Sales Director

Hansen • Columbia, SC

27d

About The Position

The Sales Director will own and lead the end-to-end enterprise sales cycle, including account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and closing. This role involves leading complex commercial motions such as RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership. The Sales Director will also build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using various channels. Maintaining rigorous pipeline governance in CRM and leveraging account intelligence tools are key aspects of this position. Additionally, the role requires establishing and maintaining executive-level, trusted-advisor relationships, articulating differentiated value, managing objections, and driving expansion opportunities. The Sales Director will lead cross-functional deal teams to shape solutions, coordinate bid management, and ensure a smooth transition from contract signing to implementation.

Requirements

• Experience in owning and leading the end-to-end enterprise sales cycle.
• Experience in leading complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations.
• Experience in building and executing strategic prospecting plans.
• Experience in running structured discovery and qualification (business, technical, and financial).
• Experience maintaining pipeline governance in CRM, including opportunity strategy, close plans, next steps, and accurate forecasting.
• Experience leveraging account intelligence tools (e.g., LinkedIn Sales Navigator) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
• Experience establishing and maintaining executive-level, trusted-advisor relationships.
• Experience articulating differentiated value, managing risk/objections, and driving expansion opportunities.
• Experience leading cross-functional deal teams.

Responsibilities

• Own and lead the end-to-end enterprise sales cycle: account/territory planning, prospecting, discovery, solution demonstrations, value justification/ROI, stakeholder alignment, proposal development, negotiation, and close.
• Lead complex commercial motions including RFI/RFP responses, pricing and packaging strategy, business case development, and contract negotiations in partnership with Legal, Finance, and executive leadership.
• Build and execute a strategic prospecting plan to develop qualified pipeline within targeted utilities/municipalities/energy providers using outbound, partner channels, events, and account-based tactics.
• Run structured discovery and qualification (business, technical, and financial) to confirm fit, define success criteria, map stakeholders, and advance opportunities to close.
• Maintain rigorous pipeline governance in CRM (e.g., Dynamics), including opportunity strategy, close plans, next steps, and accurate forecasting; provide regular updates and insights to sales leadership.
• Leverage account intelligence tools (including LinkedIn Sales Navigator and relevant industry sources) to identify buying centers, build multi-threaded relationships, and develop targeted engagement plans.
• Establish and maintain executive-level, trusted-advisor relationships; articulate differentiated value, manage risk/objections, and drive expansion opportunities within assigned accounts.
• Lead cross-functional deal teams (Delivery, Product, DevOps, Marketing, and shared services) to shape solutions, coordinate bid management, and ensure a clear handoff from signed contract to implementation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed