Director, Territory Sales

Denver Office•Denver, CO

3d•$110,000 - $120,000•Onsite

About The Position

The Director, Territory Sales is responsible for delivering quota and revenue goals for their assigned team. This role involves actively developing comprehensive sales plans, managing territory business plans, and building targeted strategies for resource allocation and sales activities. The Director will assist in planning sales strategy and managing internal processes to support sales representatives. A key aspect of this role is building, monitoring, and orchestrating the sales pipeline to ensure a continuous flow of opportunities, analyzing win rates, and mentoring Territory Account Managers on sales processes, activity standards, and consultative selling. The Director will lead by example, manage sales tactics, identify buying signals, handle objections, and develop deal strategies for both existing and new customers to increase business and close deals. Regular deal reviews, pipeline activity tracking, and engagement with appropriate resources (pre-sales, field service, pricing, staff support) are crucial. The role requires maintaining intimate knowledge of deal stages and next steps within the territory, assisting with client needs assessment, opportunity qualification, and issue resolution. Hiring, retaining, and developing high-caliber sales talent, including onboarding, performance management, and training, is a significant responsibility. The Director will motivate and support sales teams in prospecting and selling, provide ongoing performance feedback, daily coaching, and conduct regular 1-on-1 meetings. They will also manage time off requests and approve timecards. Other duties as assigned.

Requirements

3 to 5+ (5-8 years highly preferred) years of inside sales experience, required.
Technical/Technology related sales management experience, required.
Work results that include success in achieving progressively high quota or other sales related goals.
Demonstrated track record of customer acquisition and retention.
Proven ability to prospect, qualify, negotiate, manage and close deals.
Leadership experience with a documented record of achievement.
Proven experience motivating self and others.
Bachelor’s degree required.

Nice To Haves

Sales Team Lead Experience, preferred

Responsibilities

Deliver quota and revenue goals for assigned team.
Develop comprehensive sales plans and manage territory business plans to meet revenue goals and quotas.
Build targeted business plans/strategies for resource allocation and driving sales activities.
Assist in planning sales strategy and managing internal processes in support of sales reps.
Build, monitor, and orchestrate sales pipeline to ensure continuous population of opportunities.
Manage the size, shape, and quality of pipeline; analyze overall win rates and win/loss ratios.
Mentor and coach Territory Account Managers on sales process, activity standards, work discipline, and consultative selling.
Lead by example and manage/assist Territory Account Managers with sales tactics, identifying buying signals, handling objections, and deal strategies.
Conduct weekly deal reviews with each Territory Account Manager and manage to metrics.
Track pipeline activity daily to yield results.
Engage the right resources (pre-sales, field service, pricing, staff support) at the right times.
Maintain intimate knowledge of deal stages and commitments to next steps within the assigned territory.
Assist individuals with understanding clients’ needs, qualifying opportunities, and diagnosing/resolving issues.
Hire and retain high-caliber sales talent, efficiently on-board as needed, understand current employee strengths and opportunities, and off-board non-performers.
Partner on curriculum development, on-boarding new employees, implementing sales force development plans, and executing training.
Motivate and support sales teams in prospecting and selling, including high-level support in pursuing and closing deals.
Proactively assess, manage, and document employee performance to ensure individual and group excellence and provide essential feedback.
Establish and deliver weekly and targeted sales training and manage individual development plans.
Effectively use and reinforce the use of sales tools/metrics (GoldMine, CRM, Cisco, etc.).
Prepare and present weekly comprehensive reports detailing team accomplishments and performance against plan.
Assist team in developing and maintaining relationships with prospects, customers, internal resources, and partners.
Interact with senior executives to accurately forecast business and communicate sales team progress.
Reinforce the employee value proposition by being a positive role model.
Provide ongoing performance and general feedback to direct reports.
Provide daily coaching and guidance.
Conduct weekly or bi-weekly 1-on-1 meetings with each direct report.
Address employee time off requests and approve timecards (if applicable) weekly.