What are the responsibilities and job description for the Director of Sales position at Professional Alternatives?
Director of Sales
Direct Hire; flex compensation package (200K-300K OTE)
**Must have in-depth knowledge of video telematics industry
**Hybrid possible; needs to be close to the office for hardware insight and meetings
Duties:
- Own overall revenue performance, including sales strategy, go-to-market execution, pipeline growth, forecasting, and team performance
- Manage the full sales process from lead qualification through deal closure
- Drive revenue targets across monthly, quarterly, and annual goals
- Set sales quotas, monitor performance, and implement corrective actions when needed
- Maintain predictable pipeline coverage and accurate revenue forecasting
- Support renewal and expansion forecasting with Customer Success
- Develop and refine go-to-market strategy, customer segmentation, and ideal customer profiles
- Partner with Marketing on inbound and outbound sales strategies
- Support pricing, positioning, and competitive strategy with leadership and Product Management
- Lead, coach, and develop Account Executives and sales leaders
- Establish sales processes, expectations, accountability standards, and performance reviews
- Conduct regular pipeline reviews and support team onboarding and development
- Ensure consistent CRM usage, accurate forecasting, and disciplined sales execution
- Maintain qualification standards and ensure smooth handoff between Sales, Presales, and Customer Success
- Prevent scope misalignment and ensure accurate deal documentation before closing
- Oversee sales materials, presentations, demo processes, competitive tools, and objection-handling resources
- Ensure consistent sales messaging aligned with Product Management
- Collaborate with Customer Success on renewals and expansion opportunities
- Partner with Operations on order processing and billing coordination
- Align sales commitments with product capabilities and operational requirements
- Provide executive reporting on revenue performance, pipeline health, risks, and opportunities
- Track key sales metrics including revenue attainment, win rate, sales cycle length, customer acquisition, deal size, and growth rate
Qualifications:
- Bachelor’s degree in Business, Engineering, Information Technology, or a related field a plus, not required
- 2 to 8 years of B2B or enterprise technology sales; manage a team of up to 10 AEs
- Minimum 1 to 3 years specifically selling telematics, IoT devices, GPS tracking, or fleet management software
- Understanding of vehicle tracking, asset monitoring, SaaS platforms, and wireless or cellular IoT infrastructure
- Experience using CRM platforms like Salesforce, HubSpot, or ZoomInfo for pipeline tracking and lead generation
- Ability to translate complex technical software and hardware specs into clear business value for fleet or corporate clients
- Proven track record of managing teams, hitting quotas, forecasting revenue, and executing contracts
- Strong negotiation, presentation, and interpersonal skills to bridge technical and business talks
- High self-motivation with an aggressive “hunter” mindset for new business acquisition.
Other Info:
- Reports to CEO
- Interfaces with CEO, Director of Product Management, Sales Operations Manager, Customer Success Team Leader, Business Operations Manager, and Marketing
- Additional compensation offered to cover self-secured benefits
- Hybrid possible; needs to be close to the office for hardware and meetings
- Alpha personality, able to identify and fix issues