Sales Director
Robert Hess Search Group • Kansas City, MO3d
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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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Job Search Resources
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