Sales Director

HCSS; Sugar Land (TX); Hybrid; USD 140,000 - 240,000; Full time

Benefits offered by this job

Remote-friendly

Healthcare coverage

Paid time off

ERGs

On-site amenities

401(k) with company match

Professional development

Job summary

HCSS, based in Sugar Land, TX, seeks a Director of Sales (mid-market) to lead a high-performing B2B SaaS sales team. You will drive strategy, forecasting, and coaching to achieve quotas and revenue growth.

You will recruit, mentor, and motivate sellers, manage pipeline, and collaborate with Product and Customer Success to maximize customer value.

Regular travel is required with remote work options available.

Qualifications

• 8+ years of experience in high performing software sales teams (preferably for a SaaS company).
• 4+ years of managing a software sales team.
• Proven track record of quota achievement as a manager and individual contributor.
• Coaching and mentoring high performing sales teams.
• Proven experience navigating sales cycles, high-velocity sales (rapid sales cycles), and landing new business.
• Excellent negotiation, presentation, and communication skills and the ability to coach others to persuade prospects of the value of our solutions.
• Ability to travel as needed for customer meetings and industry events.
• High level of business acumen and understanding of how sales contributes to overall success.

Responsibilities

• Team Leadership: Grow and develop a successful team in alignment with the HCSS culture and values, with real-time coaching.
• New Business Growth: Lead your team to identify, engage, qualify, and close new accounts and build a robust pipeline.
• Account Management: Expand relationships within existing accounts to increase revenue and adoption.
• Drive Accountability: Establish cadence to measure results and coach actions to achieve results.
• Sales Strategy: Develop and implement growth strategies with CRO and sales leadership.
• Product Expertise: Gain deep knowledge of HCSS products and the heavy civil market to articulate value.
• Cross-Functional Collaboration: Work with Product, Marketing, Implementations, and Customer Success to drive growth.
• Sales Forecasting: Forecast activity and bookings using sales tools and methodologies.
• Market Knowledge: Understand market trends and customer needs; voice of the customer for improvements.
• Sales Motion: Coach team to overcome objections, create urgency, and close deals.
• Pipeline management: Track activities to generate accurate forecasts and revenue.

Skills

Software sales leadership

Team management

Quota achievement

Coaching & mentoring

Negotiation

Presentation skills

Communication skills

Travel readiness

Business acumen

SaaS experience

Job description

We are HCSS. For the last 40 years, we have been developing software to help construction companies streamline their operations. Based in Sugar Land, TX, our mission is helping customers achieve excellence through our proven customer-centric, end-to-end solutions and exceptionally helpful service, while providing a great life for our employees. With this mission at the core of everything we do, HCSS is a pioneer and leader in the construction software space and a consistently recognized employer. We have earned Best Companies to Work for in Texas honors for 18consecutive years and have been named a USA Today Top Workplace. HCSS has also been recognized by Built In as a Best Place to Work in Greater Houston and by Construction Executive for our technology innovation, reflecting our strong culture, industry leadership, and commitment to excellence.

WHO WE NEED:

We are seeking a collaborative, deal-centric, and results-driven Director of Sales (mid-market) with experience in building and growing high performing B2B SaaS sales teams. As the Director of Sales, you will help to transform and elevate the HCSS sales organization. We are seeking a leader who embraces our values, and promotes standards of excellence. In this role, you will lead and motivate a team of talented and passionate sellers. You will drive proven methodologies, sales tools, and tactics consistently through the organization. You will be accountable to deliver your team’s metrics with predictability and accuracy for forecasting, planning, and reporting.

Qualifications:

• 8+ years of experience in high performing software sales teams (preferably for a SaaS company).
• 4+ years of managing a software sales team
• Successful track record of 100%+ of quota achievement as a manager and individual contributor.
• Proven experience coaching and mentoring high performing sales teams.
• Proven experience navigating sales cycles, high-velocity sales (rapid sales cycles), and landing new business.
• Excellent negotiation, presentation, and communication skills and the ability to coach others to persuade prospects of the value of our solutions.
• Ability to travel as needed for customer meetings and industry events.
• Compelling verbal and written communication skills.
• High level of business acumen and understanding of how sales contributes to overall success.

Preferred Qualifications:

• Experience with managing a sales team within a SaaS companyB

Role Responsibilities:

• Team Leadership: Grow and develop a successful team in alignment with the HCSS culture and values. Encourage continuous learning and provide real-time coaching (product knowledge, presentation skills, sales strategy, sales process, time management).
• New Business Growth: Lead your team to identify, engage, and secure new accounts, ensuring a robust pipeline of opportunities. Your team will identify and qualify leads, build relationships with prospects, and close new business.
• Account Management: Guide the cultivation and expansion of relationships within existing accounts to increase revenue, increase adoption and cross-sell, and ensure customer satisfaction. Providing strategic guidance, identifying opportunities for expansion, and supporting the customer value.
• Drive Accountability: Establish a cadence with your team to measure results, to drive accountability and to coach actions and behaviors that achieve results.
• Sales Strategy: In partnership with the CRO and other sales leadership, develop and implement effective sales strategies and initiatives to drive business growth and achieve sales goals.
• Product Expertise: With a learning mindset, lead your team and yourself to gain and maintain a meaningful understanding of HCSS products and solutions, the Heavy Civil construction market, and the connection between them both. Understand how solutions, integrations, and features drive customer value.
• Cross-Functional Collaboration: Collaborate with internal teams such as Product, Development, Marketing, Implementations, and Customer Success to drive account growth, serve as a voice of the customer, and increase customer satisfaction and product adoption.
• Sales Forecasting: Accurately forecast sales activity and bookings achievement through proper use of sales tools and methodologies. Instill the same rigor throughout your team.
• Market Knowledge: Ability to build and command an in-depth understanding of market, competitor trends, and customer needs and be a voice of the customer back into the company for improvements and enhancements.
• Sales Motion: Adept closer with the ability to coach sales team members on how to overcome objections or detractors, to create a sense of urgency, and to reach successful close.
• Pipeline management: Track and manage sales activities, information, and other key signals to generate accurate forecasts and predictable revenue.

Travel Requirements:

• Regular travel is required

BENEFITS & PERKS:

Part of our mission is to provide a great life for our employees. We believe that when our people are happy, they do their best work. Some of the benefits and perks we offer include:

• Flexibility to work Remotely
• Medical, dental, and vision coverage with company-paid and employee-paid options
• Paid holidays, sick days, and personal time off
• Employee Resource Groups (ERGs) that foster connection and inclusion
• On-site amenities including a covered basketball court, soccer field, track, pickleball/tennis courts, gym, etc.
• Dog-friendly campus and WiFi-accessible courtyards
• 401(k) with a 5% company match
• Coverage for employee professional development and wellness
• And more!