Director of Sales

Northland Communications


The Director of Sales reports to the COO and is responsible for sales performance. This person is tasked with promoting the Company values proposition and leveraging the resources to drive sales. In collaboration with the other managers on the team this leader will be expected to work across the Company to align sales and marketing efforts with the mission, vision and values of Northland and ensure cross-functional collaboration for the sake of the customer and team member experience. Overall responsibilities include:


  • Drive quota to meet sales and revenue goals (profitable growth)
    • Design and implement competitive sales strategy for Northland
    • Collaborate with leaders across Northland to promote growth
    • Build strong customer relationship to position Northland for growth
    • Build high performing teams
  • Responsible for day to day management of the Sales Team
    • Develop, recruit and on-board sales professionals to not only meet quota goals but to have the ability to understand and articulate the value that our infrastructure, products, and services bring to our customers
    • Proactively identify and manage on-going training needs for our new and existing team members in collaboration with People and Talent
      • Identify needs and create solutions for skill improvement
    • Develop internal systems to support sales efforts and ensure that processes are followed, improved, evaluated, understood, and implemented
    • Drive accountability
    • Measure success
      • Coach for improved performance
      • Reward excellence
    • Build business development team
      • On-board, train and develop team
      • Create seamless interfaces between business development and sales
  • Develop, implement, and manage incentive compensation plans
  • Collaborate with both marketing and product development
    • Assess market conditions of product portfolio
    • Pricing
    • Product offering (current, additions and end-of-life)
  • Implement and improve current management and administrative practices and processes
  • Actively engage with the Northland extended community
  • Skilled ability to monetize customer base
  • Design and implement alternative sales channels
  • Proven success managing specialized pricing
  • Change leadership—must drive change within own department and as part of initiative across Northland.


The Director of Sales is responsible for understanding their strengths and weaknesses and striving towards continuous self-improvement in relation to the behaviors associated with the following Leadership Framework areas:

  • Team Builder
  • Communicates Effectively
  • Makes an Impact
  • Leadership Presence
  • Knowledgeable


  • Bachelor’s degree
  • 2-7 years sales leadership experience.
  • Demonstrated commitment to continuous improvement and learning
  • Excellent written and oral communications skills
    • Individual
    • Group (presentation skills)
  • Telecom experience preferred
  • Customer Success experience preferred
  • Emotional maturity
  • Ability to articulate vision, mission and values and their importance
  • Customer-centric thinker with demonstrated experience putting this into action
  • Proven experience using a CRM; experience with CRM implementation preferred
  • Demonstrated success achieving both individual and team results
  • Experience with SaaS sales management
  • Demonstrated success using analytics to drive outcomes
  • Experience using technology to drive and manage work
  • Skilled ability to monetize customer base


  • Demonstrated success scaling and growing a company for increased profitable growth
  • Articulated and proven care for and about the well-being of their team
  • Strong collaborator
  • Driven strategic thinker
  • Affinity for technology and creating customer and internal solutions leveraging technology
  • Ability to think, act, and manage in a proactive manner

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