Sales Director

KERRIDGE COMMERCIAL SYSTEMS CORP•Cary, NC

7d•Hybrid

About The Position

Klipboard provides specialist software, services and support to deliver fully integrated trading and business management solutions to companies in the distributive trade – wherever they are in the world. With a unique depth of knowledge and experience in ERP/SaaS solutions, Klipboard has a wide range of clients includes wholesalers, distributors, merchants and retailers from small traders to multinational enterprises. Klipboard has offices in the UK, Ireland, The Netherlands, South Africa, Kenya and North America. Our mission is simple: to design and deliver high performance, integrated ERP solutions that enable our distributive trade customers to source effectively, stock efficiently, sell profitably and service competitively. Klipboard is a global, growing business that embraces AI and emerging technologies to enhance customer outcomes, collaboration, and continuous improvement. We’re looking for people who are curious about or fluid with AI, open to change, and excited to learn how technology can improve the way we work and help our customers which is always supported by strong human insight and communication. To lead, coach and develop a team of field-based mid-market Account Executives selling Klipboard ERP and connected solutions into distribution, automotive and rental customers across North America. The role covers opportunities in the $50,000 to $250,000 ARR range, spanning smaller owner-managed businesses through to 100 to 300 user ERP One implementations, and is accountable for the new business number across that segment. It is a player-coach position: the majority of the time is spent leading, coaching and directing the team, with the remainder spent personally in front of customers, sponsoring and helping to shape and close the most significant opportunities. The role also owns the Cary-based Business Development Representative function, led day to day by its Team Manager, working with that manager on strategy, targets and standards so that pipeline generation feeds new business conversion.

Requirements

Proven leadership of quota-carrying, field-based sales teams with accountability for a new business number
Track record of selling consultative, complex solutions such as ERP or other business-critical software into multi-stakeholder buying groups
Demonstrated ability to operate as a player-coach, balancing team leadership with personal involvement in significant opportunities
Capability to lead selling across both smaller owner-managed customers and larger 100 to 300 user system opportunities
Experience leading business development or inside sales functions through a team manager, translating commercial strategy into activity standards and targets
Strong forecasting, pipeline and sales process discipline, evidenced through consistent CRM rigour and deal review cadence
Commercial judgement in deal construction, pricing and negotiation, including multi-year and subscription-based agreements
Credible executive presence with customers, with strong communication, presentation and motivational skills
Effective management of internal stakeholders across marketing, presales, delivery, product and finance

Nice To Haves

Sector knowledge of distribution, automotive or rental business models and their operational drivers
Experience in a software or SaaS business operating a recurring revenue model
Experience building or scaling a sales function through a period of growth or organisational change
Exposure to a global matrix organisation and international leadership colleagues
Experience integrating business development generated pipeline into a field sales motion

Responsibilities

Lead, coach, and develop a team of six to eight Mid-Market Account Executives, driving high performance and achievement of new business objectives across the distribution, automotive, and rental sectors in North America.
Provide leadership and oversight to the Business Development Representative function through the Team Manager, ensuring prospecting strategies, activity standards, qualification criteria, and pipeline targets are achieved.
Own and deliver new business revenue targets, including responsibility for pipeline generation, pipeline coverage, conversion rates, and forecast accuracy.
Operate as a player-coach by actively participating in customer meetings, presentations, negotiations, and strategic sales opportunities while supporting the team in closing key deals.
Establish and maintain consistent sales methodologies, qualification standards, and deal review processes across sales and business development teams.
Coach and develop consultative, value-based selling capabilities, supporting sales engagements within complex ERP software environments and owner-managed businesses.
Recruit, onboard, develop, and retain top sales talent, creating clear succession plans and career development pathways.
Manage team performance through regular coaching, performance reviews, recognition of achievements, and proactive resolution of performance concerns.
Build and maintain a strong, sustainable pipeline sufficient to achieve growth and revenue objectives.
Provide accurate sales forecasts and commercial insights to support business planning and decision-making by the North America leadership team.
Partner with Marketing, Presales, Professional Services, Product, and Finance teams to align go-to-market strategies, improve deal quality, and enhance customer outcomes.
Ensure customers experience a professional, consultative sales process that effectively identifies business needs, sets realistic expectations, and enables successful transition to delivery teams.
Drive continuous improvement in sales effectiveness, pipeline conversion, win rates, and business development performance.
Foster an inclusive, high-performance culture through visible leadership, clear direction, regular feedback, and ongoing employee development.
Develop strong cross-functional relationships and contribute to broader leadership initiatives across the North America business.
Support wider commercial, strategic, and transformation initiatives and undertake additional responsibilities aligned with the scope and level of the role.