Director of Sales and Marketing- Element 74

The role

You will build and lead the new business function as the first Head of Sales and Marketing. You will own new bookings, lead the lead generation engine, and manage market expansion into adjacent verticals. This is a player-coach role where you will personally sell while building and leading a team.

What you will do

• Own the new bookings plan and KPIs
• Run the lead generation engine
• Lead competitive displacement against incumbent platforms
• Personally lead statewide and strategic pursuits
• Build the go-to-market approach for adjacent verticals
• Assess right to win by vertical
• Design the sales organization including role profiles and headcount plan
• Recruit, onboard, and develop the team
• Enforce disciplined qualification methodology in CRM
• Own contract management and partner with CEO on pricing and packaging

Required qualifications

• 10+ years in B2B software sales
• Experience leading quota-carrying teams and owning a new business number
• Experience hiring, ramping, and managing sellers
• Experience managing a business development function
• Personal selling ability in complex, multi-stakeholder deals with long cycles and formal procurement
• Fluency in contract management
• Command of sales process and CRM discipline
• Comfortable as a player-coach
• Willing to travel for customers, national and state conferences, and your team
• Understanding of mission-driven, grant-funded buyers
• Experience with nonprofit, human services, or public sector software
• Experience with statewide and multi-site contracting

Nice to have

• Experience displacing an entrenched incumbent in a specialized vertical
• Experience introducing price increases, packaging tiers, or annual and multi-year prepay into a price-sensitive base
• HubSpot or comparable CRM
• Structured qualification framework such as MEDDIC

About the company

Element 74 builds case management and association software for organizations working on the front lines of victim services and community advocacy. It is part of Banyan Software, which acquires and grows companies worldwide.