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Sales Director
Sales DirectorGreenshades Software • Jacksonville, FL, US
Sales Director

Sales Director

Greenshades Software • Jacksonville, FL, US
[job_card.variable_days_ago]
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  • [job_card.full_time]
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Job Description

Job Description

Summary

Sales Director drives predictable net-new ARR growth and leads a high-performing team focused on acquiring new customers within the Payroll, HCM, and Workforce Management markets. This leader will play a central role in scaling our growth engine, elevating sales execution, and bringing a modern, process-driven GTM mindset to the organization.

This position owns the new-logo motion, guides a team of AEs, partners cross-functionally across Marketing, RevOps, Product, and CS, and helps shape our operating rhythm as we execute against our FY26 goals focused on growth, profitability and scale.

Responsibilities

Lead and scale a high-impact new business sales team

  • Hire, coach, and develop AEs to consistently achieve quota and pipeline targets
  • Bring a process-centric mindset to forecasting, deal inspection, pipeline management, and account planning
  • Establish a disciplined operating cadence aligned to our Revenue Architecture and GTM production lines
  • Leverage a strong ecosystem of partners, resellers and alliances to drive demand, accelerate deal velocity and improve win rates

Drive predictable new customer acquisition

  • Own monthly, quarterly, and annual new-logo ARR targets
  • Build and refine repeatable sales motions that follow the Bowtie and SPICED frameworks
  • Ensure consistent execution across discovery, mutual action plans, customer impact mapping, and competitive positioning

    • Partner cross-functionally

  • Work closely with Demand Gen to shape ICP, messaging, and targeted campaigns
  • Collaborate with Product to ensure field feedback informs the roadmap
  • Partner with Customer Success to ensure seamless handoffs that drive fast time-to-impact and long-term retention
  • Align with RevOps on territory design, compensation insights, forecasting models, and performance analytics

    • Elevate execution

  • Drive a culture of accountability, urgency, and continuous improvement
  • Model excellence in enterprise sales fundamentals, SPICED-style qualification, and value-based storytelling
  • Identify bottlenecks in the revenue production line and work with GTM leadership to improve throughput, win rates, and cycle times

    • Qualifications

    Required

  • 8+ years of SaaS sales experience with at least 3 years leading quota-carrying teams
  • Proven success scaling new-logo business in Payroll, HCM, HRIS, WFM, or adjacent enterprise software
  • Strong command of sales methodology (SPICED, MEDDIC, Command of the Message, or similar)
  • Demonstrated ability to create predictable pipeline and consistently hit ARR targets
  • Excellent at coaching, talent development, leading through data, and creating high-trust / high-performance cultures
  • Experience operating within a multi-product environment and selling to CFOs, HR leaders, and operational buyers

    • Preferred

  • Experience selling into mid-market and enterprise segments
  • Background working with PE-backed SaaS companies in transformation or scale-up phases
  • Familiarity with revenue models, GTM motions, and the principles behind the Revenue Factory

    • Success Looks Like

  • Team hitting or exceeding quota within first two quarters
  • Clear, repeatable sales motions established and adopted
  • Improved AE productivity, win rate lift, cleaner pipeline discipline
  • Shorter cycle times and reliable forecasting
  • Strong cross-functional alignment with Marketing, CS, Product, and RevOps
  • Meaningful contributions to our FY26 growth plan and the long-term revenue architecture of the company

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