Director of Sales, Vertical Markets

Description Primary Objectives:

Develop, oversee, and execute comprehensive vertical market sales strategies aligned with company revenue goals and market expansion objectives. Build and maintain high-performing sales teams that drive significant revenue growth while ensuring customer satisfaction and retention within target industry verticals.

• Develop and execute comprehensive sales strategies for assigned vertical markets across the Americas
• Identify market opportunities, competitive threats, and emerging trends within target verticals to inform go-to-market strategies
• Establish revenue targets, forecasting models, and key performance metrics for vertical market performance
• Own and exceed annual revenue targets for assigned vertical markets
• Build and maintain executive relationships with key accounts and industry influencers
• Lead complex, high-value sales cycles with executives and decision-makers
• Drive new business development while expanding existing customer relationships
• Collaborate with product, marketing, and customer success teams to ensure vertical-specific solutions meet market needs

• Build, lead, and mentor a team of vertical sales managers and account executives
• Create structured training programs to develop deep vertical expertise across the sales organization
• Establish clear accountability frameworks, performance standards, and professional development pathways
• Foster a culture of collaboration, continuous improvement, and customer-centricity
• Set team goals, conduct performance reviews, and provide ongoing coaching
• Maintain deep knowledge of industry trends, regulatory changes, and competitive landscape within target verticals
• Cultivate strategic partnerships with system integrators, consultants, and technology partners within vertical markets
• Provide feedback to product teams on vertical-specific feature requirements and market demands
• Develop sales tools, collateral, and playbooks tailored to vertical market needs
• Set clear KPIs and metrics to measure sales performance, pipeline health, and revenue attainment
• Implement CRM systems and reporting to track revenue, market share, and sales team contribution
• Conduct pipeline reviews and forecast vertical market revenue accurately
• Partner with marketing to develop vertical-specific campaigns and demand generation programs
• Coordinate with legal and finance on complex deal structures and contract approvals
• Adhere to all company policies, procedures and code of business ethics

• Deep expertise in at least two major industry verticals (healthcare, print, manufacturing, higher education, etc.)
• Strong understanding of sales methodologies (BANT, Challenger, Solution Selling, etc.)
• Experience selling complex, enterprise-level solutions with deal sizes of $500K+
• Excellent executive presence and ability to engage with C-level stakeholders
• Strong financial acumen with experience managing sales P&L and revenue forecasting
• Outstanding presentation and communication skills with ability to influence at executive levels
• Experience with CRM systems (Net Suite a plus) and sales enablement platforms
• Knowledge of logical access control, identification used in manufacturing, MFP printers and secure printing technology preferred
• Proficiency in Microsoft products including Outlook, Excel, and Power Point

A Bachelor's degree in Business, Engineering, or related field is required; MBA or relevant advanced degree preferred. 10+ years of B2B sales experience, with at least 5 years in leadership roles. Proven track record of exceeding sales targets and managing teams in a vertical market or industry-focused sales model. Demonstrated success building and scaling sales teams. Experience managing enterprise-level accounts and complex sales cycles preferred.

None specified

Chicago Area or Remote / Business travel as necessary (roughly 40-60%), but will vary based upon the needs of the business.

• Employer Paid Life/STD/LTD
• 401K + Company Match
• Employee Stock Purchase Program
• Educational Assistance
• Competitive PTO Package & Paid Company Holidays
• Wellness Program

In addition to supplying us with your resume, we ask that you take our Behavioral Assessment through Predictive Index by going to the following link:

• Complete the assessment in a quiet place, free from interruption, in one session
• Take as much time as you wish to complete this assessment— typically takes