Director of Sales

International Data Group, Inc.

11d•$150,000 - $240,000

About The Position

We're looking for a dynamic, results-oriented Director of Sales to help shape and execute our sales vision, leading a talented team toward ambitious revenue goals. In this critical role, you'll have the opportunity to make a significant impact—crafting winning strategies, coaching accomplished salespeople with a hunting sales acumen, and strengthening key client relationships in a fast-paced, competitive market. If you thrive on challenge, innovation, and leading from the front, we want to hear from you. This role leads one of our End User Sales Teams dedicated to our IT Buyer account base, focusing on supporting Senior Technology Decision Makers at organizations with $1B+ in annual revenue. As a critical segment of our business, the priority is to drive meaningful net-new logo growth and strong install base retention. The Sales Director will be responsible for managing and developing a team selling across our full portfolio—Research & Advisory, Metrics, and Leadership Development to companies across North America. This position reports directly to the Group Vice President (GVP) of North America End User/IT Buyer Sales.

Requirements

Bachelor's degree or equivalent experience required
10+ years of direct sales experience, plus 5+ years sales management experience
Demonstrated success selling complex products and services to senior technology leaders (CIOs, CTOs, IT Strategy, and Senior IT Strategic Sourcing) at a diverse set of companies spanning Mid-Market to Enterprise
Proven experience managing, motivating, and enabling sales teams to excel and consistently overachieve targets
Strong problem-solving skills with a proactive, self-starter mindset and a demonstrated ability to take initiative
Strong communication, analytical, organizational, and time management skills Adept at building relationships at all organizational levels - external and internal Proficiency in Microsoft Excel, PowerPoint, and Word
Willingness to travel up to 25%

Nice To Haves

Experience in the market research or technology industries is a strong plus
Familiarity with Salesforce and sales enablement tools is preferred

Responsibilities

Drive Sales Performance: Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and maximize cross sell/upsell of existing.
Lead Account Strategy: Develop and execute comprehensive account plans that prioritize high-impact client engagement, build strong pipelines, and drive revenue growth across $1B+ organizations across Manufacturing, Healthcare, Energy, Retail, and Financial Services.
Manage Sales Pipeline: Establish and maintain a robust net new business and renewal sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals. Ensure weekly governance of Salesforce.com hygiene and coverage ratios.
Coach and Develop Talent: Lead, mentor, and inspire a team of hunting sales professionals, fostering a high-performance new logo culture centered on accountability, collaboration, and continuous improvement.
Deliver Client-Centric Solutions: Champion a consultative, solution-based sales approach that aligns IDC's products with each client's strategic objectives.
Strengthen Client Relationships: Build and expand relationships with key decision-makers and stakeholders across new and existing client organizations to maximize retention and uncover growth opportunities.