Company Description:

Job Summary:

Responsibilities:

• Own Field Sales Strategy & Performance: Lead end-to-end field sales execution to meet and exceed quarterly and annual revenue targets, aligning field activities with DMD’s strategic sales plan and multi-dimensional segmentation strategy. Prioritize high-growth target segments – e.g. Fortune 5000 enterprises, large data center clients, and top cloud service providers – in line with DMD’s go-to-market focus on these priority markets.
• Team Leadership & Coaching: Hire, develop, and lead a high-performing team of field Account Executives (covering both strategic enterprise and mid-market accounts) to drive complex ITAD deals. Set clear performance goals, provide ongoing coaching and mentorship, and hold the team accountable to DMD’s standards of Proactivity, Accountability, and Curiosity in every customer engagement. Foster a culture of continuous improvement and professional growth, ensuring each field rep excels in consultative, value-driven selling to executive-level customers.
• Sales Methodology & Process Excellence: Champion the adoption of DMD’s sales methodology and playbook across the field team. Drive rigorous deal qualification and pipeline discipline using frameworks like MEDDPICC (Metrics, Economic Buyer, Decision Criteria/Process, Paper Process, Identify Pain, Champion, Competition) for every significant opportunity. Enforce opportunity stage entry/exit criteria and CRM stage-gate processes to improve forecast accuracy and pipeline integrity. Ensure CRM best practices (in our Microsoft Dynamics 365 environment) are followed – from timely activity logging to pipeline hygiene and forecast cadence – resulting in a reliable, data-driven view of the business.
• Pipeline & Deal Management: Oversee the field sales pipeline and sales funnel, regularly reviewing deal status, conversion rates, and coverage against targets. Proactively identify gaps or risks in pipeline coverage and implement initiatives to generate sufficient top-of-funnel opportunities (in partnership with Marketing and Sales Development) for sustainable growth. Deliver accurate sales forecasts and develop action plans to ensure the team stays on track to achieve short- and long-term revenue goals.
• Enterprise Deal Ownership: Serve as the executive sponsor and escalation point for major deals, taking ownership of our most complex and enterprise ITAD sales opportunities from inception to close. Guide your team in developing winning strategies for large RFPs and proposals, coordinating internal resources (solutions architects, operations, legal, etc.) to craft compelling solutions that address client requirements (e.g. global ITAD programs, data security, compliance, sustainability). Oversee negotiations for multi-million dollar contracts, enterprise agreements, and long-term ITAD partnerships, ensuring profitable deals that align with DMD’s standards and deliver value to clients.
• Value Proposition & Strategic Selling: Ensure the field team effectively articulates DMD’s differentiated value proposition in every customer interaction. This includes emphasizing our Reuse First™ approach, transparent resale & revenue-sharing model, measurable ROI outcomes, and industry-leading sustainability and compliance practices that set DMD apart from commodity ITAD vendors. Equip the team with sales enablement tools (case studies, ROI calculators, business case templates) to quantify and prove the financial and environmental impact of DMD’s solutions for enterprise clients.
• Cross-Functional Alignment: Collaborate closely with Marketing, RevOps, and Product/Operations teams to align field sales efforts with broader go-to-market initiatives. Partner with Marketing to drive lead generation, account-based campaigns, and brand presence in target markets. Work with Revenue Operations on sales forecasting, analytics, and continuous improvement of the sales process (e.g. implementing enhanced CRM tools, sales playbook updates, and pipeline analytics). Coordinate with Customer Success/Operations to ensure smooth delivery, customer satisfaction, and to capture feedback for service improvements, especially for our largest enterprise accounts.
• Sales Development & Outbound Integration: Align the field sales team with DMD’s Sales Development (Sales Academy/BDR) program to maximize pipeline generation from high-volume outbound efforts. Ensure seamless hand-off of qualified leads from the inside sales/academy team to field Account Executives, and provide feedback to continuously refine lead qualification criteria and outbound targeting. By tightly integrating with our inside sales processes and playbooks, you’ll convert initial opportunities into larger deals and long-term clients.
• Strategic Planning & Reporting: Act as a key contributor to DMD’s sales strategy evolution. Translate high-level sales objectives and strategic initiatives into field-level action plans, such as targeting priority customer cohorts and executing quarterly asset disposition plans (Q-ADPs) ahead of major refresh cycles. Regularly report on field performance, market feedback, and competitive insights, using data to recommend adjustments in strategy or tactics. Serve as a thought partner to the CRO in refining our go-to-market approach, ensuring that field learnings inform broader sales strategy and that DMD’s sales motions remain aligned with our growth goals.

Skills & Experience Required:

• 10+ years of B2B sales experience, with 5+ years in a sales leadership role (e.g., Sales Director, Regional Sales Manager, or Enterprise Sales Lead) driving successful teams. Experience in enterprise technology or IT services sales is strongly preferred.
• Proven track record of exceeding revenue targets and closing complex, high-value deals (including multi-year enterprise contracts and RFP-driven deals). You have led or significantly influenced deals with Fortune 1000/5000-level clients and understand how to navigate long sales cycles, procurement processes, and enterprise RFPs.
• Deep familiarity with modern sales methodologies and tools. Hands-on experience implementing and coaching qualification frameworks (e.g., MEDDPICC or similar), and driving disciplined CRM usage for pipeline management and forecasting (experience with Microsoft Dynamics 365 is a plus).
• Analytical and data-driven mindset: adept at using sales metrics, pipeline analytics, and win/loss insights to identify trends and continuously improve team performance and sales strategies. You consistently use data to inform forecasts, territory plans, and coaching conversations.
• Exceptional leadership and coaching skills: Proven ability to develop sales talent, build high-performing teams, and foster a culture of accountability and excellence. You lead by example with DMD’s core values of Proactivity, Accountability, and Curiosity, encouraging your team to anticipate client needs, honor commitments, and seek innovative solutions to client challenges.
• Collaborative and strategic cross-functional partner: experience working closely with Marketing (for demand generation and messaging), Sales/Business Development teams (lead generation and qualification), Revenue Operations (performance analytics, process improvements), and Delivery/Customer Success (to ensure client satisfaction and retention). You can break down silos and align stakeholders around common revenue goals and sales processes.
• Excellent communication, negotiation, and presentation skills, with the executive presence to engage C-level clients and represent DMD’s value proposition persuasively. Comfort in negotiating complex contract terms and guiding deals through procurement, legal, and compliance reviews.
• High adaptability and self-starting attitude: Thrives in a fast-growth, build-and-iterate environment, able to handle ambiguity and swiftly adjust strategies based on market feedback and changing organizational needs. You take initiative to solve problems and continuously enhance the playbook rather than waiting for direction.
• Passion for sustainability and technology: Genuine interest in DMD’s mission of responsible IT asset disposition and the ability to inspire customers with our story of delivering measurable ESG and financial outcomes through ITAD.