Sales Director

The Market Director (MD) is responsible for driving business results through strong leadership, disciplined execution, and an intentional focus on people, performance, and culture. This role owns strategy execution at the market level while developing high-performing sales and recruiting teams, ensuring operational excellence, and creating a culture of accountability, growth, and results.

The MD translates business strategy into clear priorities, measurable outcomes, and consistent coaching that leads to predictable performance and long-term team success.

Business Strategy → Business Results

The MD is accountable for the following core leadership rhythms and expectations:

• Conduct weekly 1:1s with direct reports
• Lead activity-based coaching and development
• Set, track, and execute sprint goals
• Perform req scrubs and pipeline reviews
• Coach with data and KPI-driven insights
• Utilize and reinforce the Coaching Playbook
• Lead and participate in sales meetings, recruiter meetings, and all-office meetings

• Lead and participate in ride-alongs and account reviews (AARs)
• Support sales prep, proposals, and RFP responses
• Facilitate role plays and sales skill development
• Drive execution of TPSC, AGPs, and opportunity strategies
• Oversee outbound and active outreach efforts (cold calling, call fests, Groove, Primer, OOOs)
• Partner with NSP teams and collaborate cross-functionally
• Plan and execute sales contests and performance initiatives
• Represent the organization at networking events and RLCs
• Support executive-level selling and account transitions
• Develop and reinforce North Stars and Opportunity Playbooks
• Guide non-NSP account strategies

• Own hiring strategy, onboarding, and on-campus recruiting efforts
• Develop and manage coaching roadmaps and individual action plans
• Lead KPI tracking, placement goals, allocation, and performance management
• Facilitate 5-Star meetings and team pairings
• Manage tools and reporting (e.g., Domo)
• Set and reinforce HARD goals and ambition standards
• Lead new process rollouts and change management initiatives
• Own operational drivers and continuous improvement
• Oversee budgets, expense reports, and financial discipline

• Serve as office leader and culture carrier
• Foster a positive, inclusive, and high-energy environment
• Lead celebrations, milestone recognition, and team events
• Support DEI initiatives and cross-divisional collaboration
• Encourage peer coaching, committees, and competitions
• Manage remote schedules and flexibility expectations
• Promote professionalism and uphold non-negotiable cultural standards
• Support team well-being through service events, EEU initiatives, and employee support

• Success in this role is measured by:
• Achievement of revenue, placement, and KPI targets
• Strength and consistency of leadership rhythms and coaching execution
• Growth, retention, and promotion of top talent
• Operational excellence and process adoption
• Consultant and client satisfaction
• A healthy, accountable, and high-performing team culture
• Lead with clarity, accountability, and consistency
• Coach through data while balancing empathy and performance
• Model professionalism, ambition, and ownership
• Embrace change and drive continuous improvement
• Protect key cultural behaviors while evolving the team for future growth

• Bachelor’s degree in Business, Management, or a related field
• 5+ years of experience in a direct sales role
• 2+ years of experience in leadership in a sales-based setting
• Demonstrated success leading teams in fast-paced, high-expectation environments
• Proven coachability with a track record of applying feedback, adapting quickly, and continuously improving leadership approach
• High emotional intelligence (EQ) with the ability to build trust, deliver difficult feedback, and balance empathy with accountability
• Strong challenger mindset — comfortable pushing thinking, raising standards, and constructively challenging both individuals and the status quo