Sales Director

Ilocatum; Canonsburg (Washington County); On-site; USD 150,000 - 190,000; Full time

Job summary

Ilocatum is seeking a Sales Leader in the United States to own the sales organization, drive profitable growth, and cultivate a performance-driven culture. This hands-on role involves field customer engagement, coaching, strategy development, and driving revenue across teams.

The ideal candidate blends strategic thinking with execution, leads by example, and travels to support customers. You will manage pipelines, forecasts, and strategic accounts while partnering with executives to shape growth.

Qualifications

• 5–10+ years in progressive sales roles with increasing responsibilities.
• Experience leading sales teams and coaching top performers.
• Proven track record in revenue growth and new-account development.
• Experience managing direct and channel/partner sales relationships.
• Strong KPI setting and data-driven performance management.
• Excellent pipeline management and forecasting abilities.
• Ability to travel ~40–50% as needed.

Responsibilities

• Lead and develop the sales team to deliver against revenue goals.
• Drive sales performance through metrics, coaching, and accountability.
• Develop growth strategies and identify new opportunities and markets.
• Own strategic accounts and expand relationships across multiple contacts.
• Own the pipeline, forecast, and CRM discipline with accurate data.
• Collaborate with executives to align sales with business objectives.

Skills

Sales leadership

Coaching & development

CRM usage

Forecasting

Pipeline management

Strategic account growth

Channel/partner management

Customer meetings

Data-driven

Travel willingness

Tools

CRM (Salesforce)

Job description

Our client is an established, growth-oriented organization seeking an accomplished Sales Leader to take ownership of its sales organization and help drive the next stage of profitable growth.

This is not a position for someone who wants to manage sales from behind a desk. Our client is looking for a highly engaged leader who enjoys developing people, working alongside the sales team, meeting with customers, building strategy, and creating a culture of measurable performance and accountability.

Reporting to senior executive leadership, this individual will have responsibility for sales performance, team development, pipeline management, forecasting, strategic account growth, new business development, and channel/partner relationships.

The successful candidate will combine strategic thinking with hands‑on execution and be comfortable moving between executive-level planning, sales coaching, customer meetings, opportunity reviews, and day‑to‑day commercial leadership.

What You’ll Be Responsible For

Lead & Develop the Sales Team

• Build a high-performance sales culture centered on accountability, preparation, activity, and results.
• Lead, coach, mentor, and develop a team of sales professionals.
• Establish clear performance expectations across territories and assigned markets.
• Conduct regular one-on-one coaching, pipeline, forecasting, and opportunity reviews.
• Work alongside sales team members in the field and participate in key customer meetings.
• Strengthen the team’s effectiveness in prospecting, discovery, presentations, negotiation, objection handling, follow-up, and closing.
• Identify performance gaps and implement measurable improvement plans.
• Support the recruitment, onboarding, training, and development of future sales talent.
• Develop territory coverage and succession strategies as the organization grows.

Drive Sales Performance

You will create visibility and accountability around the activities that ultimately produce revenue.

Working with executive leadership, you will establish and manage meaningful sales metrics related to areas such as:

• Customer and prospect meetings
• New account development
• Qualified opportunities
• Proposal and quote activity
• Opportunity size and conversion
• Win rates
• Customer follow-up
• Strategic account activity
• Partner and channel development
• Pipeline quality and velocity
• Forecast accuracy
• CRM utilization and data integrity

The goal is simple: create a sales organization where activity is purposeful, opportunities are qualified, forecasts are credible, and results are measurable.

Build the Growth Strategy

• Establish revenue objectives and actionable growth plans.
• Identify priority accounts and new business opportunities.
• Develop strategies for winning new customers while expanding existing relationships.
• Identify underdeveloped territories and market opportunities.
• Build and strengthen relationships with external sales channels and strategic business partners.
• Identify competitive opportunities and develop strategies to win business.
• Provide leadership with meaningful market and customer intelligence.
• Partner with internal teams to identify opportunities for new offerings and future growth.

Develop Strategic Accounts

• Identify and prioritize key accounts with significant growth potential.
• Create account-development strategies for major customers.
• Expand relationships beyond a single point of contact.
• Participate directly in important customer presentations, negotiations, and business reviews.
• Help the sales team identify additional opportunities within existing accounts.
• Develop senior-level customer relationships where appropriate.
• Monitor customer satisfaction and proactively address potential relationship risks.

Own the Pipeline & Forecast

The Sales Leader will be responsible for establishing strong discipline around CRM usage, pipeline management, and forecasting.

This includes ensuring accurate and timely visibility into:

• Sales opportunities and pipeline
• Opportunity stages and expected close dates
• Forecasted revenue
• New account development
• Existing-account growth
• Customer activity
• Lost opportunities
• Next steps and follow-up activity

You will develop reporting that gives executive leadership a clear picture of current sales performance, near-term forecasts, significant wins and losses, emerging risks and corrective actions when performance falls below expectations.

Partner Across the Organization

Success in this role requires strong collaboration across multiple functions.

The Sales Leader will work closely with executive leadership and other internal teams to align sales strategy with broader business objectives, improve lead follow-up, support customer-façing initiatives, develop market intelligence, and ensure the organization is positioned to capitalize on growth opportunities.

What We’re Looking For

Our client is seeking a proven sales professional who has successfully transitioned from selling to leading others who sell.

The ideal candidate will bring:

• Approximately 5–10+ years of progressive sales experience.
• Previous sales management experience with responsibility for developing and leading sales professionals.
• A demonstrated history of revenue growth and new- account development.
• Experience managing a combination of direct sales and channel/partner relationships.
• Strong experience establishing sales KPIs and holding teams accountable for both activity and results.
• Proven pipeline management and forecasting capabilities.
• Experience navigating complex or longer-cycle B2B sales.
• Strong CRM experience and an appreciation for accurate sales data.
• Excellent leadership, coaching, communication, presentation, and negotiation skills.
• The ability to travel approximately 40–50% as needed to support the team and customers.

Leadership Style

We are particularly interested in candidates who:

• Set clear expectations and follow through on accountability.
• Lead from the front rather than from the sidelines.
• Enjoy coaching and developing people.
• Are comfortable having difficult but constructive performance conversations.
• Bring urgency, energy, and competitiveness to the sales organization.
• Use data and measurable activity to drive decisions.
• Can challenge assumptions while maintaining strong working relationships.
• Balance long-term strategy with day-to-day execution.
• Demonstrate persistence and resilience.
• Understand that different customers and markets may require different sales approaches.
• Build strong relationships internally as well as externally.

Why Consider This Opportunity?

This is an opportunity to make a meaningful impact on an established organization that is focused on growth. The successful candidate will have the ability to shape sales strategy, strengthen the sales organization, develop talent, improve processes and directly influence the company’s future performance.

This position offers significant visibility with executive leadership and is best suited for someone who wants to build, coach, lead, and grow—not simply maintain an existing sales operation.