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 role involves designing and implementing a sales methodology, building standard operating procedures, instituting strategic account plans, coaching the team, restructuring the utilization of technical resources, and managing CRM adoption and forecasting. Collaboration with product development, engineering, leadership, and a Senior Account Executive is also key. Success will be measured by revenue attainment, sales cycle efficiency, process implementation, forecast accuracy, and team productivity and retention.

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, including partnering effectively with tenured senior staff.
Ability to travel as needed (25%-30%) to support a global territory and ride along with AMs to coach them in the field.

Nice To Haves

MBA preferred.
Hubspot experience is a plus.
You know how to bridge the gap between technical engineers and commercial buyers.

Responsibilities

Design, implement, enforce, and continuously refine a proven sales methodology.
Build standard operating procedures for the entire sales cycle for the team, from prospecting to closing.
Institute rigorous strategic account plans for all key customers to maximize revenue and share of wallet across our global territory.
Drive proactive account development, reducing reliance on reactive, relationship-based selling.
Assess the current capabilities of our Account Managers.
Establish performance expectations tied to activity metrics, pipeline health, and outcomes.
Develop targeted training programs to elevate their technical acumen and sales skills so they can operate independently in the field without relying heavily on Application Engineers.
Restructure how technical resources (App Engineers) are utilized in the sales process, ensuring they are deployed efficiently rather than used as a crutch for early-stage discovery.
Establish clear KPIs, metrics, and forecasting models.
Ensure 100% adoption and accurate usage of our CRM.
Partner closely with our top-performing Senior Account Executive to leverage his deep market knowledge while driving the team's operational evolution.
Collaborate with product development, engineering, and leadership to align sales execution with broader company strategy.