Sales Director

Robert Hess Search Group•Kansas City, MO

About The Position

Kopius is seeking a hands-on, quota-carrying Sales Director to personally source, pursue, and close new logos across the Central U.S. region. The role owns and scales a new-business engine through self-generated pipeline, outbound prospecting, relationship-building, and profitable sales of end-to-end technology solutions, including data and AI, application management, managed services, staff augmentation, and embedded teams leveraging nearshore LATAM delivery. Success is measured by consistently exceeding new-business revenue targets and creating a repeatable path to growth, rather than managing inbound demand. This player-coach role is expected to devote approximately 60% of time to sales leadership and coaching and 40% to individual contribution. The Sales Director leads a team of Account Executives while personally contributing to pipeline generation and deal execution. The position is full-time and covers the Central U.S.; candidates based in the region are preferred, while other U.S.-based candidates able to cover the territory will be considered. Approximately 50% travel is expected. Candidates must be eligible to work in the U.S. without sponsorship. The stated base salary range is $150,000–$180,000, with a 50/50 base and variable compensation split. Salary plus OTE is expected to be in the $300,000–$360,000 range.

Requirements

10+ years of sales experience, including at least 5 years in a senior leadership role.
Proven record of personally sourcing and closing new logos in competitive, commoditized markets where differentiation must be actively created.
End-to-end technology solutions sales experience within IT services, systems integration, or consulting firms, including selling nearshore or offshore delivery models.
Demonstrated success meeting and exceeding an individual sales quota while also leading teams.
Experience building and scaling sales teams and processes in growth-stage environments.
Ability to generate pipeline through outbound efforts and relationships rather than relying on inbound demand.
An established network of decision-makers to support pipeline generation.
Depth in 2–3 industry verticals and ability to translate business challenges into technology solutions.
Excellent negotiation, communication, executive presence, and analytical skills.
CRM proficiency, specifically with Salesforce.
Eligibility to work in the U.S. without sponsorship.

Nice To Haves

Industry experience in Retail/CPG, Manufacturing, Energy & Utilities, Financial Services, or Healthcare.
Experience within enterprise technology ecosystems such as SAP, Oracle, Microsoft, or AWS.
ERP fluency.
Experience selling LATAM nearshore staff augmentation or embedded services.
Public sector experience with local municipalities, city, or state government.

Responsibilities

Own company-wide and team new-business revenue targets, including direct accountability for team quota and overall sales performance.
Personally source, develop, and close new business opportunities, leading by example in deal execution.
Build and scale a repeatable, predictable new-business engine, including processes, playbooks, and performance metrics.
Identify, open, and expand into new markets and customer segments, developing outbound sales strategies beyond inbound and brand-driven opportunities.
Use a business-outcome approach to identify industry trends, uncover client pain points, and map Kopius solutions to those needs.
Lead, mentor, and manage a high-performing team of Account Executives, setting clear expectations for quota attainment and execution.
Lead complex deal cycles, including negotiation and closing enterprise-level agreements.
Position LATAM-based delivery models effectively for U.S. buyers and articulate their value beyond cost arbitrage.
Build relationships with prospects, clients, strategic partners, and internal teams, including marketing, recruiting, and delivery.
Represent the company at industry events and networking opportunities.
Analyze pipeline health, sales performance, and market dynamics to refine strategy and maintain accurate Salesforce forecasting.