Director, Sales - Government and Education

Overview

Director, Sales - Gov/Ed

Location: United States Work Arrangement: Remote

About the Role

The Director, Sales defines and drives strategy and solutions specific to the growth of revenue as defined in the distribution channels in the assigned market segment. This role provides leadership direction and development to their team — promoting the company to industry channel partners, employees, and executives both internally and externally while driving market share and revenue growth as outlined in the sales compensation plan.

Your Role Responsibilities? Here's What You'll Do.

• Set the department vision and strategy — working collaboratively across the sales leadership team to oversee the development and continual evaluation of sales strategies that effectively leverage the company's established distribution channels and product solutions while participating in the establishment of sales processes and standards to ensure alignment across the department.
• Provide direction and leadership to sales managers to meet or exceed monthly, quarterly, and annual revenue targets and company objectives — anticipating budget needs and leading managers to establish and maintain staffing levels, training plans, cross-training initiatives, performance requirements, and equipment needs.
• Set the sales vision for the identification, tracking, and defining of solutions for the target industry — driving industry knowledge to internal and external stakeholders as defined in the sales compensation plan while ensuring accountability and consistency on team performance and metrics and continuously improving processes within sales.
• Work closely with marketing on the development and dissemination of marketing campaigns, lead generation, partner advisor tools, and general industry brand awareness — overseeing the establishment and monitoring of key metrics and reporting while informing executives on a regular basis and influencing departmental and company process improvements.
• Operate as an innovative thought leader within the company — contributing significantly to the overall growth and knowledge base of the department, making recommendations for best practices, and accommodating and championing change efforts while establishing and ensuring leadership adherence to budgets, schedules, work plans, and performance requirements.
• Drive revenue relationships across a broad distribution channel — promoting the company to industry channel partners, employees, and executives both internally and externally while growing market share and revenue as outlined in the sales compensation plan.

Role Essentials

You'll be set up for success if you have:

• Bachelor's degree or significant related experience — with a minimum of 10 years of progressively responsible experience in sales-related functions with a B2B software company or SaaS, and a proven track record for meeting and exceeding sales objectives in a software development company
• Exceptional leadership and communication skills — with sound business judgment, previous management experience, and the ability to clearly convey complex ideas and data in written, presentation, and spoken formats to a variety of audiences including executive management
• Experience in hiring and building sales teams — with demonstrated ability to develop strong sales acumen, structure sales quotas, compensation plans, and incentive programs while driving revenue relationships across a broad distribution channel
• Exceptional understanding of the software industry within assigned markets — with a successful history in negotiating and contracting with key customers and partners and proven success operating in a fast-paced, collaborative environment
• Proven ability to set department vision and strategy — with experience overseeing the development and evaluation of sales strategies, ensuring alignment across the sales organization, and influencing departmental and company process improvements

What We'd Like to See

Bonus points if you bring:

• Demonstrated experience setting department vision and strategy — working collaboratively across a sales leadership team to develop and evaluate sales strategies that effectively leverage established distribution channels and product solutions
• Experience working closely with marketing on the development and dissemination of marketing campaigns, lead generation, partner advisor tools, and general industry brand awareness — with the ability to inform executive leadership on key metrics and reporting on a regular basis
• Demonstrated ability to operate as an innovative thought leader — contributing significantly to the overall growth and knowledge base of a department, making recommendations for best practices, and championing change efforts in a fast-paced, collaborative environment
• Experience establishing and monitoring key metrics and reporting frameworks — with demonstrated ability to ensure accountability and consistency on team performance and continuously improve processes within sales and across the broader organization
• Successful experience structuring sales quotas, compensation plans, and incentive programs — with a proven track record of influencing departmental and company process improvements and promoting the company to industry channel partners, employees, and executives both internally and externally

About Hyland

Hyland is the pioneer of the Content Innovation Cloud™, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation.

Trusted by thousands of organizations worldwide, including many of the Fortune 100, Hyland's solutions create the foundation for a connected, agentic enterprise, where teams harness the power of AI to redefine how they operate and engage with those they serve. For additional information on Hyland's platform and services, please visit Hyland.com.

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About Hyland Life

#HylandLife

Since 1991, it has been Hyland's mission to help our employees, customers and partners exceed their potential with our industry-leading content services platform. Our employees exude a contagious energy and are passionate about what they do – whether it's helping customers succeed, raising up their fellow Hylanders, or engaging in the communities where they live and work.

The #HylandLife hashtag encompasses our employee-centric culture. Our employees live our culture day in and day out by bringing their best self to work. Hyland supports them to do just that through career development resources, wellbeing programs and innovation practices. We thrive on diverse viewpoints and new ideas and believe that a positive, inclusive workplace is imperative to sustainable success.

As we've grown to a company of nearly 4,000 strong, we have the opportunity to make a significant impact on our communities. We strongly support employee initiatives and align our giving campaigns and programs to organizations that are important to them.

Equal Opportunity Statement

Hyland is an equal opportunity employer. We value diversity and are committed to providing an inclusive workplace for all employees and applicants. Employment decisions are made without regard to any characteristic protected by applicable laws and regulations. Information collected during the hiring process is used solely to assess qualifications, verify identity, and comply with legal requirements.