Director - Integrated Sales

KI•Green Bay, WI

14h

About The Position

At KI, we believe knowing our customers helps us serve them better. We listen. We observe. We understand that each customer has unique needs. So, we pride ourselves on helping our customers make smart furniture decisions by offering expert advice, design options and personalized solutions. Since 1941, we’ve positioned KI as the furniture company that best understands the furniture industry and is committed to providing customers with smart solutions. By targeting specific markets with solutions for business furniture, university furniture, educational furniture, healthcare furniture and government furniture, we can quickly respond to our customers’ unique needs – including the choice to procure furniture according to what fits their ordering and fulfillment process. We’re Furnishing Knowledge. KI is seeking a Director of Integrated Sales to transform Inside Sales into a strategic growth engine—accelerating revenue, strengthening partnership with Field Sales, and increasing sales effectiveness across the U.S. This role is about reimagining and accelerating what already exists, leading the evolution of the sales model—combining skilled sales talent, modern tools, and AI‑enabled insights—to drive greater velocity, consistency, and scale. Success requires strategic clarity, disciplined execution, and a hands‑on leader energized by meaningful change and measurable results. As an employee‑owned company, KI offers more than a leadership role—you’ll have a personal stake in the value you create.

Requirements

Bachelor’s degree required
10+ years of B2B sales experience, including 5+ years leading Inside Sales or integrated sales teams.
Proven success leading large, quota‑driven teams in fast‑paced environments.
Deep expertise in Salesforce, forecasting, analytics, and modern sales technologies.
A builder’s mindset—data‑driven, adaptable, and energized by transformation.
Willingness to travel domestically up to 20%.

Nice To Haves

MBA or advanced degree preferred.
Experience in commercial furniture or adjacent industries is a plus.

Responsibilities

Lead the evolution of Inside Sales strategy, operating model, and roadmap aligned to enterprise growth goals.
Translate revenue targets into clear quotas, forecasts, KPIs, and execution plans.
Continuously refine sales workflows, engagement models, and methodologies to improve pipeline velocity and conversion.
Partner with Marketing to generate, qualify, and convert demand into a high‑quality pipeline.
Build and lead a high‑performing Inside Sales organization designed for scale and sustained impact.
Recruit, coach, and retain leaders and sellers with a consultative, customer‑first mindset.
Position Inside Sales as a development pipeline for Field Sales and future sales leaders.
Champion Salesforce excellence, driving adoption, data integrity, forecasting accuracy, and pipeline discipline.
Leverage enablement tools, analytics, automation, and AI to improve prioritization, productivity, and outcomes.
Own the Inside Sales operating budget, including headcount, incentives, tools, and investments.
Partner closely with Field Sales to ensure disciplined lead qualification, seamless handoffs, and aligned execution.
Collaborate with Marketing on demand generation, campaign execution, lead scoring, and attribution.
Build strong relationships with dealers, specifiers, and repeat customers to deepen loyalty and expand share of wallet.
Define and track performance across pipeline velocity, conversion rates, win rates, and revenue influence.
Deliver clear, executive‑level reporting with insights, trends, and recommended actions.
Drive accountability through strong performance management and continuous improvement.