Director of Sales

Director Of Sales

The Director of Sales reports to the Chief Executive Officer. You own the combined new revenue number across Paragus IT and WEBIT. This is a leadership seat, not a senior individual contributor seat: the number is achieved primarily through the reps you manage and develop, and the long-term intent is a leader who helps the team hit is numbers rather than the one who hits them personally. You will close deals yourself, large deals and relationships you bring, but that is the exception rather than the design.

The CEO currently carries this work and is handling all of it, including the large deals. There is no carve-out retained.

Companies in scope are both Paragus IT and WEBIT Services. Not in Scope are AIT and Upstream, the group's consulting and software businesses. Direct reports, day one are the Paragus IT account executive team. Marketing is a peer function reporting to the CEO, not to this seat. You will work alongside a fractional CMO you do not manage.

What you own includes:

• The total new-revenue number across both companies
• Hiring, managing, coaching and developing the sales team.
• The sales process, pipeline, discipline and forecast accuracy.
• Building the sales function at WEBIT, which today has no dedicated sales team.
• Pricing proposals, within discount approval retained by CEO.

Compensation includes:

• Base salary is $150,000.
• Commission is 0.25x new-logo MRR sold.
• Quarterly accelerator is additional 0.25x new-logo MRR in any quarter that hits the quarterly target, doubling the effective rate of 0.50x on everything sold that quarter, including production above target.
• Quarterly Target is $15,000 of new MRR for each account executive who has been in seat for 12 months or more. A new rep adds to the target only after their first 12 months.
• Cap is none.
• ESOP and 401k is automatic ESOP participation, identical to every employee-owner, combined with the 401k worth an estimated 12-18% of base salary each year, including the employee's own 5% contribution. This is an estimated, not a guarantee.

Location and travel include:

You will need to live within about 90 minutes' drive of one of our three offices: Hadley or Worchester, Massachusetts, or Naperville, Illinois. The seat exists to lead a team in person. Relocation into one of the three areas works, and we are open to discussing relocation assistance for the right candidate. Expect to travel about 15 to 20% of the time. Travel to the other market is part of the job: regular time in Massachusetts through the first phase, including ride-alongs with the reps, and regular time in Chicago through the second phase for hiring and ramping the WEBIT team.