Director - Senior Sales Leader

Summary

Join our Digital Product Engineering company as a strategic sales leader to drive revenue generation and growth within the non-profit sector. Lead and mentor a high-performing sales team, focusing on custom software development, cloud solutions, and digital transformation. Develop and execute comprehensive sales strategies, targeting charitable organizations, foundations, and educational institutions. Build strong client relationships with C-level executives and decision-makers. Oversee the entire sales lifecycle, from lead generation to deal closure, and collaborate with cross-functional teams. Navigate procurement processes specific to non-profit organizations and represent the company at industry events. Stay updated on technology trends and contribute to developing innovative service offerings.

Requirements

• Minimum of 18+ years of industry experience, with at least 5+ years in a senior sales leadership role (e.g., Director of Sales, VP of Sales) within the software development, IT services, or technology consulting industry
• Experience (e.g., 3+ years) specifically navigating and successfully selling technology solutions within the non-profit domain, including charities, foundations, educational institutions, healthcare organizations, or social & tech companies operating in the social good sector
• Proven experience in successfully selling complex software solutions, custom software development, cloud services (SaaS, PaaS, IaaS), digital transformation initiatives, enterprise architecture, and IT consulting engagementt
• Expertise across the entire sales cycle, from lead generation and qualification to proposal development, negotiation, and closing deals
• Bachelor's / Master’s degree in Computer Science, Engineering, or related in technical field

Responsibilities

• Define and execute a comprehensive sales strategy to drive growth in the non-profit sector across custom software development, cloud solutions (SaaS, PaaS, IaaS), and digital transformation
• Lead, mentor, and scale a high-performing sales team, including remote and geographically dispersed members
• Develop quarterly and annual sales plans, KPIs, and revenue forecasts aligned with company objectives
• Identify and pursue new business opportunities within the non-profit sector, leveraging existing networks and market intelligence
• Build strong, long-term relationships with C-level executives and decision-makers at non-profit institutions
• Drive account-based selling approaches with a deep understanding of client missions, funding models, and organizational challenges
• Oversee the entire sales lifecycle: lead generation, qualification, RFP/proposal development, pricing strategy, negotiation, and deal closure
• Collaborate cross-functionally with delivery, marketing, and solution teams to ensure alignment and successful handoffs
• Maintain accurate sales pipeline data and provide regular updates on performance, risks, and opportunities
• Navigate procurement processes unique to non-profit and public sector organizations, including government grants, donor funding, and institutional budgeting cycles
• Represent the company in industry events, conferences, and networking functions to elevate brand awareness in the social impact space
• Stay abreast of technology trends, client needs, and industry developments in the non-profit sector to adapt and evolve sales strategies
• Contribute to the development of innovative service offerings that resonate with mission-driven organizations

Preferred Qualifications

• Extensive experience specifically within a leading IT consulting firm environment
• Demonstrated experience with international sales and managing geographically dispersed sales teams
• An active, well-established network of C-level and senior IT contacts within the software development or IT consulting industry, with a specific emphasis on connections within major non-profit organizations, philanthropic institutions, or agencies that impact non-profit initiatives
• Understanding of procurement processes relevant to non-profit partnerships