Key responsibilities include:

• Build, lead, and develop a high-performing sales organization focused on retention, expansion, and new business development.

• Define and execute regional and territory strategy, ensuring clear priorities, disciplined execution, and alignment across the team.

• Oversee pipeline management, opportunity governance, CRM discipline, and accurate forecasting across new and renewal sales.

• Recruit, develop, and retain top sales talent while fostering a culture of accountability, coaching, and continuous improvement.

• Lead strategic deal engagement, including executive customer relationships, complex negotiations, presentations, and proposals.

• Partner cross-functionally and leverage market, customer, and competitive insights to identify growth opportunities and inform strategy.

Qualifications:

• 5+ years of sales leadership experience (manager, director, or equivalent), preferably in library services, academic technology, or publicly funded sectors

• Demonstrated success leading field sales teams with consistent achievement of sales growth targets.

• Strong executive-level selling and negotiation experience with complex stakeholders.

• Ability to interpret market dynamics, competitive positioning, and customer needs to inform strategy.

• Proven strategic planning, analytical capability, and disciplined execution in a performance-driven environment.

• Demonstrated knowledge of artificial intelligence (AI) tools and emerging technologies, with the ability to strategically leverage AI-driven solutions to enhance regional sales performance, customer engagement, forecasting accuracy, pipeline management, and operational efficiency

• Strong balance of enterprise-level thinking with operational rigor and accountability.

• Experience working effectively in a matrixed, cross-functional environment.

• Proficiency with CRM platforms, sales analytics, and data-driven decision-making

• Self-directed, entrepreneurial leader with strong ownership mindset and results orientation

• Ability and willingness to travel extensively (60–80%)

• Bachelor’s degree or higher required

Compensation

Pay Range: $127,000 — $161,000 per year

The pay range listed reflects the anticipated compensation for this position. Actual pay may vary based on factors such as work location, education, experience, skills, and certifications. Final compensation decisions also consider internal pay equity and market data. Our pay criteria are gender-neutral and applied consistently.

Additional Compensation: This position is eligible for an incentive-based sales compensation plan tied directly to goals and metrics.

This position is eligible to participate in our corporate benefits programs, which include:

• Health & Wellness: Medical, dental, and vision insurance options, alongside employee spending accounts.

• Retirement Savings: Retirement saving plans with a company matching contribution.

• Paid Time Off (PTO): Paid time off and observed company holidays.

• Income Protection: Life insurance, short-term disability, and long-term disability coverage.

• Additional Benefits: Other corporate programs, discounts, and wellness resources as applicable to employees.

• More specific information is available upon request.