Director - Account Development

Paycom; North Richland Hills, Houston (TX, TX); On-site; USD 120,000 - 180,000; Full time

Job summary

TestEquity in Texas seeks an experienced Director of Account Development to lead an inside sales team and drive account-base expansion. You will shape the sales methodology, coordinate with field sales, and leverage analytics to improve performance.

Reporting to the CSO, you will partner with Finance, HR, Product, Marketing and Operations to execute growth initiatives, mentor talent, and ensure incentives align with results across multiple OEM relationships.

Qualifications

• 10+ years in a similar account development or sales leadership role.
• 5+ years of sales management experience.
• Proven ability to lead change initiatives and drive growth.
• Experience with sales tools and CRM.
• Strong financial acumen and sales analytics.

Responsibilities

• Lead a team of inside sales representatives to expand the account base.
• Define and develop TestEquity’s sales methodology and strategy.
• Develop measurements and reporting tools for the Sales team.
• Oversee performance management and compensation alignment.
• Collaborate with Marketing, Product, and Sales leadership on campaigns.
• Engage suppliers for growth initiatives and leads.
• Work with cross‑functional teams to execute priorities.

Skills

Sales leadership

CRM proficiency

Sales strategy

Performance management

Change management

Analytics

Cross-functional collaboration

Talent development

Communication

Tools

CRM systems

Sales analytics tools

AI in sales

Job description

Job Details

Job Location: TX North Richland Hills - North Richland Hills, TX 76180

Position Type: Full Time

Travel Percentage: Up to 25%

Job Shift: Day

Job Category: Sales

Summary of Position/Purpose:

TestEquity is seeking an experienced leader for our Director of Account Development role. The ideal candidate will be responsible for leading and implementing initiatives to expand our customer base. Through team engagement, cross‑selling activities, and improved processes, service routines and discipline, this individual will drive growth in this critical area for TestEquity.

Reporting to the Chief Sales Officer, the Director of Account Development is a critical member of the senior sales leadership team and will work closely with the company's field sales organization. This role will also have significant interaction with various departments throughout the company including Finance, Human Resources, Product, Marketing, and Operations.

Essential Duties, Functions and/or Responsibilities:

• Lead a team of inside sales representatives to create, plan, and implement an account base expansion strategy.
• Work with designated leadership to define and develop TestEquity’s sales methodology, including overall strategy and delivery to include planning, organizing and tracking activities and results, Leverage technology (AI, CRM, etc.) to accelerate performance and delivery.
• Define measurements, analytics and reporting tools/resources that deliver actionable information to the Sales team.
• Conduct performance management, oversight and analysis to ensure established goals are met.
• Manage compensation program ensuring sellers have visibility to their performance and receive accurate payment per their results.
• Implement talent development and training programs that ensure the Sales team has the necessary knowledge and demonstrated skill sets to deliver goals and objectives.
• Working with the Sales Leadership team, help prepare information and analysis to allow for strategic planning and the successful execution of various key priorities.
• Engage critical suppliers for specific growth initiatives, performance inspection, and leads.
• Collaborate with the marketing, product, and sales leadership teams to craft and deliver sales campaigns aligned with strategic OEM relationships.

Qualifications

Education and/or Work Experience Requirements:

• 10+ years of experience in a similar role, preferably in a distribution environment.
• 5+ years of Sales Management experience.
• Demonstrated history of developing sales‑related tools that improve performance and effectiveness, including a deep understanding of a productive sales process and CRM systems.
• Demonstrated ability to define the competitive strategy by understanding the various markets, competitors, and what it takes to win business.
• Significant experience of implementing new projects which contribute to measured improvements in sales performance or business efficiency.
• Proven track record of ability to lead team(s) through change management, effectively working with key stakeholders to support change initiatives.
• Financial acumen, with strong understanding of sales analytics/insights and compensation and incentives programs.
• Demonstrated ability to engage and lead a sales team/professionals, with a track record of performance management, development and recognition.

Physical Requirements

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.

EEO Statement

This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.