Director of Sales

Role Overview

• Drive Sales Performance: Consistently achieve and exceed monthly, quarterly, and annual sales bookings targets through new business acquisition and maximize cross sell/upsell of existing.
• Lead Account Strategy: Develop and execute comprehensive account plans that prioritize high-impact client engagement, build strong pipelines, and drive revenue growth across $1B+ organizations across Manufacturing, Healthcare, Energy, Retail, and Financial Services.
• Manage Sales Pipeline: Establish and maintain a robust net new business and renewal sales pipeline, ensuring consistent progress through all deal stages to support ongoing achievement of team and individual sales goals.
• Ensure weekly governance of Salesforce.com hygiene and coverage ratios.
• Coach and Develop Talent: Lead, mentor, and inspire a team of hunting sales professionals, fostering a high-performance new logo culture centered on accountability, collaboration, and continuous improvement.
• Deliver Client-Centric Solutions: Champion a consultative, solution-based sales approach that aligns IDC's products with each client's strategic objectives.
• Strengthen Client Relationships: Build and expand relationships with key decision-makers and stakeholders across new and existing client organizations to maximize retention and uncover growth opportunities.

Requirements

• Bachelor's degree or equivalent experience required
• 10+ years of direct sales experience, plus 5+ years sales management experience
• Experience in the market research or technology industries is a strong plus
• Demonstrated success selling complex products and services to senior technology leaders (CIOs, CTOs, IT Strategy, and Senior IT Strategic Sourcing) at a diverse set of companies spanning Mid-Market to Enterprise
• Proven experience managing, motivating, and enabling sales teams to excel and consistently overachieve targets
• Strong problem-solving skills with a proactive, self-starter mindset and a demonstrated ability to take initiative
• Strong communication, analytical, organizational, and time management skills
• Adept at building relationships at all organizational levels
• external and internal
• Proficiency in Microsoft Excel, PowerPoint, and Word
• Familiarity with Salesforce and sales enablement tools is preferred
• Willingness to travel up to 25%

Tech Stack

• SFDC

Benefits

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid life insurance
• Company-paid parental leave