Sales Director

IDC; San Francisco (CA); Remote; USD 150,000 - 200,000; Full time

Job summary

A leading technology market research firm is seeking a Sales Director to shape and execute sales vision. This pivotal role involves achieving revenue goals, managing a team focused on technology companies, and building relationships with key clients. The ideal candidate will have over 10 years of direct sales experience and a strong track record in sales management in the tech sector. This is a remote position based in the US.

Qualifications

• 10+ years of direct sales experience, plus 3+ years in sales management.
• Experience in market research or technology industries is a plus.
• Ability to build and analyze territories.

Responsibilities

• Drive sales performance by achieving and exceeding targets.
• Develop and execute comprehensive account plans.
• Lead and mentor a team of sales professionals.

Skills

Direct sales experience

Sales management experience

Communication skills

Analytical skills

Time management skills

Relationship building

Education

Bachelor's degree or equivalent experience

Tools

Microsoft Excel

Microsoft PowerPoint

Salesforce

Job description

Sales Director

Requisition #2025-6145Functional AreaSalesLocation

US-Remote

Overview

IDC is looking for a dynamic, results-oriented sales leader to help shape and execute our sales vision, leading a talented team toward ambitious revenue goals. In this critical role, you'll have the opportunity to make a significant impact—crafting winning strategies, coaching accomplished salespeople, and strengthening key client relationships in a fast-paced, competitive market. If you thrive on challenge, innovation, and leading from the front, we want to hear from you.

This role leads one of three Growth teams in North America, dedicated to our Tech-Supplier account base, focusing on clients and prospects with <$1B in annual revenue. As a critical segment of our business, the priority is to grow existing client relationships and drive new logo acquisition. The Sales Director will be responsible for managing a team selling across our full portfolio—Research, Data, Custom, and Events—targeting technology companies across the broader tech ecosystem. This position reports directly to the Vice President (GVP) of Growth Sales.

Why IDC?

IDC is the most respected global technology market research firm. We are changing the way the world thinks about the impact of technology on business and society. Our people, data, and analytics create global technology insights that accelerate customer success. IDC was recognized by the Institute of Industry Analyst Relations (IIAR>) as the 2024 Analyst Firm of the Year for delivering critical, timely insights in coordinated efforts around the world, during a time when our customers faced unprecedented challenges.

Recruitment Fraud Notice:IDC would like to inform you that we conduct our formal communications via corporate email, our Applicant Tracking System iCIMS, LinkedIn messaging, or directly by phone. We do not use any other platform (including Telegram, WhatsApp, Signal, text, instant message, etc.) to communicate with prospective candidates. If you receive any communication outside of our formal communications channels, please ignore it and block the sender or caller. In addition, we do not ask candidates to provide sensitive personally identifiable information such as bank account or social security numbers. If you have been contacted by someone claiming to represent a job offer, please report it as potential job fraud to law enforcement.

Responsibilities

• Drive Sales Performance: Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and renewals across assigned accounts.
• Lead Account Strategy: Develop and execute comprehensive account plans that prioritize high-impact client engagement, build strong pipelines, and drive revenue growth across emerging (<$1B in revenue) technology companies.
• Manage Sales Pipeline: Establish and maintain a robust sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals.
• Coach and Develop Talent: Lead, mentor, and inspire a team of sales professionals, fostering a high-performance culture centered on accountability, collaboration, and continuous improvement.
• Deliver Client-Centric Solutions: Champion a consultative, solution-based sales approach that aligns IDC's products—Research, Data, Custom, and Events—with each client's strategic objectives.
• Strengthen Client Relationships: Build and expand relationships with key decision-makers and stakeholders across client organizations to maximize retention and uncover growth opportunities.
• Ensure Sales Excellence: Maintain accurate sales data and forecasting within CRM systems, develop compelling proposals, and contribute to ongoing improvement of sales processes and best practices.

Qualifications

• Bachelor's degree or equivalent experience required
• 10+ years of direct sales experience, plus 3+ years sales management experience
• Experience in the market research or technology industries is a strong plus
• Experience building territories and TAM analysis
• Demonstrated success selling complex products and services to senior business leaders (MI, AR, Marketing, Strategy, and C-Level) at large technology vendors
• Proven experience managing, motivating, and enabling sales teams to excel and consistently overachieve targets
• Strong problem-solving skills with a proactive, self-starter mindset and a demonstrated ability to take initiative
• Strong communication, analytical, organizational, and time management skills
• Adept at building relationships at all organizational levels - external and internal
• Proficiency in Microsoft Excel, PowerPoint, and Word
• Familiarity with Salesforce and sales enablement tools is preferred
• Willingness to travel up to 25%