Director of Sales
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 role involves restructuring the utilization of technical resources and partnering closely with senior leadership and other departments to align sales execution with company strategy.
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.
- Proven track record of taking a team from "founder-led" or "relationship-led" sales to a structured, scalable, process-driven organization.
- 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 and partner 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.
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 the current capabilities of Account Managers, establish performance expectations, and develop targeted training programs to elevate their technical acumen and sales skills.
- 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 and drive the team's operational evolution.
- Collaborate with product development, engineering, and leadership to align sales execution with broader company strategy.
Benefits
- Medical, dental & vision options with Cigna
- Company provided & voluntary life insurance and disability options
- Generous paid leave
- Paid parental leave
- 401k retirement savings with company match
- Tuition reimbursement
- Employee stock purchase plan
- Flexible / hybrid work schedule
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What This Job Offers
Job Type
Full-time
Career Level
Director
