Director, Customer Sales

Novara; United States; Remote; USD 130,000 - 150,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401k with company match

Paid time off

Flexible spending accounts

No-cost mental health benefits

Job summary

Novara seeks a bold Sales Director to lead a Customer Sales team selling EHS, Training, and Contractor Management solutions. You will report to the VP of Sales and partner with executives to scale revenue through strategic prospecting and a forward‑looking GTM plan.

You will coach six Commercial Account Executives, collaborate with marketing and product, and deploy modern tools (SFDC, 6Sense, LinkedIn Navigator, Salesforce Engage, Einstein) to drive double‑digit growth and exceed targets in a

Qualifications

• 3+ years of proven Sales leadership in a SaaS software company
• Experience leading a team responsible for generating its own pipeline
• Demonstrated use of modern prospecting tactics to hit bookings targets
• Track record of meeting or exceeding targets individually and as a team
• Ability to anticipate problems in a growing organization
• Strong presentation skills to support high-visibility initiatives
• Excellent organization and prioritization skills

Responsibilities

• Become an expert in solving customer problems that connect to Novara’s technology
• Foster a high-performance, motivated sales culture
• Lead a team of six Commercial Account Executives with a focus on upsell/cross-sell
• Provide ongoing training and coaching with Sales Enablement and leaders
• Utilize tools like SFDC, 6Sense, LinkedIn Navigator, and Einstein Insights
• Forecast revenue growth by analyzing pipeline metrics
• Drive cross-sell and up-sell within current Novara clients
• Exceed quota and develop career paths for team members
• Stay informed on marketing campaigns to align sales objectives

Skills

SaaS sales leadership

Team building

Pipeline development

Forecasting

Prospecting tactics

Executive communication

Tools

SFDC

6Sense

LinkedIn Sales Navigator

Salesforce Engage

Einstein Insights

Job description

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations.

Position Description:

We are seeking a bold, innovative, and metrics-driven Sales Director to lead a Customer Sales team in selling Novara’s suite of Environment, Health, & Safety (EHS), Training, and Contractor Management solutions. Reporting to the Vice President of Sales, you will partner with the Novara executive team and other cross-functional leaders to significantly increase Novara revenue streams and develop strategic prospecting programs to penetrate customer accounts in strategic growth industries such as (but not limited to) Manufacturing, Construction, Transportation, Utilities, Municipalities, & Hospitality. Novara has a modern software solution aimed directly at this incredibly large total addressable market with a track record of strong growth.

You willleverageyour leadership, strategic, and tactical skills by working with marketing,productandotherleadersto build a forward-thinking go-to-market (“GTM”) strategy and drive double digit organic growth.You will also provide the tactical coaching and development necessary to build aworld-classsales team.

Responsibilities:

• Become an expert in solving problems that our prospective clients face which can be solved withNovara’s technology
• Foster an energetic, positive culture of high-performance, consistent motivation,effectivenessand results
• Manageateam of6CommercialAccount Executives with a primary focusoncustomer upsell and cross sell.
• Work with Sales Enablement and peer sales leaders to provide the team with ongoing training and coaching related to process, skills, best practices, systems, and career path
• Engage with, train on, deploy, andutilizemodern sales tools such as SFDC,6Sense,LinkedIn Sales Navigator,Salesforce Engage,and Einstein Conversation Insights.
• Report, track, and manage sales activities and results using Salesforce.com
• Accurately forecast revenue growth by analyzing key metrics around the sales pipeline
• Effectivelyexecute a plan to cross-sell and up-sellcurrent Novara Clients
• Manage the team toexceedquota andfosterprofessional development to create advancement opportunities for team members
• Maintain current knowledge of sales leadership processes and customer buying trends to increase pipeline growth
• Research and understand current marketing campaigns to help the sales team execute against all objectives

Knowledge, Experience, Requirements:

• 3+ years of proven Sales leadership and success buildingahighly successfulteam within a SaaS software company environment
• Must have experience selling or managing a team responsible for generating their own pipelinetoachievebookings target.
• Demonstrated background effectively using and deployingmodernsales prospectingtactics
• Demonstrabletrack recordachieving targets both individually and for the team
• Ability to look around the corner –anticipateproblems of a growing organization before they surface
• Polished, confident presenter to support roll out of high visibility initiatives
• Great organizational skills: can put together a plan, articulate that plan to key stakeholders and execute it to quality and a deadline
• Ability to motivate others and achieve results
• Excellent organizational, time-management and prioritization skills
• Team leader with strong interpersonal skills and the ability to effectively inform, motivate, and organize a multi-person sales effort
• Experience selling into one of the core verticals listed above is especially valued
• Experience managing teams or selling into small to mid-sized organizations is also especially valued
• Ability to thrive within a challenging and fast paced business environment

Success Criteria:

• Strategist - develop strategies and tactical plans to enable andaccomplishgrowth objectives
• Coach - Inspire and motivate the team to excel both individually and as a group
• Super salesperson - Drive and support deal cycles when necessary
• Leader - Drive accountability and a culture of productivity and success

Compensation:

Annual Base Salary Range of 130k-150k

Annual On Target Earnings Range of 260k-300k

As a growing company,Novaravalues its employees by supporting them with a full benefits package including Medical, Dental, Vision, Flexible Spending Accounts, PTO, Paid and Floating Holidays, 401k with Company match and immediate vesting, Company-funded Life Insurance, Employee Assistance Programs, and No-cost Mental Health Benefits.

About Novara

Novara provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.

Novara, a Providence Equity portfolio company, provides safety and operational risk management software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations address operational risk proactively by unifying data, increasing workforce engagement, and proactively managing risk. Novara’s combination of training, software, and tools puts people and safety first while protecting critical operations.

Novara launched January 1 2026, as an independent company, a spin-off of the Flex and RMC software businesses formerly part of KPA.

Don’t meet every job requirement? At Novara, we are dedicated to building a diverse, inclusive, and authentic workplace. Studies have shown that women and people of color are less likely to apply unless they meet every requirement. If you’re excited about the role but your past experience doesn’t align perfectly with every qualification, we still encourage you to apply! You might just be the right candidate for this or other roles.

Please note that we may use AI tools to assist in the initial screening of resumes to help identify qualified candidates more efficiently. All decisions are reviewed by a human recruiter, and no hiring determination is made solely by automated means.

Novara is committed to providing equal opportunity in all of our employment practices, including selection, hiring, promotion, transfer, and compensation, to all qualified applicants and employees without regard to race, religion, religious dress/grooming, color, ethnicity, sex (including sex stereotyping), sexual orientation, gender identity or gender expression, national origin, ancestry, citizenship status, creed, uniform service member status, military or veteran status, marital status, pregnancy, breast-feeding and/or pregnancy-related conditions, age, protected medical condition, leave status, physical or mental disability, genetic characteristics, or any other legally-protected status in accordance with the requirements of all federal, state and local laws.In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire.

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