Fast Facts

We are seeking a Sales Director for Account Management to oversee a sales team focused on driving expansion revenue within our customer base. This role involves recruiting, training, and developing sales talent while managing performance metrics and sales forecasts.

Responsibilities: Manage expansion revenue performance, recruit & train sales talent, build training programs, and provide sales forecasting and performance analysis.

Skills: Sales leadership, training & development, communication, presentation skills, and proficiency in Salesforce and sales strategies.

Qualifications: Bachelor's degree and 5+ years of sales leadership experience, SaaS sales experience preferred, and ability to travel more than 25%.

Location: Incident IQ HQ (Atlanta) OR Incident IQ North (Alpharetta)

Compensation: Not provided by employer. Typical compensation ranges for this position are between $120,000 - $180,000.

Sales Director, Account Management Overview:

Reporting directly to the VP of Sales, the Account Management (AM) Sales Director will be responsible for managing a sales team focused on expansion revenue into the customer base. The candidate will manage recruiting, hiring, and training and expanding the Account Management sales team. They will develop selling skills, pipeline management for expansion opportunities, win strategies, forecasting, and manage success metrics. Day-to-day activities will include prospecting activities into the customer base, prioritizing strategies, clarifying activities to advance and win expansion opportunities, and auditing customer interactions.

The ideal candidate will have a training and development bias. They enjoy leveraging their expertise to help reps succeed. The ideal candidate will be adept at supporting and developing sales motions and helping reps maximize their personal performance.

Sales Director, Account Management Responsibilities: 

• Overall performance of expansion revenue
• Recruit and hire top shelf sales talent
• Monitor and verify onboarding activities
• Build and deliver ongoing training and skill development programs
• Train and manage efficiency with tech stack
• Develop and maintain pipeline development, pipeline management, and forecasting skills for expansion opportunities
• Analyze expansion sales production, interpret results, and develop individual recommendations to optimize performance
• Provide accurate and timely sales forecasts (weekly, monthly, quarterly) for expansion sales, and customer sentiment
• Communicate and present sales performance, pipeline, and forecasting analysis to leadership in weekly GTM updates
• Work closely with Sales Operations, Customer Success, and Finance to optimize expansion programs into the customer base
• Generate ad hoc reporting for Marketing, Operations, Customer Success and Financial Planning

Sales Director, Account Management Requirements:

• Four (4) year degree in Business or related field
• Minimum of 5 years sales leadership experience with new logo and/or expansion responsibility
• Experience with reps selling through direct and channel motions
• Exceptional skills for sales training and pipeline development
• Exceptional communication skills, both written and verbal, with the ability to simplify complex concepts
• Exceptional skills preparing and delivering executive business reviews
• Exceptional group presentation skills – motivational style
• Excellent interpersonal skills with the ability to work independently and within a team environment
• Strong knowledge of Salesforce, SalesLoft, 6sense, G-Suite, Microsoft Office, etc.
• Experience in SaaS sales to the K12 market is highly preferred
• Ability to travel >25%
• Thrives in high energy environment dedicated to serving customers and optimizing rapid growth