Sales Market Leader

Job Description

Job Description

We are hiring our first dedicated salesperson. You will own new business development across Baldwin and Mobile counties and the surrounding Gulf Coast — finding local businesses that are underserved by their current IT provider, or have no provider at all, and bringing them to DataTrust.

This is a hunting role, not an account management role. You will be prospecting, cold calling, walking into businesses, attending chamber events, and building a territory from a standing start. Leadership and technical resources support every meeting — you are never expected to be the engineer in the room.

If you want a job where the pipeline is handed to you, this is not it. If you want to build a territory and be paid for what you build, keep reading.

What you will sell

Two revenue types, and you are expected to sell both.

Recurring (MRR)

Managed IT · Defense Framework

Monthly agreements. Slower to close, compounding value. This is the foundation of the business.

Project (one-time)

Professional Services · Cloud & Connectivity · Business Applications · AI & Automation

Defined scope and price. Faster close, often the first thing a new client buys.

Project work frequently opens the door; the managed agreement is what makes the relationship durable. Your commission plan is weighted to reflect that — see below.

What you will do

• Prospect actively. Cold calls, walk-ins, email, LinkedIn, referrals, and chamber and trade association events. You are responsible for filling your own pipeline.
• Run discovery meetings. Ask about the business before talking about technology. Our meeting decks are built to teach a prospect how to think about their own risk — you will be trained to present all six.
• Qualify honestly. Identify who is a fit and who is not, and say so early. We would rather lose a bad-fit deal in week one than in month nine.
• Coordinate technical resources. Bring an engineer or leadership into the room when the conversation gets specific. Knowing when to do that is a skill we will teach.
• Move deals to a risk assessment or site survey. Almost every sale starts with one of these two. Getting a prospect to say yes to an assessment is the single most important thing you will do.
• Keep the CRM current. Every contact, every conversation, every next step, same day. An accurate pipeline is how you get help on a deal.
• Represent DataTrust locally. Chamber of commerce, business associations, community events, trade groups. Your face becomes part of how the market knows us.
• Feed marketing what you hear. The objections, questions, and language prospects actually use are what make our content work.

Performance expectations

This role is measured on activity, progression, and results — in that order early on, and increasingly on results as your territory matures. Activity metrics are fully within your control from day one. Revenue metrics take time to build, so the first two quarters are weighted toward the leading indicators.

Leading indicators — weekly

New prospect contacts

50 per week

Calls, walk-ins, and personalized emails to new organizations. Volume early is what makes month six work.

Conversations held

12 per week

A real two-way conversation with a decision maker or influencer — not a voicemail.

First meetings booked

4 per week

Scheduled discovery meetings with a qualified business.

First meetings held

3 per week

Held, not just booked. Tracks separately because no-shows are a coachable problem.

CRM hygiene

100% same-day

Every interaction logged the day it happens, with a dated next step.

Progression indicators — monthly

Assessments or surveys booked

6 per month

Risk assessments and site surveys are our primary close. This is the truest predictor of revenue.

Qualified pipeline created

3× monthly quota

New opportunity value entering the pipeline, so coverage exists before you need it.

Proposals delivered

5 per month

A written scope and price in a prospect's hands.

Multi-line proposals

≥ 40% of proposals

Proposals spanning more than one service line. Prevents single-product selling.

Public sector touches

8 per month

Counties, municipalities, and school districts. Measured on activity, not revenue — see the note below.

Results — quarterly

New recurring revenue (MRR)

Q1 $0 · Q2 $2,500 · Q3 $5,000

$7,500+ new MRR per quarter

New project revenue

Q1 $15,000 · Q2 $40,000 · Q3 $70,000

$100,000+ per quarter

New logos closed

Q1 1 · Q2 3 · Q3 5

6–8 new clients per quarter

Win rate on proposals

Tracked, not targeted

30%+ of delivered proposals

Average client value

Tracked, not targeted

Growing quarter over quarter

On public sector selling.  County, municipal, and school district business runs through formal procurement — RFPs, bid thresholds, and council or commission approval. Cycles of twelve to eighteen months are normal. Public sector is measured on relationship-building activity rather than closed revenue, and any public sector commission is paid on an extended schedule. Nobody should expect to make their number on government deals in year one.

Compensation

Base salary plus uncapped commission. Base is competitive for the Gulf Coast market and is not a draw against commission — you keep it regardless of what you sell.

Base salary

Paid regardless of performance

Discussed at offer. Not recoverable, not a draw.

Recurring revenue commission

Percentage of first-year contract value, plus a residual while the client stays

Weighted higher than project work. Selling a managed agreement should always pay better than selling a one-time project of equal size.

Project revenue commission

Percentage of gross project margin

Paid on collection, not on signature.

Ramp guarantee

Guaranteed minimum commission for the first two quarters

Protects you while the pipeline is being built.

Accelerators

Higher rate above quota

Uncapped. Overperformance pays disproportionately.

Specific percentages, base range, and quota are set at offer and reviewed annually. Commission on public sector awards follows a separate schedule reflecting the longer cycle.

Who we are looking for

This is an entry-level role. We are hiring for drive and coachability, not for a technology background — we can teach the technology far more easily than we can teach work ethic.

Required

• High energy and genuine competitiveness. You keep score without being asked.
• Comfort with rejection. Most of what you hear will be no. The job is finding the yes underneath.
• Self-direction. Nobody will fill your calendar for you.
• Clear, plain-English communication. If you cannot explain something simply, you do not understand it yet.
• Curiosity about how businesses actually work — their operations, their pressures, their seasons.
• Willingness to learn a genuinely technical portfolio. Not to become an engineer, but to hold a credible conversation.
• Valid driver's license, reliable transportation, and willingness to travel across the Gulf Coast region.
• Professional presence. You represent a nineteen-year local reputation the moment you walk in.

Helpful, not required

• Any sales experience — retail, restaurant, fundraising, door-to-door, athletics recruiting.
• Existing roots in Baldwin or Mobile county. Local relationships are a real head start.
• Familiarity with CRM software.
• Exposure to IT, security, construction, healthcare administration, or municipal work.

What will make you unsuccessful here

Worth being direct about, so nobody wastes their time or ours.

• Waiting for leads to be handed to you.
• Selling on fear. We do not use scare tactics, and we do not guarantee prevention.
• Overpromising to close. Every commitment you make becomes an engineer's problem and a client's expectation.
• Avoiding the phone. This territory is built by conversations, not by email campaigns.

What we provide

• Structured onboarding. Six weeks covering the service portfolio, the Defense Framework, our meeting decks, and the full service catalog.
• Sales collateral that works. Six presentation decks and a fifty-service catalog, professionally built and ready to present.
• Technical backup on every call. Engineers and leadership join meetings whenever the conversation warrants it.
• Marketing support. Content, campaigns, and social presence generating awareness in your territory.
• Direct access to ownership. This is a small company. Your ideas reach the decision makers the same day.
• A territory with room. The Gulf Coast SMB market is underserved, and we are the local alternative to national providers.
• A path. This role is built to grow into territory leadership as the sales function expands.

Your first ninety days

Expected outcome

Days 1–30

Learn the portfolio, shadow calls, build a target list

Present all six meeting decks internally. 100 named target accounts loaded into CRM.

Days 31–60

Prospecting at full volume with support on calls

Hitting weekly activity targets. First discovery meetings held. First proposal delivered.

Days 61–90

Running the territory independently

Pipeline at 3× quota. First assessment booked. First close in progress or landed.

DataTrust is a technology firm that specializes in business IT management and Local Area Network infrastructure design and installation. Our comprehensive portfolio of services solve our clients’ IT performance issues, address their cybersecurity challenges, and guide them through the exciting opportunities of the cloud. Growing company with opportunity for internal growth!

Company Description

DataTrust is a technology firm that specializes in business IT management and Local Area Network infrastructure design and installation. Our comprehensive portfolio of services solve our clients’ IT performance issues, address their cybersecurity challenges, and guide them through the exciting opportunities of the cloud. Growing company with opportunity for internal growth!