Director of Sales

Title: Director of Sales

Location: Remote (United States)

Remote (British Columbia, CA)

Department: Sales

Job Description:

Director of Sales

Our ideal Director of Sales is a hands-on sales leader and operator who will lead sales execution across the company. This position is responsible for building scalable processes, driving accountability across the sales organization, and improving performance through structured pipeline management, forecasting, deal strategy, and cross-functional alignment. 

This role will work closely with the CEO and will take ownership of the operating rhythm and systems that allow the sales team to scale. The Director of Sales will bring structure and prioritization to long-cycle, multi-stakeholder sales efforts—particularly within complex government buying environments. 

Responsibilities 

• Create and execute a sales plan to win strategic customers and hit sales targets. 
• Develop and lead a proactive relationship-building strategy with strategic customers 
• Lead pipeline management, forecasting discipline, and deal prioritization across the sales team 
• Create and implement consistent operating cadences (pipeline reviews, forecasting, deal strategy, rep 1:1s) 
• Manage team performance, coaching, accountability, and role clarity across inside and outside sales motions 
• Drive deal execution best practices, including qualification, stakeholder mapping, multi-threading, and close planning 
• Coordinate sales execution across internal partners, including Product and Marketing 
• Lead and improve RFP processes, internal workflows, timelines, and pursuit prioritization 
• Build scalable sales processes, playbooks, and reporting standards to support growth 
• Identify and implement process improvements that increase speed, focus, and predictability 
• Provide clear communication on performance risks, forecast accuracy, and deal progress 
• Support leadership with special projects and strategic sales execution initiatives 

Requirements 

• Experience in creating and executing a sales plan to win strategic customers and hit sales targets. 
• Experience in developing and leading a proactive relationship-building strategy with strategic customers 
• Minimum of 8 years of progressive sales experience, with 4+ years in a sales leadership or management capacity  
• Proven track record of building and managing high-performing sales teams and structured operating cadences  
• Strong ability to drive accountability through clear process, prioritization, and execution standards  
• Experience supporting complex deal cycles with multiple stakeholders and long purchasing timelines.,
• Experience in responding to RFPs  
• Strong critical thinking skills and execution ability  
• Ability to implement and abide by Knowledge Management standards and methodologies  
• Selling into government is required, and specifically selling in the Justice sector is an even stronger plus. 
• Experience working within Agile teams or formal training in Scrum or Agile methodologies is considered a strong asset.

Competencies 

• Integrity, Commitment, and Passion: Leaders must be committed and passionate about what they do and recognize the greater goal in every piece of their work. 
• Good Communicator: Clear communication that drives alignment, ownership, and results. 
• Decision Making Capabilities, Prioritization: Ability to sort tasks, decide importance, and drive urgency and focus. 
• Accountability, Time Management: Ability to set structure, manage deadlines, and ensure consistent follow-through. 
• Delegation & Empowerment: Ability to delegate effectively so each contributor is productive. 
• Strategy, Creativity, & Innovation: Ability to plan, innovate, and build scalable approaches to executing sales outcomes. 
• Emotional Intelligence: Ability to communicate effectively, empathize, overcome challenges, and defuse conflict. 

The above statements describe the general nature and level of work being performed in this job function. They are not intended to be an exhaustive list of all duties; additional responsibilities may be assigned.

At this time, we are only able to consider candidates who are Canadian or U.S. citizens or permanent residents due to employment authorization requirements. We are unable to provide visa sponsorship or work authorization support for this position. 

Why Journal Technologies? 

• Visit www.journaltech.com/careers for more information, but highlights include:  
• Competitive compensation based on skills, experience, and years of service. 
• Quality medical, dental and vision coverage. 
• Competitive paid time off as well as paid holiday time. 
• 401(k) retirement (US) and GRRSP (CDN) programs. 
• Annual professional development funds - $1,500 USD annual per employee. 
• Book subscriptions with an extensive library in each office for personal and professional growth. 
• Flexible working hours which you can coordinate with your supervisor. 
• Ability for employees to work from a remote location (e.g., home) or office. 
• Personal meetings with direct managers approximately every four to six weeks to discuss career growth and advancement opportunities as well as other issues important to the employees. 
• Travel opportunities between Journal Technology offices and with clients. 
• We provide technology that matters in the world, and we're a stable employer comprised of quality people, with a commitment to investing in our people. 
• The salary range posted for this position, which reflects a good-faith estimate of the base salary we reasonably expect to offer a successful candidate upon hire. Final compensation will be based on job-related factors, including qualifications, experience, geographic location, and internal compensation considerations.