Director of Sales

The HR Team•Newtown, PA

3d•Hybrid

About The Position

Morningstar Corporation is seeking an experienced, hands-on Director of Sales to lead, structure, and scale their global sales team. The company is at a critical inflection point, transitioning from a relationship-driven model to a disciplined, process-oriented, and scalable sales engine. This role is ideal for a builder and operator who can establish the foundational structure, processes, and accountability systems required to drive predictable growth. The Director of Sales will be responsible for creating repeatable revenue streams, instituting rigorous account planning, and coaching Account Managers to become independent, high-performing salespeople. The position requires a willingness to travel and is commutable to the Newtown, PA location with flexibility for remote work, but with a minimum of 3 days a week on-site expected.

Requirements

Bachelor's degree in Business, Marketing, or related field.
10+ years of sales experience, preferably in a technical B2B environment.
3-5 years managing sales professionals.
Proven success building or transforming a sales organization with the implementation of structured and process-driven models.
Demonstrated experience using CRM database for all sales activities and pipeline management.
Excellent communication, negotiation, and presentation skills.
Experience selling complex technical products or leading teams that do.
Demonstrable experience upskilling reps and building enablement programs from scratch.
Exceptional EQ to manage a team undergoing structural transition, including partnering effectively with tenured senior staff.
Ability to travel as needed (25%-30%) to support a global territory and coach Account Managers in the field.

Nice To Haves

MBA preferred.
Hubspot experience is a plus.
Bridging the gap between technical engineers and commercial buyers.

Responsibilities

Design, implement, enforce, and continuously refine a proven sales methodology and build standard operating procedures for the entire sales cycle.
Institute rigorous strategic account plans for all key customers to maximize revenue and share of wallet across the global territory.
Assess current capabilities of Account Managers, establish performance expectations tied to activity metrics, pipeline health, and outcomes.
Develop targeted training programs to elevate technical acumen and sales skills of the team.
Restructure how technical resources (App Engineers) are utilized in the sales process, ensuring efficient deployment.
Establish clear KPIs, metrics, and forecasting models, ensuring 100% adoption and accurate usage of the CRM.
Partner closely with the Senior Account Executive to leverage market knowledge while driving the team's operational evolution.
Collaborate with product development, engineering, and leadership to align sales execution with broader company strategy.