Sales Director – Software Consulting & Digital Services
Position Overview
We are seeking a highly driven Sales Director with a strong hunter sales mentality to lead new business development and accelerate revenue growth across our software consulting and digital services portfolio.
This is a new-logo acquisition role designed for an experienced sales professional who thrives on opening doors, building relationships from the ground up, and converting complex enterprise opportunities into long-term client engagements. The ideal candidate will have a proven track record selling software consulting, technology services, digital transformation, cloud, data, AI, application development, or related IT services to mid-market and enterprise clients.
The Sales Director will own the complete sales lifecycle—from identifying target accounts and developing executive relationships to solution positioning, proposal development, negotiations, and closing.
Key Responsibilities
New Logo Acquisition & Business Development
- Drive net-new client acquisition with primary responsibility for developing and closing new logos.
- Build and maintain a strong pipeline of qualified opportunities across targeted industries and enterprise accounts.
- Identify and penetrate strategic accounts through proactive prospecting, networking, referrals, industry relationships, and targeted outreach.
- Develop relationships with senior business and technology stakeholders, including CIOs, CTOs, CDOs, VPs of Engineering, Digital Transformation leaders, Procurement executives, and business unit leaders.
- Create account-entry strategies and navigate complex organizations to identify multiple buying centers and opportunities.
- Consistently meet or exceed annual revenue, bookings, pipeline, and new-logo targets.
Hunter Sales & Pipeline Generation
- Demonstrate a true hunter mentality, with the ability and willingness to independently prospect, create opportunities, and build business from the ground up.
- Maintain a healthy pipeline through disciplined outbound prospecting and strategic account development.
- Develop compelling outreach strategies tailored to specific industries, accounts, and executive stakeholders.
- Leverage personal and professional networks to generate introductions and accelerate access to decision-makers.
- Maintain appropriate pipeline coverage to support quarterly and annual sales objectives.
Consultative & Solution Selling
- Understand client business challenges and translate them into technology and consulting opportunities.
- Position the company's capabilities across areas such as:
- Custom Software & Application Development
- Cloud Transformation and DevOps
- Data Engineering & Analytics
- Artificial Intelligence and Generative AI
- Digital Transformation
- Product Engineering
- Platform Modernization
- Enterprise Applications
- Managed Services
- Technology Consulting and Staff Augmentation
- Partner with solution architects, delivery leaders, practice heads, and technical teams to develop customized client solutions.
- Lead discovery sessions and develop compelling business cases, proposals, presentations, Statements of Work, and commercial models.
- Articulate business value, differentiation, ROI, and competitive advantages to executive stakeholders.
Deal Management & Closing
- Own opportunities throughout the complete sales lifecycle, from initial prospecting through contract execution.
- Lead commercial negotiations involving pricing, scope, Statements of Work, Master Service Agreements, and engagement models.
- Manage complex enterprise sales cycles involving multiple stakeholders and decision-makers.
- Coordinate internal resources to ensure effective solution development and timely proposal submission.
- Maintain strong forecasting discipline and provide accurate visibility into pipeline, deal progression, and revenue expectations.
- Drive opportunities toward closure while maintaining appropriate margins and commercial terms.
Market Development & Strategic Growth
- Identify new markets, industry segments, partnerships, and service opportunities that can accelerate business growth.
- Monitor competitive activity, technology trends, and evolving customer priorities.
- Provide market intelligence to leadership regarding customer demand, competitor positioning, pricing, and emerging opportunities.
- Represent the company at industry events, conferences, executive meetings, and networking forums.
- Work closely with marketing to develop targeted campaigns, thought leadership, events, and account-based marketing initiatives.
Required Qualifications
- 10+ years of experience in technology sales, IT services, software consulting, or digital transformation services, with significant experience in new business development.
- Proven track record of acquiring new enterprise or mid-market clients and generating net-new revenue.
- Demonstrated success selling consulting or technology services with meaningful deal sizes and complex sales cycles.
- Strong hunter profile with measurable success building pipeline independently rather than relying primarily on inbound leads or existing accounts.
- Experience developing relationships with C-level and senior technology/business executives.
- Strong understanding of software development, cloud, data, AI, digital transformation, or related technology services.
- Experience developing proposals, negotiating commercial agreements, and closing complex consulting engagements.
- Strong knowledge of professional services engagement models, including Time & Materials, Fixed Price, Managed Services, Project-Based Consulting, and Staff Augmentation.
- Excellent communication, presentation, negotiation, and executive relationship-management skills.
- Strong business and financial acumen with an understanding of margins, pricing, deal structures, and revenue forecasting.
- Experience using CRM platforms to manage sales activities, opportunities, and forecasts.
Preferred Qualifications
- Existing relationships and executive-level network within targeted enterprise accounts.
- Experience selling across industries such as Financial Services, Healthcare/Life Sciences, Higher Education, Retail, Manufacturing, Technology, or other enterprise sectors.
- Experience selling offshore, nearshore, and global delivery capabilities.
- Exposure to emerging technology offerings including Generative AI, Machine Learning, Cloud Modernization, Data Platforms, and Digital Engineering.
- Experience working within entrepreneurial, high-growth, or mid-sized technology consulting organizations.
Key Performance Indicators
Success in this role will be measured through:
- Number of new logos acquired
- Net-new annual revenue and bookings
- Qualified pipeline generated
- Pipeline coverage against annual quota
- Average deal size
- Sales conversion and win rate
- Quarterly and annual quota attainment
- Gross margin of closed business
- Expansion potential within newly acquired accounts
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