Director of Sales

Rubicon•Atlanta, GA

4d•Hybrid

About The Position

The Director of Sales is responsible for leading the company's sales strategy and execution within the mid-market segment. Reporting to the Chief Commercial Officer, this role plays a critical part in driving revenue growth through personal new business sales, strategic account expansion, and sales leadership. The Director of Sales is expected to serve as both a hands-on seller and sales leader, directly contributing to revenue generation while building, developing, and leading a high-performing sales organization.

Requirements

Bachelor's degree in Business, Marketing, Sales, or a related field required.
Minimum 8 years of progressive sales experience, including at least 3–5 years in a sales leadership role.
Demonstrated success selling complex solutions to mid-market organizations.
Proven track record of consistently achieving or exceeding revenue and growth targets.
Demonstrated success as an individual contributor with the ability to personally generate, manage, and close new business opportunities.
Experience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions preferred.
Experience managing geographically dispersed remote sales teams preferred
Proven experience leading, coaching, and developing high-performing sales teams.
Strong experience managing sales pipelines, forecasting, territory planning, and quota attainment, and revenue growth initiatives.
Experience leading and developing high-performing sales teams.
Strong business acumen with the ability to understand customer challenges and align solutions to business objectives.
Proven ability to engage, influence, and build relationships with executive-level decision-makers, including C-suite stakeholders.
Excellent negotiation, presentation, and executive communication skills.
Strong analytical, problem-solving, and decision-making capabilities.
Exceptional relationship-building and stakeholder management skills with the ability to influence at all levels of an organization
Proficiency with Salesforce, Microsoft Office Suite, and sales analytics tools.
Highly organized with the ability to manage multiple priorities in a fast-paced environment.
Self-motivated and results-oriented, with a proactive approach and strong sense of ownership.
Ability to work independently while fostering collaboration across teams and functions.
Reliable internet connection with sufficient bandwidth to execute all job functions and technology setup conducive to remote work.
A quiet, distraction-free workspace is required for maintaining productivity.

Nice To Haves

Experience selling technology-enabled services, SaaS, managed services, waste and recycling solutions, environmental services, or similar B2B solutions preferred.
Experience managing geographically dispersed remote sales teams preferred

Responsibilities

Develop and execute the overall sales strategy for the mid-market segment, aligning with company growth objectives.
Drive new business acquisition while identifying opportunities to expand existing customer relationships.
Develop and execute account penetration strategies to expand market share and increase customer acquisition.
Establish and manage sales goals, forecasts, quotas, and key performance indicators.
Analyze market trends, customer feedback, and competitive intelligence to identify opportunities for growth and differentiation.
Personally identify, pursue, and close new business opportunities, with a focus on strategic, enterprise, and high-value accounts.
Maintain an individual sales pipeline and contribute directly to annual revenue and growth targets.
Build and maintain a healthy sales pipeline through prospecting strategies, referral networks, strategic partnerships, and marketing collaboration.
Lead complex sales cycles, contract negotiations, pricing discussions, and proposal development.
Partner with Account Executives and Business Development Representatives on strategic opportunities, executive-level prospect meetings, and complex negotiations.
Lead, coach, and mentor a team of Account Executives, Business Development Representatives, and other sales personnel to achieve revenue targets.
Recruit, hire, onboard, and develop top sales talent to support organizational growth.
Foster a high-performance, customer-focused sales culture built on accountability, collaboration, and continuous improvement.
Utilize CRM systems and sales analytics to monitor pipeline health, forecast revenue, and drive data-informed decision-making.
Prepare and present regular sales performance updates, forecasts, and strategic recommendations to executive leadership.
Collaborate with Marketing to develop lead generation campaigns, market positioning strategies, and sales enablement initiatives.
Represent the company at industry events, conferences, customer meetings, and networking opportunities to drive business development and brand awareness.
Ability and willingness to travel up to 50% of the time, including customer visits, prospect meetings, industry conferences, and internal meetings.
Perform other duties as assigned or apparent.
Directly manages and develops sales personnel, including Account Executives, Business Development Representatives, and other sales team members as assigned.
Responsible for hiring, onboarding, coaching, performance management, goal setting, career development, and succession planning for assigned team members.
Provides ongoing leadership, accountability, and mentorship to ensure achievement of individual and team sales objectives.
Carries out supervisory responsibilities in accordance with the organization's policies, values, and applicable employment laws.