Director, Compliance Sales | Remote US

The Director of Compliance Sales at Coalfire is responsible for leading a sales team focused on generating, progressing, and closing new and renewal sales opportunities. You will manage a team of 4-6 sales representatives, support pipeline development, and ensure targets are met by coaching and motivating your team. Additionally, you’ll collaborate with key stakeholders to refine sales strategies and processes while managing the entire sales cycle within targeted accounts.

To qualify for the Director of Compliance Sales at Coalfire, candidates should have 3+ years of sales management experience with a proven track record in meeting and exceeding sales targets. Strong communication and presentation skills are essential, along with the ability to influence and build trust with stakeholders. A Bachelor’s degree or equivalent experience is also necessary for this role.

As the Director of Compliance Sales, you play a vital role in the development of sales talent at Coalfire. You’ll partner with talent acquisition, HR, and learning and development teams to create career opportunities for your sales representatives. By managing, coaching, and motivating your team, you ensure they achieve professional growth while meeting the organization's sales goals.

The salary range for the Director of Compliance Sales at Coalfire is between $94,000 and $163,000 per year. The actual compensation will depend on various factors including the candidate's education, geographic location, relevant work experience, and performance. Additional incentives such as annual bonuses may also be available.

Coalfire offers a comprehensive benefits package to the Director of Compliance Sales, including paid parental leave, flexible time off, professional development support, and digital mental health resources. With a flexible work model, you can choose to work from home or the office, ensuring a balance of personal and professional life while being part of a supportive and connected team.

In managing a sales team, I focus on establishing a supportive environment where each individual feels empowered to contribute and excel. I prioritize regular one-on-ones to understand their challenges and provide coaching to fine-tune their skills. By setting clear expectations and consistently reviewing performance metrics, I ensure we meet our sales goals while also investing in each team member's growth.

I recall a period where our quarterly targets seemed ambitious. By implementing a new territory and account-based planning strategy along with intensive coaching sessions, my team not only met but exceeded those targets by 15%. We increased client engagement through strategic upselling, resulting in significant year-over-year growth.

I believe motivation stems from recognition and growth opportunities, so I employ a mix of gamification of sales goals, regular team meetings to celebrate successes, and continuous professional development discussions. Offering personalized incentives and fostering healthy competition helps my team stay engaged and passionate about reaching their targets.

I address conflicts swiftly and privately, understanding the root cause of the disagreement. By facilitating open communication between the involved parties, I work to mediate the situation. I encourage a culture of respect and collaboration, ensuring that team members know they have a platform to voice concerns while remaining solution-focused.

I believe in data-driven sales forecasting. By leveraging historical data, market trends, and team input, I build a comprehensive view of where we stand. Regular updates and adaptations to our forecast are key. I focus on accuracy, utilizing tools like Salesforce to track progress and make informed adjustments to our strategies.

In a fast-paced environment, ongoing development is critical. I establish a continuous learning culture by implementing regular training sessions, mentorship opportunities, and career advancement discussions. I encourage my team to pursue certifications and attend industry conferences, always prioritizing their growth amidst the ongoing demands of sales.

I focus on key performance indicators such as forecast accuracy, opportunity generation, and quota attainment. Tracking these KPIs helps me align the team's efforts and assess individual and overall performance regularly. Adjustments are made based on these metrics to ensure we continually improve our strategies and sales outcomes.

Collaboration is foundational to my sales process. By working closely with account directors, marketing, and other departments, we create a cohesive approach to market challenges. Regular cross-departmental meetings allow us to align our goals and share insights, which helps our team effectively respond to client needs.

I tailor sales strategies by first understanding the unique needs and challenges of each client segment. By conducting thorough research and acknowledging industry trends, I can customize our value proposition. This approach ensures that our solutions resonate with clients, meeting their specific requirements and increasing our chances of success.

My motivation derives from the challenge of driving success through my team and seeing them grow and thrive. I’m passionate about cybersecurity and helping organizations protect themselves, which gives a deeper purpose to our sales efforts. Achieving targets is fulfilling, but knowing I've contributed to developing talented professionals makes it even more rewarding.