POSITION SUMMARY

The Sales Director is a dynamic, results-driven leader responsible for overseeing the strategy, development, and execution of the Inside Sales (Enrollment Center) and Supplier Enablement functions. This individual will drive customer payment acceptance, optimize both digital and direct sales approaches, and lead a high-performing team to expand virtual card payment adoption.

This role combines hands-on leadership with a focus on team growth, data-driven customer targeting, customer experience (CX) enhancement, and operational excellence to achieve enrollment and sales goals in a fast-paced, high-volume environment.

The Sales Director will lead a team of Inside Sales Leads and Enrollment Specialists, while working closely with Marketing, Product, Data/Analytics, and Operations to design and execute integrated go-to-market strategies. This position is key to scaling the Inside Sales function, developing sales managers, and driving success across both new customer acquisition and retention efforts.

AREAS OF FOCUS

Leadership and Team Management

• Recruit, develop, and manage a high-performing team of 50+, including Enrollment Specialists and Inside Sales Team Leads.

• Provide coaching and development for sales managers, equipping them to effectively lead, motivate, and scale their teams.

• Foster a culture of accountability, collaboration, and innovation across both digital and direct sales efforts.

• Set clear, measurable goals for individuals and teams, ensuring alignment with organizational targets.

• Lead the strategic implementation of initiatives aimed at improving sales effectiveness, efficiency, and customer engagement.

• Deliver regular sales forecasts, pipeline insights, and team performance analytics to executive leadership.

Sales Strategy and Execution

• Develop and execute an integrated sales strategy that blends digital outreach, data-driven targeting, and direct customer engagement to maximize virtual card payment adoption.

• Establish and monitor enrollment and sales pipeline targets, optimizing conversion rates across channels.

• Partner with Marketing to leverage campaigns, segmentation, and personalized messaging to reach the right suppliers at the right time.

• Collaborate with Product and Data teams to enhance targeting models, enabling proactive and predictive sales actions.

• Ensure a customer-first approach, emphasizing the importance of a positive, seamless experience across all interactions.

Operational Excellence and Sales Process Optimization

• Design and implement scalable, integrated sales processes and methodologies that unite digital, inbound, and outbound efforts.

• Oversee compliance with regulations and company policies in all sales and enrollment processes.

• Leverage CRM, analytics platforms, and sales enablement technologies to monitor performance, surface insights, and drive informed decision-making.

• Champion continuous improvement through the application of analytics, automation, and emerging sales technologies.

Customer Engagement and Retention

• Serve as an escalation point for complex supplier enablement or customer cases, guiding teams toward successful outcomes.

• Work with Marketing to create CX-focused engagement strategies, ensuring customer satisfaction and loyalty.

• Develop upsell and cross-sell programs informed by customer insights, transaction trends, and market data.

• Regularly analyze customer feedback, sales data, and market signals to refine targeting, messaging, and sales strategies.

MINIMUM QUALIFICATIONS

• Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred).

• 10+ years of sales leadership experience, with at least 5 years in a call center or inside sales environment.

• Proven track record in the fintech or payments space, particularly in B2B merchant or supplier enablement.

• Strong experience managing large teams in high-volume, outbound and digitally enabled sales operations.

• Demonstrated success using data, analytics, and digital marketing integration to drive customer targeting and sales growth.

• Expertise in sales enablement technologies, CRM systems, marketing automation, and business intelligence tools.

• Exceptional analytical, organizational, and problem-solving skills.

• Excellent communication, interpersonal, and presentation skills, with the ability to influence stakeholders at all levels.

• A results-driven mindset with a passion for coaching, developing leaders, and enhancing the customer experience.