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Director of Sales, SLG

Company: Government Executive Media Group LLC
Location: Washington
Posted on: August 7, 2022

Job Description:

The RoleGovExec is currently seeking an entrepreneurial & driven Director of Sales to support the rapid growth of its State & Local Government (SLG) data business unit (The Atlas, CJIS Group, and Power Almanac). In this role, you, are responsible for revenue growth, sales execution of the business unit, and leading a team of Account Executives to drive targeted subscription revenue growth goals & develop new sales revenue opportunities. As the Director of Sales, you will manage a team of approximately 7 Account Executives, and 2 Customer Success reps and will create a high-functioning culture where goals are met or exceeded. You are a source of knowledge and best practices amongst the sales team with the help of the Sales Enablement/Ops team. This position will collaborate with our content platforms with a strong book of business in our state & local verticals including RouteFifty, GCN & City & State. As a Director of Sales, SLG, you will work collaboratively across GovExec data sales teams and report directly to the EVP, Data Sales.About Atlas:The Atlas is a free online community for local government leaders to browse case studies, follow topics and crowdsource ideas and advice. The Atlas community, along with other GovExec brands (ie. Route Fifty), partners, and social media capture intent signals from local government leaders. The Atlas MarketEdge provides the intent signals, proprietary persona, and account insights to enable and accelerate businesses aiming to do business with state & local governments.Responsibilities

  • Overall responsibility for revenue growth and sales execution of the business unit (ie. SLG-The Atlas, CJIS Group, Power Almanac).Leadership
    • Drive targeted subscription revenue growth goals of at least 15% per year & develop new sales revenue opportunities through new customer channels & cross-sell opportunities.
    • Develop and implement strategic sales plans to accommodate goals, lead sales forecasting activities, and set performance goals.
    • Communicate strategy, goals, and objectives effectively to the sales team aligned with corporate goals. Ensure executives are informed of the progress of those goals.
    • Implement the organization's sales vision. This includes improving existing sales channels that leverage the latest strategic sales techniques and best practices, cultivating key accounts, and implementing metrics-driven performance review processes for sales including semi-annual sales plan, weekly team calls & weekly pipeline review calls.
    • Collaborate with EVP Data Sales and business unit leaders. Sales Execution
      • Drive pipeline development, track sales performance/activity & prepare forecasts leveraging CRM.
      • Hands-on participation in developing specific account plans with AEs on target accounts, conducting sales calls & coaching team members.
      • Conduct 1:1 weekly pipeline review with AEs & develop specific "closing plans" for each opportunity.
      • Facilitate, evaluate & iterate on learnings across the organization ie) industry event participation, target account lists, sales outreach & nurturing programs, messaging, presentations, value propositions, proposals, objection handling, sales enablement & customer retention tools.Customer Focus
        • Build & maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs to achieve retention, sales, and profitability goals.
        • Report on forces that shift strategic directions of accounts and tactical budgets.
        • Provide input into product development based on customer wants and needs. Contribute to corporate research and development efforts of the company, including customer monitoring, consumer research, competitor intelligence, and reporting.
        • For key accounts and development purposes, work directly with the Enterprise AE's, GEMG, Strategic Account Managers & internal Thought Leaders/SMEs to observe their performance and help in deepening relationships with the top clients.
        • Drive overall improvement of business through cross-sell of the current product suite and deepening relationships with current customers. Advocate the use of bundled offerings services and ancillary products be layered into service accounts for new and existing customers.Talent
          • Attract, hire, develop, retain, and promote a team of Account Executives that are performing above the stated goals and can aggressively grow active users, achieve organic growth, and improve cross-selling opportunities for the region.
          • Evaluate internal sales capabilities and adjust the organizational structure, product mix, etc. as appropriate. Ensure sales teams are trained, developed, and understand all changes and where possible seek their input to develop and participate in the future state of the function.Qualifications
            • 5+ years' experience in sales management at a direct sales organization of 5+ employees ana demonstrated track record of attracting, hiring, training & coaching a sales team.
            • Experience leading all aspects of sales management including sales channel management, sales teams, pricing strategies, marketing, communications & product strategy.
            • Demonstrates a verifiable track record of rapidly growing a business or group of businesses through organic growth, achieving 15% or greater revenue growth targets year over year.
            • Hands-on approach, with a track record of successfully implementing sales processes, metrics, controls, and reward systems for a sales team.
            • Strong collaborator and successful leadership operating at a managerial level of a company.
            • Effective relationship builder internally (peers, teams, corporate-wide) and externally (sales channels, customers, etc.)
            • Comfort with understanding data and analytical needs of clients. Able to understand and relate complex content around industry issues, client needs, and Saas and demand-gen product offerings.
            • 5+ years' experience with data/analytics solutions.
            • SLG industry experience preferred (sold to the government or worked for a government contractor).
            • Proficient technical skills, including CRM (preferably Salesforce), ZoomInfo, and collaboration tools.
            • Strong attention to detail and excellent organization skills.
            • Comfortable building successful relationships and partnerships at all organizational levels.
            • Ability to travel within defined sales territory.About GovExec:GovExec's data and insights set the standard for depth, accuracy, and impact for government leaders and contractors. As the market-leading information and intent-based marketing platform, for over fifty years GovExec has empowered the government ecosystem to engage and support government leaders as they work to achieve their missions across federal, defense, and state and local agencies. Our strategic sales enablement and intent-based marketing solutions accelerate revenue growth to fuel market success. The platform is powered by the largest and most sophisticated database in the public sector, GovExec's platform reaches 3.3 million government influencers each month and provides its marketing clients with a significant competitive advantage in driving higher conversion and growth.Working at GovExecAt GovExec, we believe that a new era of work -- particularly when, where, and how it gets done -- has arrived. We are building a hybrid workplace that allows for greater freedom and flexibility while also fostering a collaborative culture, no matter where you are working. GovExec offers permanent remote work in 20+ states across the US, as well as the option to work out of one of our offices based in Washington DC, New York, or San Diego. GovExec also offers a range of great benefits including
              • Medical, dental, and vision insurance plans
              • 401(k) retirement plan with company match
              • Open time off policy
              • Twelve weeks paid parental leave
              • Supportive, collaborative teams
              • Unique opportunity to help government officials from a private sector company
              • Expansive learning and development opportunitiesGovExec recruits talent for four salient attributes or qualities:
                • Soul of Entrepreneurship
                • Culture of Inclusion
                • Force of Ideas
                • Spirit of Generosity Government Executive Media Group, Inc. and its affiliates ("GovExec") are Equal Opportunity Employers. We do not discriminate against our applicants because of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other status protected by applicable law.

Keywords: Government Executive Media Group LLC, Washington DC , Director of Sales, SLG, Sales , Washington, DC

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