Director of Sales - Focus Learning - Brydon Portfolio Company

Company Overview:

FOCUS Learning is a software company that provides mission-critical training and compliance solutions for highly regulated industries. The company is currently undergoing a modernization from on-premise to cloud-based technology and shifting from perpetual license to SaaS model. Backed by Brydon Group, a veteran-led $100M private equity fund, FOCUS Learning is poised for rapid growth and is seeking a dynamic Director of Sales to join its ground floor executive leadership team.

Job Summary:

The Director of Sales will play a critical role in assisting with developing and executing the company's sales strategy to maximize revenue generation, execute market expansion, and focus on customer retention and acquisition. Reporting directly to the CEO, the Director of Sales will collaborate with the executive team to drive business growth and achieve sales targets. The Director of Sales will work closely with the CEO to build and maintain strong relationships with industry partners, regulatory bodies, and key clients, and spearhead FOCUS Learning’s expansion into new highly regulated markets. Under your sales leadership, FOCUS Learning will continue to grow its reputation as a trusted provider of mission-critical training and compliance solutions to highly regulated industries.

Sales Strategy Development: Contribute to the development and implementation of the company’s commercial strategy. This includes providing data-driven and customer insights with recommendations on market analysis, competitive positioning, pricing, and revenue models. Ensure successful execution of the strategy, while collaborating closely with senior leadership on high-level strategic decisions.

Sales and Revenue Generation: Drive the sales process, identify new business opportunities, and manage the sales team to achieve revenue targets, while personally contributing to sales efforts and revenue generation. Develop and maintain a robust sales pipeline and drive the conversion of leads into successful customer engagements. Ensure all sales processes are clear, documented, repeatable, and continuously improved over time.

Reporting, Metrics, and Customer Insights: Establish and maintain robust reporting and metrics to produce reliable insights that inform decision-making. Prioritize and share these insights with the product team, supported by business cases, to guide strategic decisions. Ensure process hygiene and analytical rigor in all reporting activities.

Customer Relationship Management: Cultivate and maintain strong relationships with existing and potential clients, ensuring a high level of customer satisfaction. Understand customer needs, provide effective solutions, and act as a trusted advisor to clients.

Market Expansion: Identify and evaluate market trends, opportunities, and threats to inform business decisions and drive market expansion initiatives. Develop and execute strategies to penetrate new markets and industries.

Partnership Development: Identify strategic partnership opportunities with industry stakeholders, including regulatory bodies and other relevant organizations. Collaborate with leadership to improve the company’s visibility, market position, and revenue expansion potential. 

Qualifications:

• Previous experience as a Director of Sales or similar senior leadership role in a software company is a plus, however, candidates with a proven track record driving commercial strategy and sales in other relevant roles are also considered.
• Proven ability to develop and execute sales strategies aligned with business objectives. Ability to identify and capitalize on new market opportunities.
• Excellent leadership skills with the ability to inspire and motivate teams. Ability to negotiate and influence effectively at all levels.
• Strong interpersonal and communication skills to build and maintain relationships with clients, partners, and internal stakeholders.
• Familiarity with the operations and challenges faced by companies in highly regulated industries. Experience in the nuclear, transportation, or related field is a plus.

Compensation:

• This is a full-time salary position with a variable compensation (commission) and is eligible for benefits including health insurance, access to 401K, and paid time off. Compensation will depend on experience.