including strong working knowledge of the full SDLC process (Systems Development Life Cycle)
• Excellent time management, organizational, and communication skills and the ability to shift priorities 
• Comfortable public speaking and making sales presentations
• Proficiency in Google Suite, Hubspot, Zoominfo and MS Office Suite (as needed)
• Strong analytical and problem-solving capabilities with high level business acumen and a passion for developing others
• Strong network and proven ability to close enterprise accounts
• Willingness to travel as needed both to potential client sites and to headquarters in Frederick, MD

Physical Demands for the Director of Sales role: The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable people with disabilities to perform the described essential functions of the job.

• Physical demands: While performing the duties of job, employee is required to stand; walk; sit; use hands to fingers, handle or feel objects; reach with hands and arms; talk and hear; type/use computer and phone. Prolonged sedentary work that primarily involves sitting/standing. Light work that includes moving objects up to 20 pounds.
• Non-Physical demands: Frequently requires performing multiple tasks simultaneously, working closely with others as part of a team, and tedious or exacting work. Occasionally requires time pressures, emergency situations, and frequent change of tasks. Rarely requires irregular schedule/overtime and noisy/distracting environment. 
• Work environment: Generally, an office-type position. The noise level in the work environment is usually quiet in office settings and moderate in other situations.