Sales Director

Robert Hess Search Group; Kansas City (MO); On-site; USD 150,000 - 180,000; Full time

Job summary

Kopis is seeking a hands-on, quota-carrying Sales Director to build and lead a new-business engine across the Central U.S. region. You will personally source and close new logos, while guiding a team of account executives and shaping outbound strategies.

Success means consistently exceeding revenue targets, expanding into new markets, and leveraging nearshore LATAM delivery. Experience in IT services and complex solutions is required.

Qualifications

• 10+ years of sales experience, with at least 5 years in a senior leadership role.
• Domain-expertise in end-to-end technology solutions sales within IT services, SI, or consulting firms with nearshore/offshore delivery models.
• Track record of meeting/exceeding an individual quota while leading teams and scaling sales processes.
• Prospecting and network capabilities to generate pipeline via outbound efforts and relationships, not just inbound demand.
• Strong business acumen with knowledge of 2–3 industry verticals and excellent negotiation, communication, and CRM proficiency.

Responsibilities

• Own and achieve company-wide and team new-business revenue targets; personally source, develop, and close opportunities.
• Build and scale a repeatable new-business engine with outbound strategies and playbooks.
• Use a consultative selling approach to map Kopius solutions to client pain points.
• Lead, mentor, and manage a high-performing Account Executive team (~60% leadership, 40% individual contribution).
• Lead complex deal cycles and close enterprise-level agreements; articulate LATAM-delivery value to U.S. buyers.
• Establish relationships with prospects, clients, partners, and internal teams; represent the company at events.
• Analyze pipeline health, performance, and market dynamics to refine strategy and forecast in Salesforce.

Skills

Sales leadership

End-to-end technology sales

Pipeline generation

Salesforce CRM

Outbound prospecting

Tools

Salesforce

Job description

Kopius is seeking a hands-on, quota-carrying Sales Director with a proven ability to personally source, pursue, and close new logos across the Central U.S. region.

You will own and scale a new-business engine—generating your own pipeline, opening doors through outbound effort and relationships, and closing profitable deals across end-to-end technology solutions—including data & AI, application management, managed services, staff augmentation, and embedded teams—leveraging nearshore (LATAM) delivery.Success in this role means consistently exceeding new-business revenue targets and building a repeatable path to growth, not managing inbound demand.

Key Responsibilities

• Revenue & Pipeline Generation: Own and achieve 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.
• Go-to-Market Strategy: 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.
• Consultative Selling: Take a business-outcome approach: identify industry trends and implications for clients, uncover business pain points, and map Kopius solutions—such as data & AI, application management, and managed services—to solve them.
• Team Leadership: Lead, mentor, and manage a high-performing team of Account Executives as a player-coach (~60% sales leadership and coaching, 40% individual contribution), setting clear expectations around quota attainment and execution.
• Deal Execution: Lead complex deal cycles, including negotiation and closing of enterprise-level agreements. Position LATAM-based delivery models effectively to U.S. buyers, articulating value beyond cost arbitrage.
• Relationship & Ecosystem Building: Establish strong relationships with key prospects, clients, strategic partners, and internal cross-functional teams (marketing, recruiting, delivery). Represent the company at industry events and key networking opportunities.
• Sales Operations & Analytics: Analyze pipeline health, sales performance, and market dynamics to continuously refine strategy, maintaining accurate forecasting in Salesforce.

Required Qualifications

• Experience: 10+ years of sales experience, with at least 5 years in a senior leadership role. Proven history of personally sourcing and closing new logos in competitive, commoditized markets where differentiation must be actively created.
• Domain Expertise: Proven end-to-end technology solutions sales experience within IT services, systems integration, or consulting firms, including selling nearshore/offshore delivery models.
• Track Record: Demonstrated success consistently meeting and exceeding an individual sales quota in addition to leading teams. Experience building and scaling sales teams and processes in growth-stage environments.
• Prospecting & Network: Proven ability to generate pipeline via outbound efforts and relationships rather than relying on inbound demand. Established network of decision-makers to support pipeline generation.
• Business Acumen & Skills: Depth in 2–3 industry verticals with the ability to translate business challenges into technology solutions. Excellent negotiation, communication, executive presence, and analytical mindset with CRM proficiency (Salesforce).

Preferred Qualifications

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

Position Details & Compensation

• Location & Territory: Full-time role covering the Central U.S. region. Candidates based in the Central region are preferred; candidates elsewhere in the U.S. who can effectively cover the territory will be considered.
• Work Authorization: Must be eligible to work in the U.S. without sponsorship.
• Base Salary: $150,000 – $180,000 (determined by experience, skills, and background).
• Compensation Structure: 50/50 OTE split (Base Salary / Variable Compensation). Salary plus OTE expected to be in the $300,00 - $360,000 range.
• Travel Expectation: Approximately 50% travel.