Director, Sales & Customer Success

Evidence Based Associates•Phoenix, AZ

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 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. Reporting to the Chief Growth Officer, the Director will work closely with Enterprise Sales Reps, who report directly to the CGO, to coordinate sales activity, opportunity hand-offs, and the customer experience across Empower’s offerings. This is a foundational leadership role. The Director will establish structure, coaching, and consistency across the current independent-contributor model while helping design and lead its transition toward a coordinated regional pod model. The role will propose sales hiring plans and lead sourcing and interviewing, with final hiring approval from the CGO. It will shape sales processes, pipeline and forecasting discipline, onboarding, cross-selling, and how the organization represents its evolving unified platform in the market. The Director will partner with the Sales/RevOps Manager, who administers HubSpot CRM, and with finance/RevOps on alignment with NetSuite revenue and contract data. The role is expected to identify and implement AI-enabled workflows and automation that improve productivity, forecasting, and customer responsiveness. It will also coordinate with Implementation Success and Program Delivery on sale-to-implementation hand-offs, attend key industry events, and provide decision-oriented performance and transition updates to executive leadership. 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 a successful background check, and the role may involve confidential organizational, financial, or clinical program information that must be handled according to internal policies. Base salary is $160,000–$170,000 per year. OTE (base plus target incentive) is $200,000–$212,500, with upside above target for exceeding plan. Benefits include medical, dental, and vision coverage; retirement savings; paid time off and holidays; and life insurance.

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 translating high-level structure into effective processes, tools, and team habits.
Strong pipeline management and forecasting discipline, with hands-on CRM fluency.
Ability to coach teams selling complex, consultative offerings to multiple buyer types and guide decisions about routing opportunities between system-level and program-level buyers.
Strong coaching, communication, and cross-functional collaboration skills, including working with sales, marketing, RevOps, Customer Success, and program delivery leaders.
Direct hiring experience, including sourcing, interviewing, and developing a business case for candidates; able to propose hiring plans for executive approval.
Experience leading or managing a customer success, account management, or renewal function.
Experience partnering with a RevOps, sales operations, or CRM administrator function rather than directly owning the system; able to influence CRM process and data standards collaboratively.
Genuine enthusiasm for AI and modern sales tools, with a track record of introducing tools or workflows that sales representatives adopt.
Ability to travel approximately 25–35% for in-person meetings, client engagements, and industry conferences.
Successful completion of a background check is required.
Ability to maintain strict confidentiality and comply with internal data governance and confidentiality policies.
The position requires prolonged sitting and extended use of a computer, keyboard, and video-conferencing tools; reasonable accommodations will be made for qualified individuals with disabilities in accordance with the ADA.

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 into government and managed care organization (MCO) buyers, including familiarity with multi-year, multi-program contract vehicles.
Direct experience with HubSpot CRM.
Familiarity with NetSuite.
Experience designing or refining commission plans and territory structures alongside RevOps or sales operations.
Experience leading a sales team through a structural transition, such as moving from individual contributor roles to a pod, squad, or territory-team model.
Experience supporting brand or portfolio consolidation toward a unified market-facing identity or platform story.
Experience representing an organization at industry conferences and converting conference presence 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 requiring both strategic leadership and hands-on execution.

Responsibilities

Lead, coach, and develop Specialty Sales Reps and Customer Success team members, maintaining consistent pipeline discipline, activity, and quota-attainment standards.
Propose sales organization hiring plans, including headcount, sequencing, and role design; lead candidate sourcing and interviewing, with final hiring approval from the Chief Growth Officer.
Partner with the CGO and Enterprise Sales Reps to establish collaboration rules, deal routing, and account hand-offs between enterprise- and program-level sales conversations.
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, and help ensure alignment between HubSpot 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, and supporting commission, territory, and process infrastructure.
Support the evolution from a house of brands to a unified Empower platform, helping sales and business development represent the organization and its offerings in the market.
Drive cross-selling and expansion across Empower’s seven subsidiary brands, helping Specialty Reps understand the portfolio and coordinate with Enterprise Reps or other Specialty Reps on joint opportunities.
Attend industry conferences and events to build brand awareness, represent Empower, and develop networking, partnership, and pipeline opportunities.
Build and execute onboarding and ramp plans for new and existing sales hires, with clear productivity and quota-readiness milestones.
Partner with Implementation Success and Program Delivery to establish clean sale-to-implementation hand-offs and feed adoption and renewal signals into the sales process.
Provide regular, decision-oriented pipeline, forecast, team-performance, hiring-progress, 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.
Maintain confidentiality and comply with Empower’s data governance and confidentiality policies.
Perform other duties and activities that may change as business needs require.