Director, Sales

A Little About the Role As a dynamic Director of Sales at ChildPlus, you will lead, manage, and serve all sales operations — overseeing a team of Account Executives focused on bringing the market-leading Head Start software to more programs, retaining current clients, and cross‑selling additional value‑added services including Assessments, Training, and Data Hosting. The exciting challenge of this role is to achieve company targets for adding new business and expanding additional services to existing customers. You will build and manage all aspects of the sales department — setting and driving the quantity of Account Executive activities, coaching the quality of those activities, and ensuring sufficient pipeline creation to meet the company plan. You will work closely with Marketing, Product Management, Customer Support, and Finance to deliver a first‑class customer experience. The ideal candidate is an experienced sales leader with a background in SaaS or technology solutions sold to government‑funded or mission‑driven organizations, ideally in education, health, or human services. You are equally comfortable closing new logos, nurturing long‑term client relationships, and developing a high‑performing team. What you’ll do: Sales Strategy & Planning Assist in all facets of sales and marketing planning, including quota‑setting, headcount analysis, business planning, and opportunity alignment. Play a strategic role in building creative sales strategies that focus on customer satisfaction and revenue generation for the business. Create comprehensive and compelling strategic proposals that leverage continuous improvement to realize measurable gains throughout the sales process. Develop a deep understanding of ChildPlus’s penetration of the competitive landscape and use market intelligence to inform go‑to‑market strategies. Identify and develop new market opportunities within existing accounts and the broader Head Start / Publicly Funded Early Childhood Education market. New Business Development Drive new customer acquisition by executing a comprehensive go‑to‑market strategy targeting Head Start, Early Head Start, and related early childhood programs. Build and manage a robust sales pipeline, ensuring consistent prospecting, qualification, and forecasting across the full sales cycle. Develop relationships with key stakeholders including program directors, strategic partners, and regional and state administrators. Partner with Marketing to ensure marketing initiatives support sales efforts, align to business goals, and convert inbound and outbound leads into qualified opportunities. Represent ChildPlus at national and regional conferences, industry events, and partner engagements to expand brand presence and generate leads. Account Management & Contract Renewals Own the renewal process for the existing ChildPlus customer base, ensuring high retention rates and minimizing churn through proactive relationship management. Conduct regular reviews of existing account sales motions and strategies to identify areas for improvement and growth. Develop and implement a strategy that identifies upsells and cross‑sell opportunities, including expansion of additional services. Serve as an executive sponsor for strategic accounts, building trust and delivering value at the leadership level. Partner with the Customer Support and Customer Success teams to ensure customers derive maximum value from the platform and are well‑positioned for renewal. Monitor account health indicators and intervene early on at‑risk accounts. Training & Professional Services Sales Lead efforts to grow revenue from ChildPlus training packages, including on‑site training, virtual instructor‑led training, and self‑paced learning programs. Identify new training and professional services opportunities within the existing customer base and bundle them as part of new customer onboarding packages. Collaborate with the Training and Services teams to develop compelling, needs‑based proposals and packaging that drive adoption. Build and maintain a pipeline of professional services and training engagements with accurate forecasting and revenue recognition. Team Leadership & Performance Management Recruit, hire, train, and retain high‑performing sales team members Assist in setting sales goals, develop individual quotas, assign opportunities, and compare performance to targets — adjusting as needed to meet company plan. Drive the quantity and quality of rep activities by setting clear activity metrics, conducting regular pipeline reviews, and coaching to outcomes. Assess current team processes and procedures to identify opportunities for improvement; implement best practices in CRM usage, pipeline hygiene, and forecasting cadence. Assess individual performance through observation and measurement; provide coaching and suggest corrective actions as needed. Foster a competitive yet collaborative team environment built on accountability and customer‑centricity. Provide detailed and accurate sales forecasts to senior leadership on a regular cadence. Analytics & Cross‑Functional Collaboration Play an analytical role in conducting research and performing analyses on sales department performance, ensuring prompt delivery and accuracy of recurring reports to senior management. Collaborate with Finance to ensure best practices in data collection and order creation to optimize performance. Work with Finance and Operations to ensure accurate pipeline data and revenue recognition from both software and services. Provide market intelligence and customer feedback to inform product roadmap, pricing strategy, and marketing messaging. Our ideal candidate will have: 8+ years’ of progressive B2B sales experience, including SaaS, SMB, or Government/publicly‑funded entity sales, with a demonstrated track record of meeting or exceeding revenue targets. 5+ years’ in a sales leadership or management role, with direct responsibility for developing and managing a quota‑carrying team. BA/BS or Master's degree in Sales, Business Administration, or a similar relevant field (or equivalent experience). Experience with Sales CRMs including HubSpot and/or Salesforce; experience with NetSuite or similar ERP systems a strong plus. Experience working with large data sets from multiple sources to analyze sales performance and pipeline health. Proven experience managing full‑cycle sales including prospecting, discovery, demonstration, proposal, negotiation, and close. Demonstrated success managing a renewal book of business and driving net revenue retention. Experience selling professional services or training offerings in addition to core software subscriptions. Customer‑focused approach to communications and relationship management — you easily build trust while connecting remotely with distributed teams. Collaborative by default, yet readily able to work independently to achieve personal and company goals. A coach and mentor who develops team members and colleagues to their full potential. Detail‑oriented with the ability to balance multiple requests and projects simultaneously — you never miss a beat and are ready to roll up your sleeves to drive organizational change. Consistently well‑spoken with strong interpersonal communication and relationship skills. Energetic, forward‑thinking, and creative with high ethical standards. Excellent executive presence and presentation skills for senior stakeholder engagement. Experience selling to Head Start programs, early childhood education organizations, or government‑funded human services agencies. Familiarity with federal program compliance requirements and grant‑funded budget cycles. Experience in a company with 50–500 employees navigating growth and operational scale. Physical Requirements: This position works most of the time in a fixed office location and may involve sitting and/or standing for prolonged periods Frequently required to communicate verbally and in writing (mostly email) with customers, prospects, and other employees Use of computer, telephone, and other office equipment for the greater part of the workday Occasional travel may be required for this position Why Procare? Excellent comprehensive benefits packages including: medical, dental, & vision plans HSA option with employer contributions Vacation time, holidays, sick days, volunteer & personal days 401K Plan with employer match and immediate vesting Employee Stock Purchase Plan Employee Discount Program Medical, Dependent Care, and Transportation FSA Plans Company paid Short and Long‑Term disability and Life Insurance RTD EcoPass for all Denver employees Tuition Reimbursement and continued Professional Development Fast paced, high energy workplace environment in prime downtown location Regular company provided meals Salary: $180,000 - $220,000 OTE Location This position is based in our Atlanta, GA office. We are currently in a hybrid in‑office/remote working model based on business needs. Candidates must be willing and able to work from our Atlanta, GA office a minimum of 3 days a week. #J-18808-Ljbffr