Director of Sales, Mid-Market
Accountabilities: Build and manage a portfolio of mid-market prospects and customers, developing relationships that support both new business acquisition and long-term account growth.
Generate qualified pipeline through outbound prospecting, industry relationships, referrals, strategic partners, and internally generated opportunities.
Own the complete sales cycle from initial qualification and discovery through solution development, proposal creation, negotiation, and close.
Sell across supply-chain consulting, technology delivery and transformation, and implementation services, tailoring solutions to the specific operational and technology challenges of each customer.
Develop strong relationships with senior leaders across supply-chain, operations, fulfillment, logistics, warehousing, and technology functions.
Partner with practice leaders and subject-matter experts to scope customer solutions, develop compelling proposals, and ensure commercial opportunities align with delivery capabilities.
Identify cross-selling and expansion opportunities across different service areas to increase customer value and account growth.
Maintain disciplined pipeline management, forecasting, account planning, and CRM practices to provide accurate visibility into sales performance.
Represent the organization at customer meetings, conferences, partner activities, and relevant industry events, strengthening relationships and identifying new opportunities.
Consistently achieve annual bookings and revenue targets while contributing to broader market development and sales strategy.
Requirements
5+ years of B2B sales experience within supply chain, logistics, professional services, consulting, enterprise technology, or a closely related field.
Strong understanding of fulfillment, warehousing, WMS, OMS, WES, 3PL operations, or supply-chain technology is required.
Proven success selling professional services, consulting engagements, implementation services, or technology transformation solutions.
Demonstrated experience managing a full sales cycle and personally closing complex B2B business.
Strong prospecting and pipeline-development capabilities, with the ability to consistently create and advance qualified opportunities.
Excellent discovery and consultative-selling skills, with the ability to uncover complex customer needs and connect them to commercially viable solutions.
Ability to understand operational and technology challenges and translate them into compelling business outcomes and customer solutions.
Experience collaborating with technical, consulting, subject-matter, and delivery teams throughout the sales process.
Strong presentation, proposal development, negotiation, communication, and relationship-building skills.
Highly disciplined approach to forecasting, CRM management, account planning, and sales execution.
Strong ownership, judgment, accountability, and ability to operate effectively in a collaborative, fast-moving environment.
Willingness and ability to travel approximately 30–40% as required.
Benefits
Competitive base salary of $130,000–$145,000 USD .
Target variable compensation equal to 100% of base salary .
Target on-target earnings of approximately $260,000–$290,000 USD .
Variable compensation tied to sales performance under the applicable sales incentive plan.
Health and dental coverage, with regional wellness support depending on eligibility and location.
Paid vacation, sick leave, and public holidays.
Retirement savings programs appropriate to the country of employment.
Learning and professional-development support.
Remote and hybrid working arrangements depending on role and location.
Equipment, home-office, internet, and eligible business-travel support.
Team gatherings, company meetups, and offsite opportunities.
The opportunity to work with experienced implementation and supply-chain leaders on practical solutions with visible client impact.
Significant autonomy and influence over account priorities, partner relationships, and market development.
A collaborative, people-focused culture built around trust, communication, ownership, and diverse perspectives.
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