Director of Sales- Commercial

Director of Sales - Commercial

Position at Windward Consulting

Location:

Roanoke, VA

Salary: $ - $

Windward Consulting is an Elite Service Now partner that delivers real‑world Service Reliability solutions using a unique blend of expert process knowledge, technology insight, and deep operational experience. Since 1997, we have supported over 500 clients worldwide and more than 3,500 projects, earning a CSAT score of 4.7 and an eNPS of 82.

• Build a team of direct Sales Executives to drive rapid new‑business sales growth in the region.
• Develop and execute sales strategy for the region in partnership with Sales Operations, including competitive landscape analysis and go‑to‑market planning.
• Engage in territory planning and opportunity development, supporting and assisting Field Sales teams in closing opportunities.
• Recruit, coach, and mentor team members to drive excellence.
• Create territories and quotas for the sales team, communicating performance expectations.
• Maintain accurate forecast and pipeline reports.
• Meet annual sales goals on a quarterly and annual basis.
• Engage in C‑level meetings to understand customer business requirements.
• Build effective relationships with Solution Consulting, Business Units, Professional Services, Marketing, partner community, and the Service Now executive team.
• Retain and grow the existing customer base through regular non‑sales engagement activities.

• Expand Windward’s presence within strategic accounts by uncovering high‑value opportunities tied to enterprise transformation.
• Build deep executive relationships, positioning Windward as a trusted advisor across Service Now, ITSM, AIOps, CMDB, and reliability initiatives.
• Influence client direction through strategic insight, clear recommendations, and outcome‑based roadmaps.
• Strengthen retention and loyalty by ensuring delivery excellence and proactive executive engagement.
• Accelerate company growth by securing net‑new logos and driving significant annual consulting revenue.

• 7+ years of consultative sales experience in high‑technology services, ideally within the Service Now, ITSM/ITOM, or Enterprise Management space.
• Demonstrated success selling into mid‑to‑large enterprises with consistent C‑suite engagement.
• Strong executive presence and business acumen, with the ability to diagnose enterprise challenges and shape integrated solutions.
• Proven track record of $3M–$5M+ in annual consulting revenue through a mix of net‑new wins and account expansion.
• Expertise in managing complex, full‑lifecycle sales motions and building compelling, value‑driven business cases.
• Deep understanding of enterprise industry verticals relevant to the assigned territory.
• Skilled in delivering high‑impact presentations and leading executive‑level discussions.
• Proficiency with CRM and pipeline management tools (Salesforce preferred).
• High integrity, a strong work ethic, and a results‑oriented mindset.

• A strategic, consultative sales professional who builds strong, trust‑based relationships.
• Motivated, intellectually curious, and consistent in delivering on commitments.
• Confident engaging across all levels of an organization, from technical teams to the C‑suite.
• Passionate about technology, transformation, and driving meaningful client outcomes.
• A collaborative team member who exemplifies our core values.

• ACCELERATE CLIENT VALUE – Real Value. Real Results.
• STRIVE FOR EXCELLENCE – Excellence is our baseline.
• OWN OUR ACTIONS – Say it. Mean it. Do it.
• LEAD THROUGH LEARNING – Better us, better outcomes.
• ONE TEAM, ONE WINDWARD – All in. All together.

• Competitive base salary aligned with experience and performance expectations.
• Uncapped commission potential with significant earning upside.

• Medical, Dental, Vision.
• Flexible Spending Accounts.
• Short Term Disability, Long Term Disability, Life Insurance and AD&D.
• Paid Time Off, Personal Leave, Holidays.
• 401(k) plan with company match.
• Work/life balance initiatives.

Windward is proud to be an Equal Opportunity Employer. Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, ancestry, marital or veteran status.

Director

Full‑time

Sales and Business Development