Director of Sales

Role - Director of Sales
Job Summary:
The Director of Sales working as an IC, is a pure hunter and closer responsible for generating
new opportunities through proactive outreach, advancing qualified deals through the pipeline,
and closing new institutional clients. This role requires a self-driven, high-output sales leader
who thrives on outbound activity, creative prospecting, and disciplined follow-up. You will own
the full sales cycle—from lead generation to contract signature.
Key Responsibilities:
1. New Logo Acquisition & Lead Generation
 Build, manage, and execute a high-velocity outbound lead generation strategy, including
email, LinkedIn, phone outreach, webinars, and event follow-up.
 Develop targeted prospect lists across private colleges, community colleges, HBCUs, tribal
colleges, and regional universities.
 Run personalized outreach campaigns using sequences, messaging frameworks, and value-
based hooks.
 Source new opportunities through research, digital intelligence, competitor displacement, and
cold outreach.
 Consistently exceed weekly and monthly lead-gen KPIs (emails, calls, meetings booked, new
opportunities created).
 Collaborate with Marketing to optimize lead quality, but own 70–80% of pipeline creation
independently.
2. Full-Cycle Sales & Closure
 Lead end-to-end enterprise sales cycles for:
o IT outsourcing & managed services
o Helpdesk and student support
o Cybersecurity & SOC services
o ERP/SIS/CRM/LMS support
o Cloud hosting & infrastructure modernization
o Institutional reporting & analytics
 Conduct discovery with Presidents, CIOs, CFOs, IR leaders, and IT staff.
 Deliver solution presentations, ROI analysis, and business cases.
 Negotiate pricing, terms, and contracts.
 Achieve and exceed new-logo revenue goals.
3. Market Development & Territory Ownership
 Build a territory plan focused entirely on new business generation.
 Create demand in new regions, institution segments, and consortia markets.

Confidential

 Attend conferences and events to drive booth traffic and post-event leads.
4. Reporting & Forecasting
 Maintain consistent CRM hygiene and accurate forecasting of all opportunities.
 Provide weekly reporting on lead generation activity, pipeline health, and revenue
progression.
 Track metrics related to outbound prospecting, meetings held, and proposals delivered.
Requirements:
Qualifications Required:
 15+ years of enterprise sales experience in higher-education technology or IT managed
services.
 Proven track record generating large volumes of outbound leads and converting them into
qualified opportunities.
 Demonstrated success closing high-value managed services deals ($3M–$5M+).
 Strong understanding of higher-ed IT environment and buying behaviors.
 Exceptional communication, discovery, presentation, and negotiation skills.
 Disciplined, organized, and highly self-motivated with strong pipeline-generation habits.
Preferred:
 Experience selling into small private colleges and community colleges.
 Familiarity with SIS, CRM, LMS, cybersecurity services, cloud hosting, and institutional
reporting.
 Existing network of higher-ed presidents, CIOs, CFOs, or cabinet leaders.
Success Indicators:
 High weekly outbound activity and consistent meeting generation.
 Strong pipeline sourced directly from personal lead-gen efforts.
 Achievement of quarterly and annual new-logo quotas.
 Increased penetration in new states and institution segments.