Director of Sales

iHeartMedia • St Petersburg, FL

10d

About The Position

This dynamic Sales Development/Inside Sales Director role is pivotal to the company's growth strategy. Reporting directly to the VP of Inside Sales, you will assume full ownership of the SDR and Inside Sales functions. Your core mission is to strategically build, lead, and aggressively scale a high-performing team focused on sustainable revenue generation. The Director will define key performance metrics and implement best practices to ensure the team consistently meets and exceeds ambitious sales targets. This involves optimizing lead qualification processes, managing the end-to-end inside sales cycle, and leveraging cutting-edge sales technology to drive operational efficiency. You will be instrumental in forecasting revenue accurately, developing robust training programs, and fostering a culture of continuous achievement. This leadership position demands a strategic thinker capable of translating top-level sales objectives into actionable, results-oriented inside sales initiatives, directly impacting the bottom line through opportunity development and closed sales.

Requirements

• 5+ years of business-to-business sales management experience with track record of consistently achieving quota.
• 5+ years’ experience in the media sales space with strong knowledge of the media industry (preferred).
• Experience building and leading a world-class business development and Inside team.
• Excellent leadership skills to guide, motivate and inspire individuals and teams to achieve business goals.
• Strong sense of self and team accountability.
• Build and nurture a culture that drives results.
• Proficient in sales tech stack is required including SFDC, Chorus, Groove and AI capabilities.
• Excellent analytical and complex problem-solving skills.
• Excellent communication, presentation, listening and negotiation skills.
• Excellent organizational and time-management skills.
• High level of integrity, judgment, and situational awareness.
• Ability to work both independently and collaboratively with peers, across teams, and with management.
• Flexibility and adaptability to change.

Nice To Haves

• In-Depth knowledge of the media industry and related sales processes
• Ability to apply expertise in a complex sales environment to service large accounts and/or complicated business segments
• Confidence to prospect and quickly build rapport with customers, adapting messaging and style based on customer needs
• Ease working with senior level executives and using influencing skills to negotiations and drive sales
• Desire to stay abreast of emerging market trends and customer needs to expand relationships and trust
• Confidence to solve complex problems using analysis, judgement and multiple sources of information
• Accountability for your own work and a desire to provide guidance to new team members
• Business development experience with new and existing customers

Responsibilities

• Develop and manage sales targets and KPIs to ensure personal and team sales and revenue goals are achieved.
• Be the focal point for Lead Generation and Inside Sales strategy and operations.
• Recruit, train, lead, inspire, and motivate the team.
• Develop messaging and scripts to increase lead conversion rates to develop opportunities.
• Ensure the team has the knowledge, skills and developmental plans to overachieve in their assigned quotas.
• Build and maintain exciting incentive programs for SDR team.
• Ensure that all sales opportunities are being touched by the SDRs, and accurately recorded and maintained in sales tech stack to enable accurate monthly, quarterly, and annual revenue forecasts.
• Build and promote a cohesive, customer-centric team with strong internal relationships.
• Build training and processes, to allow for scale and repeatable performance
• Manage and resolve escalations, allowing the team to stay focused on sales.
• Plan and execute on marketing events and programs with the Marketing team and external partners.
• Use customer and employee feedback to collaborate with leadership, to refine existing services and identify new solutions.

Benefits

• Employer sponsored medical, dental and vision with a variety of coverage options
• Company provided and supplemental life insurance
• Paid vacation and sick time
• Paid company holidays, including a floating holiday that enable our employees to celebrate the holiday of their choosing
• A Spirit day to encourage and allow our employees to more easily volunteer in their community
• A 401K plan
• Employee Assistance Program (EAP) at no cost – services include telephonic counseling sessions, consultation on legal and financial matters, emotional well-being, family and caregiving
• A range of additional voluntary programs, such as spending accounts, student loan refinancing, accident insurance and more!

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees