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.
