Director of Sales and Marketing- Element 74

Banyan Software

32d•$225,000 - $260,000•Hybrid

About The Position

Element 74 builds case management and association software for organizations working on the front lines of victim services and community advocacy. Vela is case management for agencies supporting survivors of domestic violence and sexual assault. Coalition Manager is the member, grant, and training platform used by state coalitions and statewide networks in 49 states. Element 74 is part of Banyan Software, which provides long-term ownership stability, shared AI and go-to-market expertise, and a network of peer companies across health and human services. This role is the first VP of Sales to build and lead the new business function, focusing on outbound pipeline, disciplined forecasting, a repeatable playbook, and building a team to win new logos. The core market is established, and the platform can be applied to adjacent advocacy and human services verticals. The role reports to the CEO, sits on the leadership team, and owns the new bookings number. Initially, this is a player-coach role until the team is built and performing.

Requirements

10+ years in B2B software sales, including meaningful experience leading quota-carrying teams and owning a new business number.
A track record of building: hiring, ramping, and managing sellers.
Proven experience managing a business development function, including the lead generation or SDR layer, with a documented record of converting top-of-funnel activity into closed business.
Personal selling ability in complex, multi-stakeholder deals with long cycles and formal procurement.
Fluency in contract management: experience owning agreement structure, terms, and renewals.
Real command of sales process and CRM discipline: qualification, forecast hygiene, funnel conversion math, and pipeline coverage.
Comfortable as a player-coach in a growing business: hands-on, low-ego, effective without a large support function.
Willingness to travel for customers, national and state conferences, and the team.

Nice To Haves

Experience displacing an entrenched incumbent in a specialized vertical.
Experience introducing price increases, packaging tiers, or annual and multi-year prepay into a price-sensitive base.
HubSpot or comparable CRM, and a structured qualification framework such as MEDDIC.
Domain experience in mission-driven, grant-funded buyers, understanding that purchasing follows funding cycles.
Experience with nonprofit, human services, or public sector software (case management, client/member management, benefits, workforce, behavioral health, or outcomes software).
Experience in core verticals: victim services, domestic violence and sexual assault, and their state coalitions/networks.
Experience in expansion verticals: child advocacy, homelessness services and Continuums of Care, human trafficking response, substance use, and adjacent community health and advocacy networks.
Experience with statewide and multi-site contracting, winning umbrella agreements that cascade to downstream agencies.

Responsibilities

Own the new bookings plan and associated KPIs (MQL/SQL volume, conversion rates, pipeline coverage, forecast accuracy, win rate, sales cycle length, net new ARR).
Own and run the lead generation engine, setting the source mix (outbound, campaigns, conferences, partners) and holding marketing accountable for MQL targets.
Lead competitive displacement against incumbent platforms in the core market.
Personally lead statewide and strategic pursuits involving multiple stakeholders, formal procurement, and long sales cycles.
Build the go-to-market approach for adjacent verticals: child advocacy centers, Continuums of Care and homelessness networks, human trafficking response organizations, and substance use coalitions.
Assess the right to win by vertical, considering incumbent strength, funding sources, buying committees, and positioning.
Determine where the coalition-first motion replicates and where to enter directly at the agency layer.
Design the sales organization, including role profiles, segment/territory ownership, and a headcount plan.
Recruit, onboard, and develop the team with documented playbooks, activity standards, and ramp expectations.
Develop existing team members through clear objectives, structured 1:1s, and performance management.
Enforce a disciplined qualification methodology in CRM, ensuring every forecast deal has a business case, mapped decision-makers, a close plan, and a compelling event.
Own contract management, including terms, renewals, statewide and multi-site agreements, and understanding grant-funding and public-sector procurement constraints.
Partner with the CEO and Banyan on future initiatives for pricing, packaging, and billing.
Own sales and marketing costs quarterly, tracking cost per lead, cost per acquisition, and return by channel and rep.