Director of Sales

IDC

Director of Sales

US—Remote

About the Role & Team

We're looking for a dynamic, results-oriented Director of Sales to help shape and execute our sales vision, leading a talented team toward ambitious revenue goals. In this critical role, you'll have the opportunity to make a significant impact—crafting winning strategies, coaching accomplished salespeople with a hunting sales acumen, and strengthening key client relationships in a fast-paced, competitive market. If you thrive on challenge, innovation, and leading from the front, we want to hear from you.

This role leads one of our End User Sales Teams dedicated to our IT Buyer account base, focusing on supporting Senior Technology Decision Makers at organizations with $1B+ in annual revenue. As a critical segment of our business, the priority is to drive meaningful net‑new logo growth and strong install base retention. The Sales Director will be responsible for managing and developing a team selling across our full portfolio—Research & Advisory, Metrics, and Leadership Development—to companies across North America.

This position reports directly to the Group Vice President (GVP) of North America End User/IT Buyer Sales.

• Drive Sales Performance:
  Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and maximize cross‑sell/upsell of existing.
• Lead Account Strategy:
  Develop and execute comprehensive account plans that prioritize high‑impact client engagement, build strong pipelines, and drive revenue growth across $1B+ organizations in Manufacturing, Healthcare, Energy, Retail, and Financial Services.
• Manage Sales Pipeline:
  Establish and maintain a robust net new business and renewal sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals. Ensure weekly governance of  hygiene and coverage ratios.
• Coach and Develop Talent:
  Lead, mentor, and inspire a team of hunting sales professionals, fostering a high‑performance new‑logo culture centered on accountability, collaboration, and continuous improvement.
• Deliver Client‑Centric Solutions:
  Champion a consultative, solution‑based sales approach that aligns IDC's products with each client's strategic objectives.
• Strengthen Client Relationships:
  Build and expand relationships with key decision‑makers and stakeholders across new and existing client organizations to maximize retention and uncover growth opportunities.

• Bachelor's degree or equivalent experience required
• 10+ years of direct sales experience, plus 5+ years sales management experience
• Experience in the market research or technology industries is a strong plus
• Demonstrated success selling complex products and services to senior technology leaders (CIOs, CTOs, IT Strategy, and Senior IT Strategic Sourcing) at a diverse set of companies spanning Mid‑Market to Enterprise
• Proven experience managing, motivating, and enabling sales teams to excel and consistently overachieve targets
• Strong problem‑solving skills with a proactive, self‑starter mindset and a demonstrated ability to take initiative
• Strong communication, analytical, organizational, and time‑management skills; adept at building relationships at all organizational levels—external and internal; proficiency in Microsoft Excel, PowerPoint, and Word
• Familiarity with Salesforce and sales enablement tools is preferred; willingness to travel up to 25%

At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high‑caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise…