Sales Director, Mid-market

JustFOIA•Tallahassee, FL

About The Position

We are seeking a dynamic and experienced Sales Director, Mid-market, to lead a high-performing sales team within our growing organization. In this role, you will be responsible for driving revenue growth across mid-market public sector accounts, coaching and developing Account Executives and partnering cross-functionally to execute a disciplined, predictable sales motion. This is an opportunity for a strategic, hands-on leader who understands public-sector selling and is motivated by building teams, improving outcomes for government clients and delivering meaning impact at scale. Travel up to 25%.

Requirements

Bachelor’s Degree, or equivalent work experience
Consistent history of exceeding sales quotas in comparable roles, demonstrating deep expertise in driving revenue growth and achieving ambitious targets.
Known for exceptional team-building skills, with a proven ability to develop, mentor, and retain high-performing sales teams while fostering a culture of accountability and success.
Polished presentation skills, both online and in-person, complemented by exceptional verbal and written communication abilities to engage stakeholders at all levels.
Skilled at troubleshooting and resolving complex challenges, delivering win-win outcomes for internal teams and external customers alike.
Highly organized with outstanding prioritization and time management capabilities, ensuring optimal use of resources in a fast-paced, high-growth environment.
Thrives in an inspirational role model, coaching teams through every stage of the sales cycle, from prospecting, and qualification to closing, with an unwavering commitment to delivering exceptional service and ensuring long-term client success.
2+ years as a successful Sales Leader in a high-growth organization with a proven track record of managing teams of 8+ direct reports and managing sales across multiple territories and roles.
Demonstrated proficiency in modern sales processes and methodologies, including:
Leveraging CRM tools to optimize team performance and sales pipeline management.
Applying data-driven decision-making to accurately forecast and drive strategic growth.
Implementing consultative selling techniques to build long-term customer relationships and close complex deals.
Strategic Vision: Ability to develop and execute sales strategies that align with the organization’s growth objectives and adapt to evolving market dynamics.
Collaboration: Experience working cross-functionally with Marketing, Product, and Client Success teams to ensure alignment and maximize customer value.
Communication: Exceptional presentation and communication skills, with the ability to engage stakeholders at all levels, both internally and externally.
Coaching and Mentorship: Proven ability to mentor and develop high-performing sales teams, fostering a culture of accountability, collaboration, and continuous improvement.
Results-Driven: Track record of consistently exceeding revenue targets and KPI goals in competitive environments.
Adaptability: Experience navigating and thriving in rapidly changing, fast-paced business environments.
Cultural Fit: Demonstrated embodiment of the company’s culture code, values, and leadership philosophy.
Team Scalability: Experience in scaling teams, processes, and infrastructure in alignment with growth.

Nice To Haves

3+ years of experience selling SaaS solutions with a comparable deal size to mid-size State and Local Government organizations, preferred.
Familiarity with the unique procurement processes, compliance requirements, and sales cycle specific to Government sector, preferred.

Responsibilities

Oversee all functions of the Mid-market Account Executive Team, team operations, sales cycle, and overall efforts.
Drive and own all aspects of team revenue growth, including strategy, tactics, and actionable plans.
Collaborate closely with Marketing to ensure alignment and actively participate in the development and execution of marketing strategies.
Create and execute a strategic plan to exceed sales targets and expand the client base.
Translate company objectives and sales targets to team and communicate clear goals for team members.
Continuously motivate, coach, and inspire employees to exceed activity and revenue targets.
Identify performance gaps and implement corrective actions to achieve expected outcomes.
Recruit, hire, and successfully onboard new sales team members, ensuring cultural and skill alignment.
Coordinate and lead comprehensive training for new hires and ongoing skill development for current employees.
Prepare, review, and ensure the accuracy of all periodic reports, including scorecards, forecasts, KPIs, and Quarterly Business Reviews.
Serve as the primary escalation point for all team-related issues, providing resolution and support.
Continuously evaluate and refine sales processes to improve efficiency and effectiveness.
Ensure effective use of sales tools and CRM systems, driving adoption and optimization across the team.