Director of Sales, Vertical Markets

Overview

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.

Major Areas Of Responsibility

• 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

Specific Responsibilities

• 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

Required Knowledge,

Skills And Abilities

• 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

Education And Experience

• 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.

Physical Demands

None specified

Work Environment

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

Benefits

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

Behavioral Assessment

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Note Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.