Wolters Kluwer
Director, Sales – Americas – Audit & Assurance
Wolters Kluwer, Olympia, Washington, United States, 98502
Overview
TeamMate is looking for a Director, Sales to join our organization.
This role is remote with preference for East Coast time zone. Midwest locations will be considered.
As part of Wolters Kluwer’s Corporate Performance & ESG Division, our Business Unit, TeamMate, is seeking an experienced leader to head our Americas region. As Director, Sales for the Americas, you will be accountable for Field Sales, Inside Sales, and Pre-Sales, managing a team of managers and senior account managers (approximately 30 employees in total).
You will accelerate growth of software & services sales for the Americas region, including Canada, the United States, and Latin America. In this highly visible leadership role, you will develop sales processes, refine team member skills, and manage resources to support high growth and financial targets.
Essential Duties and Responsibilities
The Director, Sales reports to the SVP & GM and is responsible for delivering the quota from the selling channel.
Responsible for setting up the Americas regional go‑to‑market strategy in cooperation with Marketing and managing the full sales cycle from lead generation to contract closing, following an enterprise sales process.
Key accountabilities
Recruiting, evaluating, and motivating a top sales organization for the Americas region within TeamMate.
Implement account planning for existing clients that results in high client satisfaction and retention, with revenue growth plans that are measurable quarterly and annually and reflected in quota plans. Institute a systematic cross‑sell/upsell/lifecycle management process.
Develops and executes strategies to increase market share within existing accounts and markets while expanding into new accounts and markets.
Responsible for achieving software & services sales quota including on‑premise / cloud mix and delivering assigned quota forecasts (weekly, monthly, quarterly, annually).
Set a strong sales management process, including pipeline reviews and sales forecasts.
Ensure correct usage of Salesforce.com for the entire team.
Support the sales region in complex sales by taking part in customer calls/meetings.
Collaborate with the Marketing Director to define the local go‑to‑market plan including local PR, brand awareness, lead generation, and sales management.
Drive channel partnerships within the region, defining a channel strategy and overseeing execution and growth (focused on Latin America).
Align the components of the sales cycle (marketing, inside sales, pre‑sales, sales, and channel) to cooperate and share objectives and work plans.
Support and communicate sales compensation programs that reward performance and establish profitable client contractual relationships aligned with company policy.
Manage hiring, onboarding, and ongoing training to achieve top performance.
Manage approved sales compensation plans and provide input to the Sales Compensation process.
Be a member of the TeamMate Leadership team, participating in strategic and organizational discussions.
Other duties Other duties as required.
Job Requirements Education:
4-year degree or equivalent combination of education and work experience required.
Related experience:
10+ years’ experience in sales leadership with a track record of reinvigorating sales teams and driving high growth and accountability.
Enterprise sales experience interacting with C‑suite executives across various sizes of corporations, including government contracting processes.
Significant experience with Salesforce.com.
Strong history of hiring and growing exceptional sales teams.
Hands‑on experience strategizing and negotiating complex sales deals.
Ability to operate at both strategic and detailed operational levels.
Metrics‑driven with a disciplined process orientation.
Outstanding communication, presentation, networking, and organizational skills.
Proven ability to work in a consultative, collaborative manner and engender trust with colleagues and stakeholders.
Engaging leadership style that builds credibility with staff, colleagues, clients and other stakeholders.
Authentic, honest, and ethical; preference for leaders who are smart, passionate, energetic, and results‑focused.
Strong will to achieve and the ability to demonstrate market presence.
Travel & Compensation Travel:
Frequent travel to Wolters Kluwer locations and in the field with customers and sales teams.
Compensation:
In addition to base salary, this role is commission‑eligible.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Target salary range:
CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $189,950 - $268,900
Equal Employment Opportunity: Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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This role is remote with preference for East Coast time zone. Midwest locations will be considered.
As part of Wolters Kluwer’s Corporate Performance & ESG Division, our Business Unit, TeamMate, is seeking an experienced leader to head our Americas region. As Director, Sales for the Americas, you will be accountable for Field Sales, Inside Sales, and Pre-Sales, managing a team of managers and senior account managers (approximately 30 employees in total).
You will accelerate growth of software & services sales for the Americas region, including Canada, the United States, and Latin America. In this highly visible leadership role, you will develop sales processes, refine team member skills, and manage resources to support high growth and financial targets.
Essential Duties and Responsibilities
The Director, Sales reports to the SVP & GM and is responsible for delivering the quota from the selling channel.
Responsible for setting up the Americas regional go‑to‑market strategy in cooperation with Marketing and managing the full sales cycle from lead generation to contract closing, following an enterprise sales process.
Key accountabilities
Recruiting, evaluating, and motivating a top sales organization for the Americas region within TeamMate.
Implement account planning for existing clients that results in high client satisfaction and retention, with revenue growth plans that are measurable quarterly and annually and reflected in quota plans. Institute a systematic cross‑sell/upsell/lifecycle management process.
Develops and executes strategies to increase market share within existing accounts and markets while expanding into new accounts and markets.
Responsible for achieving software & services sales quota including on‑premise / cloud mix and delivering assigned quota forecasts (weekly, monthly, quarterly, annually).
Set a strong sales management process, including pipeline reviews and sales forecasts.
Ensure correct usage of Salesforce.com for the entire team.
Support the sales region in complex sales by taking part in customer calls/meetings.
Collaborate with the Marketing Director to define the local go‑to‑market plan including local PR, brand awareness, lead generation, and sales management.
Drive channel partnerships within the region, defining a channel strategy and overseeing execution and growth (focused on Latin America).
Align the components of the sales cycle (marketing, inside sales, pre‑sales, sales, and channel) to cooperate and share objectives and work plans.
Support and communicate sales compensation programs that reward performance and establish profitable client contractual relationships aligned with company policy.
Manage hiring, onboarding, and ongoing training to achieve top performance.
Manage approved sales compensation plans and provide input to the Sales Compensation process.
Be a member of the TeamMate Leadership team, participating in strategic and organizational discussions.
Other duties Other duties as required.
Job Requirements Education:
4-year degree or equivalent combination of education and work experience required.
Related experience:
10+ years’ experience in sales leadership with a track record of reinvigorating sales teams and driving high growth and accountability.
Enterprise sales experience interacting with C‑suite executives across various sizes of corporations, including government contracting processes.
Significant experience with Salesforce.com.
Strong history of hiring and growing exceptional sales teams.
Hands‑on experience strategizing and negotiating complex sales deals.
Ability to operate at both strategic and detailed operational levels.
Metrics‑driven with a disciplined process orientation.
Outstanding communication, presentation, networking, and organizational skills.
Proven ability to work in a consultative, collaborative manner and engender trust with colleagues and stakeholders.
Engaging leadership style that builds credibility with staff, colleagues, clients and other stakeholders.
Authentic, honest, and ethical; preference for leaders who are smart, passionate, energetic, and results‑focused.
Strong will to achieve and the ability to demonstrate market presence.
Travel & Compensation Travel:
Frequent travel to Wolters Kluwer locations and in the field with customers and sales teams.
Compensation:
In addition to base salary, this role is commission‑eligible.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Target salary range:
CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $189,950 - $268,900
Equal Employment Opportunity: Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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