Director of Sales

JMARK is an IT managed services provider headquartered in Springfield, Missouri, with a second office in Tulsa, Oklahoma, and numerous full-time remote employees spread throughout the country. The reason JMARK is a "best" place to work can be summed up in one word: culture. Nurturing a respectful, supportive, dynamic, spirited culture among the more than 145 individuals that make up JMARK is a point of passion for CEO Thomas Douglas. It matters so much to him that every decision made regarding JMARK is run through the filter of how it will impact the culture at large—as well as every employee on an individual level.

This dedication to creating a positive environment has been instilled in every leader at any level—including the board of directors—and passed down to every employee in the company. From the first moment one walks in the door at JMARK, it is clear that this is a true family made up of teammates who care for one another, cheer each other on, and thrive on coming together to achieve greater things together than could ever be done alone. The words "People First" are in our slogan, and everything that happens at JMARK leads back to that phrase.

The Director of Sales role is a base salary plus incentive role. This position is required to report to our Tulsa, OK office at least 3 days a week.

Job Summary:

The Director of Sales is responsible for executing JMARK’s new business development strategy through the leadership of outbound sales efforts, SQL production, and high-performance team execution. Reporting to senior leadership, this role manages the day-to-day operations of the sales team with a strong focus on converting Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs), building a healthy and accurate pipeline, and closing new business aligned with JMARK’s Target Customer Profiles (TCPs).

The Director leads a team of Account Executives (AE) & Business Development Representatives (BDR) in prospecting, nurturing, and securing new client relationships, while ensuring adherence to defined sales playbooks and CRM discipline. The role includes direct ownership of sales process execution—refining funnel stages, improving conversion rates, and advancing deals through a structured and repeatable methodology. The Director also collaborates closely with the Marketing team to align on campaign targeting, MQL-to-SQL handoffs, and funnel metrics.

Additionally, the Director supports the adoption and use of modern sales tools, automation systems, and AI-driven insights to improve outreach and forecasting. This role plays a key part in pipeline reviews, sales coaching, win/loss analysis, and delivering regular performance reporting. Success in this role requires a strong ability to lead by example, motivate sales professionals, and continuously improve the systems that drive predictable, scalable revenue growth.

Duties and Responsibilities:

This position is responsible for the following:

• Assist in the develop and lead the execution of the strategy for the sales plans focused on acquiring new clients aligned with JMARK’s Target Customer Profiles (TCPs) and revenue growth objectives.
• Own the SQL production process by defining and refining lead qualification criteria, sales stages, and accurate pipeline forecasting within the CRM (e.g., HubSpot).
• Lead the development and continuous optimization of the sales playbook, including funnel metrics, objection handling, value articulation, pricing strategies, and onboarding procedures.
• Collaborate closely with Marketing on MQL-to-SQL handoff processes, ensuring alignment in messaging, lead scoring, and funnel performance.
• Identify and pursue high-value opportunities through outbound prospecting, relationship-building, and execution of targeted sales campaigns.
• Leverage AI-driven prospecting tools, CRM automation, and advanced analytics to improve team efficiency, conversion rates, and visibility across the pipeline.
• Maintain a forward-looking perspective on sales technology and tools; evaluate and recommend emerging platforms to support sales enablement, forecasting, and competitive positioning.
• Build trusted relationships with decision-makers and influencers in target markets, positioning JMARK as a value-driven partner and thought leader.
• Conduct market research and participate in industry events to identify new trends, opportunities, and potential partnerships.
• Lead, coach, and develop a high-performing sales team with a culture of accountability, continuous improvement, and results orientation.
• Provide regular sales performance reporting, forecasts, pipeline insights, and competitive analysis to executive leadership.
• Collaborate cross-functionally with internal stakeholders to ensure a seamless transition from sales to onboarding and long-term client success.
• Engage in pipeline reviews, win/loss analysis, and strategic deal structuring to maximize close rates and customer fit.

Skills and Qualifications:

Experience and Education:

• Extensive experience in outside sales leadership, business development, and new client acquisition.
• Proven track record of exceeding sales targets and driving revenue growth in leading a new business development team.
• Strong ability to generate leads, build pipelines, and close high-value deals.
• Experience in technology sales, managed services, or related industries preferred.
• Bachelor’s degree preferred; or industry certifications are a plus.
• Minimum of 8–10 years of experience in sales, with prior leadership experience in an outside sales capacity.
• Knowledge of and comfort with a variety of online tools such as:
• Top Tier Content Management System
• Funnel Management Tools
• CRM
• Web Analytics
• SEM Platforms
• Social Media Management platforms

Skills and Abilities:

• Strong ability to hunt and close new business.
• Experience hiring, developing, and coaching, and new and experienced sales professionals.
• Experience in accountability of sales processes and data compliance.
• Excellent networking, negotiation, and relationship-building skills.
• High-energy, self-motivated, and goal-oriented sales mindset.
• Strong business acumen and strategic thinking.
• Exceptional verbal and written communication skills.
• Ability to work independently and thrive in a fast-paced, results-driven environment.

Other Requirements:

• Valid driver’s license
• Proof of vehicle insurance.
• Reliable and suitable transportation that can be used as required to perform duties, if needed.

The pay range for this role is:
125,000 - 150,000 USD per year(Tulsa Office)

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