Job Summary:
At equivant Court, our mission is to deliver Customer-Centric solutions that make life easier for court professionals and the people they serve. We are a leading software company in the Justice Industry in North America with ~100 employees and over 300 court Customers. We've caught the attention of the market with our latest, award-winning Case Management Solutionarguably the most advanced, and customizable solution available. We are looking for a candidate to take our Sales Team to the next level. A key part of Leadership, our Director of Sales will be responsible for ensuring sales objectives are met by driving revenue growth through both net New Names and Back-to-Base sales.
Job Description:
The Director of Sales manages all functions essential to the success of our Sales Team, from ensuring the best practices, processes and tools are in place to coaching them, specifically on our prospect-nurturing consultative approach. You will be responsible for leading the Sales Department, which includes strategy, forecasting, reporting, training, sales compensation design, and recruiting. Ultimately, you are responsible for the Company's annual sales targets and alignment of the Sales Department to support further scale our growth.
You will serve as a core member of the Leadership Team and participate in strategic decisions across both the Sales and Customer Success Teams related to back-to-base sales and organic growth.
Collaboration with leadership as well as active participation with leading industry will be crucial. This position will be required to provide insights and intelligence to the Product Team, so they are equipped to deliver solutions that meet customer needs and keep equivant relevant in the Justice industry. The role requires a highly determined, self-motivated individual who fosters cross-organizational relationships and builds trusted customer connections to compete and win in the national Justice sector.
This position is a part of the equivant Court Leadership Team, reporting directly to the General Manager.
Responsibilities

• Annual Sales Forecast
  • Develops the annual Sales Forecast, including New Name and Back-to-Base, socializing targets among Leadership and getting sign off/approval by the General Manager
  • Works with the Sales Team to develop individual quotas
  • Updates the Forecast month-to-month and quarter-to-quarter to accurately reflect the status of the current pipeline
• Sales Strategy, Process & Pipeline
  • Develops the Sales strategy in alignment with the current year's Strategy Plan and gains cross department/cross functional alignment with the Leadership Team
  • Communicates and executes the annual sales strategy plan for the company, including territory definition, targets, and assignments.
  • Defines/revises the sales process with clearly defined stages that map to probability and is accurately reflected in the CRM
  • Responsible for the integrity of the CRM, ensuring accurate reporting and information sharing by the entire Sales Team and maintenance of the CRM
  • Defines/refines the RFI / RFP best practices
• Team Development
  • Develops and manages the Sales and Proposal Team, including ongoing assessment, training and coaching to ensure the department collectively achieves the annual bookings goal
  • Designs the Compensation Plan that appropriately incentives in alignment with the current year Strategy Plan and business/financial objectives
  • Ensures performance reviews are completed with all employees on according to the Company's prescribed timetable
  • Coordinates all training delivery to sale execs, sales support and/or RFP staff within the sales department
• Reporting
  • Accountable for accurate and on-time reporting essential for sales organization effectiveness and for Professional Services project management and staffing
  • Creates and distributes monthly and quarterly sales reports and other sales intelligence to the leadership team
• Expense Control & Management
  • Approves department expenditures and ensures costs align with budgeting expectations
• Additional Responsibilities
  • Works collaboratively with the Marketing Director to outline marketing support and initiatives needed to drive leads in tandem with the sales strategy
  • Understands the company's product portfolio, value proposition and key differentiators compared to the case management market competition
  • As needed, coordinates planning activities with the Professional Services, Customer Care and Customer Success departments in terms of workload and delivery
  • Attends high profile national events related to the management of courts at the local and state level

Qualifications

• Proven experience being a Head of Sales or similar role at a technology company with a career defined by progressively expanding sales leadership roles
• Experience selling to Government/Public sector is critical, and a working knowledge about the justice industry across the United States (local, State), specifically the Courts. Additional knowledge about international markets (Canada and Australia specifically) is a bonus
• Has owned and built sales infrastructure, training, and operations at a high-growth company
• Great storytelling ability - can map new products to customer value in a compelling way
• Builder; "player-coach" mentality with an eye toward spotting and nurturing up-and-coming sales talent
• Experience working closely with marketing, customer care, customer success, and the rest of the GTM organization
• Highly disciplined and organized, both operationally and in thought process.
• Analytical skills to evaluate data and use it to make decisions
• Proven understanding of creating sales plans and strategic objectives for a sales organization
• 8 years' experience; 5 years managing a sales team with success in achieving assigned quotas
• Proven understanding and experience creating effective sales compensation plans
• Working background in software sales with B2B and/or B2G sales (Salesforce and OpenAir working knowledge beneficial)
• Working knowledge of IT industry standards, and general trends in the software industry
• Active membership in national court associations a plus
• Ability to travel approximately 50% of the time

Worker Type:
Regular
Number of Openings Available:
1