Director of Sales

GovDocs is a recognized leader in employment law compliance solutions, dedicated to helping companies navigate complex labor law posting requirements and compliance management across the U.S. and Canada. We are looking for a hands-on Director of Sales who can build a high-performance sales organization and translate our growth strategy into consistent, predictable revenue. What You\'ll Own Build and Lead a High-Performance Team Set clear expectations for every Account Executive and BDR, and hold the team to them. Coach through 1:1s, call and pipeline reviews, deal strategy and direct observation. Spot performance gaps early and deal with them directly. Make careful hiring, development and performance decisions. Build a culture where people know what\'s expected, know how\'re doing, and get the coaching they need to improve. Own the team\'s revenue and new-customer goals, backed by enough qualified pipeline to hit them. Build a forecasting process leadership can trust, using leading and lagging indicators to catch problems early. Keep Salesforce disciplined and accurate, and give senior leadership a clear view of performance, risks and next steps. Improve How We Sell Build and refine a repeatable sales process from prospecting through close. Tighten alignment between BDRs and AEs so more pipeline turns into revenue. Find the segments, use cases and sales motions that win, and do more of them. Lead strategy on key deals and support complex negotiations without giving away value. Work closely with Marketing, Customer Success, Product and senior leadership to turn company strategy into a go-to-market plan you can execute. Bring the voice of the market back to the organization: why we win, why we lose, what competitors are doing and where new opportunities are opening up. What You Bring Leading a B2B sales team to measurable revenue results Building pipeline and forecasting discipline, and accountability without bureaucracy Developing salespeople and making them better Managing both business development and closing Using CRM data to run the business, not just report on it Leading complex deals and negotiations Thriving in a growth environment where change is expected B2B SaaS experience is valuable, and a background in employment law, HR compliance or regulatory technology helps. Neither replaces proven sales leadership and results. How You Lead Empathy and accountability together: You invest in people and coach them to improve, but you don\'t let performance problems linger. High standards, clearly stated: You\'re competitive, driven and comfortable being measured by results. Hands-on: You roll up your sleeves and lead by example. Curious and data-informed: You use data but don\'t hide behind spreadsheets. You ask good questions, listen and coach rather than just tell. Clear and decisive: You communicate well, make decisions and follow through. Self-aware and adaptable: You\'re authentic, positive and open-minded. You have a sense of humor and handle people dynamics with grace. What Success Looks Like Revenue becomes predictable. Pipeline coverage supports our growth goals. Forecasts are accurate enough for the business to plan around. Salespeople know exactly what\'s expected, coaching produces measurable improvement, and underperformance is handled quickly. Salesforce reflects the real health of the business. The mandate is simple build a disciplined, accountable, high-performing sales organization that can carry GovDocs into its next stage of growth. Base Salary Range: $135,000-$155,000, On Target Earnings: $190,000-$220,000 This role includes a base salary plus performance-based incentives tied to team quota attainment. medical, dental and vision insurance a matching 401(k) paid vacation holidays and volunteer time HSA/FSA life and disability insurance and more You must be authorized to work in the United States. Immigration or work visa sponsorship will not be provided. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. Company Description: GovDocs serves companies in building and executing their employment law compliance programs in two primary ways: Employment Law Postings Update Program: We manage all the complexities of identifying and providing the required set of employment law postings from the 1,700+ potential postings across the U.S. and Canada. Using proprietary technology, we allow companies to manage, track and verify postings at each of their locations. Our Employment Law Posting Update service is used by almost 22% of the Fortune 500, 31% of the Fortune 100 and 34% of Fortune 50 companies. Employment Law Compliance Software Solutions: This is a first to market Software-as-a-Service starting with our Minimum Wage product and Paid Leave products, which allow companies to identify and track which laws apply to their locations and employees, then provides all relevant data to make decisions.This service was created in response to requests from some of our largest customers who recognized that employment law expansion across and variances between jurisdictions (Federal, State and Local) were too difficult to manually track. GovDocs has grown revenue annually by 18% since 2022 with a 96% customer retention rate, primarily due to our Postings Update Program both obtaining and retaining customers – as employment law postings are required by law, every company has an existing provider. Our Software Solutions are an entirely new line of business that gives us great growth potential to create a full Employment Law Compliance (ELC) platform of solutions, it is also challenging us to reinvent how we view urgency, innovation and teamwork. Flexible Work Model: We believe that the best way for us to grow is through a work environment that provides flexibility. Currently, our employees work together in our Eagan, MN office two days a week, where interactions happen with higher frequency and effectiveness to tackle complex problems. This supports collaboration, team engagement, and business innovation. At the same time, we value the benefits of working from home three days a week, where employees have more focused, uninterrupted time with minimal distractions for dedicated project and productive work. Best Places to Work 2024: GovDocs was named one of the 2024 Best Places to Work by the Minneapolis/St. Paul Business Journal! Being named an honoree was no easy feat, as they received over 300 nominations for this year\'s award. GovDocs was one of the top-scoring Minnesota businesses honored in the medium company category (50-250 employees) for creating a fun, challenging, and rewarding workplace. Read more about GovDocs as Best Places to Work 2024 here: #J-18808-Ljbffr