Director, Sales & Customer Success

Evidence Based Associates•Los Angeles, CA

11d•$160,000 - $170,000•Remote

About The Position

Empower Community Care is seeking an experienced, hands-on Director, Sales & Customer Success to build and lead its specialty sales and customer success teams. The role will bring structure, coaching, and consistency to Specialty Sales Reps who currently work as independent contributors aligned to individual programs, while helping architect and lead a future transition to a regional pod model. Reporting to the Chief Growth Officer, the Director will manage and coach Specialty Sales Reps aligned to community-based clinical programs, early childhood and prevention programming, and assessment and behavior-change tools, as well as the Customer Success function. The Director will work closely with Enterprise Sales Reps, who report to the CGO, to coordinate commercial activity, deal routing, hand-offs, and customer experience across Empower’s portfolio. This leader will own day-to-day sales management, including pipeline reviews, forecasting, deal coaching, territory and account assignments, and performance management. They will propose sales hiring plans and lead sourcing and interviewing, with the CGO providing final hiring approval. The Director will partner with RevOps on CRM processes and reporting, and with the CGO and RevOps on the design and rollout of the regional pod model. The role will also advance cross-selling, onboarding, implementation hand-offs, and Empower’s unified market presence as the organization evolves from a house of brands to a connected platform. The position is remote and computer-based, with approximately 25–35% travel for in-person meetings, client engagements, and industry conferences. It requires prolonged sitting and extended use of a computer, keyboard, and video-conferencing tools. Employment is contingent on successful completion of a background check. The role may involve confidential organizational, financial, or clinical program information, which must be handled in accordance with internal policies.

Requirements

Bachelor’s degree in business, healthcare administration, or a related field; equivalent experience is considered.
At least 7 years of progressive sales experience, including at least 3 years directly managing and coaching a field or specialty sales team.
Demonstrated success building or scaling a sales function and converting high-level structures into practical processes, tools, and team habits.
Strong pipeline management and forecasting discipline, with hands-on CRM fluency.
Experience coaching teams selling complex, consultative offerings to multiple buyer types and helping them determine how and when to route opportunities.
Excellent coaching, communication, and cross-functional collaboration skills, including the ability to work with sales, marketing, RevOps, Customer Success, and program delivery leaders.
Direct hiring experience, including sourcing, interviewing, and building a business case for candidates; able to propose hiring plans to an executive for approval.
Experience leading or managing a customer success, account management, or renewal function.
Experience partnering with RevOps, sales operations, or a CRM administrator function rather than directly owning the system, and comfort influencing CRM processes and data standards collaboratively.
Genuine enthusiasm for using AI and modern sales tools to improve productivity, with a track record of introducing tools or workflows that sales representatives adopt.

Nice To Haves

Experience in behavioral health, evidence-based programs, child and family services, human services, education, or criminal justice/juvenile justice markets.
Experience selling or managing sales to government and managed care organization buyers, including familiarity with multi-year, multi-program contract vehicles.
Experience designing or refining commission plans and territory structures with RevOps or sales operations.
Experience leading a sales team through a structural transition, such as moving from individual roles to a pod, squad, or territory-team model.
Experience supporting brand or portfolio consolidation toward a unified market-facing identity or platform story.
Comfort and effectiveness representing an organization at conferences, with experience converting conference participation into pipeline, partnerships, or brand visibility.
Hands-on experience with AI-enabled sales tools such as AI note-taking, call intelligence, prospecting, or proposal automation, and sound judgment about responsible adoption, data privacy, accuracy, and human review.
Experience in a lean, fast-moving commercial organization where the leader is expected to be strategic and hands-on.
Direct experience with HubSpot is strongly preferred.
Familiarity with NetSuite is a plus.

Responsibilities

Lead, coach, and develop Specialty Sales Reps and Customer Success team members, establishing consistent expectations for pipeline discipline, activity, and quota attainment.
Propose the sales organization’s hiring plan, including headcount, sequencing, and role design; lead sourcing and interviewing, with final hiring approval from the Chief Growth Officer.
Partner with the Chief Growth Officer and Enterprise Sales Reps to establish collaboration rules, deal routing, and account hand-offs between enterprise- and program-level opportunities.
Manage day-to-day sales activity, including pipeline reviews, forecasting, deal coaching, territory and account assignments, and performance management.
Partner with the Sales/RevOps Manager on pipeline stages, forecasting logic, activity tracking, and reporting, ensuring the CRM aligns with sales practices and NetSuite revenue and contract data.
Identify and implement AI-enabled workflows and automation for prospecting, call preparation, proposal generation, CRM hygiene, and reporting.
Partner with the CGO and RevOps to design and lead the transition toward a regional pod model, including defining pod structure, rollout sequencing, commission plans, territories, and supporting processes.
Support the evolution from a house of brands to a unified Empower platform and help sales and business development teams represent the organization consistently in the market.
Drive cross-selling and expansion across Empower’s seven subsidiary brands, helping Specialty Reps understand the portfolio and engage Enterprise or other Specialty Reps on joint opportunities.
Attend industry conferences and events to build brand awareness, represent Empower, and develop networking, pipeline, and partnership opportunities.
Build and execute onboarding and ramp plans for new and existing sales hires, with clear productivity and quota-readiness milestones.
Coordinate with Implementation Success and Program Delivery to ensure clean sales-to-implementation hand-offs and to feed adoption and renewal signals back into the sales process.
Provide decision-oriented pipeline, forecast, team-performance, hiring, and pod-transition updates to the CGO and executive leadership.
Represent the field sales team’s perspective in go-to-market strategy, marketing plans, and product and program feedback loops.