Director of Sales, FareHarbor

• 5+ years of Sales Management Experience and related industry experience
• A track record of accurate forecasting, deal inspection, and improving conversion across the funnel
• Strong coaching muscle: call reviews, talk tracks, objection handling, and structured development plans
• Comfort with pricing & packaging trade-offs, seasonality, and building business cases
• CRM discipline (Salesforce/HubSpot/Close) and a sales methodology (MEDDICC/SPICED/Challenger)
• Cross-functional chops: working with Product, Marketing, Enablement, RevOps, and Implementation
• Clear, concise communication; executive presence with customers and internally

Desirable

• We’re hiring a Mid-Market Sales Director to own team revenue for a fast-growing, multi-product motion (core platform + add-ons like Sites, payments, APIs). You’ll build a high-performance culture across inbound and outbound, raise deal quality, and partner cross-functionally to unblock product/pricing needs. This is a hands-on leadership role: forecast rigor, pipeline hygiene, coaching, and deal strategy are table stakes
• Reports to: Senior Director of Sales (NORAM)
• Direct reports: 8 Sales Managers
• Hit the number: Own quarterly Closed Business (CB) targets for mid-market; deliver accurate weekly and monthly forecasts with clear upside/commit risk
• Lead & develop the team: Hire, onboard, and coach Sales Managers/AEs; institute a consistent operating rhythm (1:1s, pipeline reviews, call coaching, deal inspections)
• Elevate execution:
• Drive KPIs across the funnel (dials/quality conversations, demos, time-to-live/realization)
• Enforce activity quality (e.g., demo set → demo held, show rate, AE acceptance) not just volume
• Build a prospecting culture with focused call blocks and targeted sequencing
• Multi-product attach: Increase attach of value-add products (e.g., Websites/Sites, payments, add-ons) with simple talk tracks, proof points, and offer strategy
• Deal strategy & pricing: Guide complex negotiations (multi-site, multi-region, seasonality); partner with Pricing/RevOps on guardrails, discounts, and business cases
• Pipeline quality: Improve source mix, coverage, and velocity; ensure late-stage opportunities meet exit criteria (true 100% confidence rules, mutual close plans)
• Cross-functional leadership: Work with Marketing/SDR for targeted pipeline, with Onboarding/PayOps for smooth go-lives, with Product for roadmap signals, and with CS on expansion paths
• Process & tooling: Level up CRM hygiene and forecasting (Salesforce/HubSpot/Close), implement MEDDICC/SPICED or similar, and standardize mutual action plans
• Performance management: Recognize top talent; address underperformance with clear PIPs and coaching plans tied to metrics and behaviors
• Market intel: Feed competitive and product insights back to Product/Marketing; equip the team with objection handling and win stories by vertical
• What success looks like (first 12 months):
• ≥100% team CB attainment, with consistent, ±10% forecast accuracy
• Higher realization: Time-to-live and 90-day revenue realization measurably improved
• Healthier funnel: +X% more quality conversations; +Y% demo-to-won conversion; reduced slip/“last-week” risk
• Attach growth: Clear lift in Sites/payments attach for mid-market wins
• Stronger team: Bench built; ramp productivity at or above plan; top/bottom quartile gaps narrowed through coaching

• Application Deadline: December 3, 2025