Director of Sales

JustFOIA, an MCCi brand, is a records request software solution. From the beginning, JustFOIA was built for government agencies and continues to evolve based on valuable client feedback. Our mantra is to continuously “Build the Most Powerful and Easy-to-Use Records Request Software.” Together with MCCi, our solutions suite and commitment to client delight enable us to positively impact the lives of our clients and those they serve.

We are looking for an experienced Director of Sales to join our growing team. Reporting to the General Manager of JustFOIA, you will play a critical role in driving sales productivity to meet and exceed ambitious sales targets. This high impact role requires a passionate leader with a proven track record in GovTech software solutions known for exceptional team-building skills, with a proven ability to develop, mentor and retain high-performing sales teams while fostering a culture of accountability and success. This is a remote position with expected travel of up to 25%.

What you’ll do:

• Oversee all functions of the Sales team, department operations, sales cycle, and overall efforts.
• Drive and own all aspects of revenue growth, including strategy, tactics, and actionable plans.
• Collaborate closely with Marketing to ensure alignment and actively participate in the development and execution of marketing strategies.
• Create and execute a strategic plan to exceed sales targets and expand the client base.
• Translate company objectives into sales targets, setting and communicating clear goals for team members.
• Continuously motivate, coach, and inspire employees to exceed activity and revenue targets.
• Identify performance gaps and implement corrective actions to achieve expected outcomes.
• Recruit, hire, and successfully onboard new sales team members, ensuring cultural and skill alignment.
• Coordinate and lead comprehensive training for new hires and ongoing skill development for current employees.
• Develop, update, and maintain all training plans, resources, and playbooks to align with company strategy and goals.
• Prepare, review, and ensure the accuracy of all periodic reports, including scorecards, forecasts, KPIs, and Quarterly Business Reviews.
• Serve as the primary escalation point for all sales-related issues, providing resolution and support.
• Continuously evaluate and refine sales processes to improve efficiency and effectiveness.
• Ensure effective use of sales tools and CRM systems, driving adoption and optimization across the team.

What you’ll need to be successful:

• 4+ years as a successful Sales Director in a high-growth organization (100%+ YoY), with a proven track record of managing other Sales leaders, overseeing teams of 10+ direct reports, and managing sales across multiple territories.
• 5+ years of experience selling SaaS solutions with a comparable deal size to large and mid-size State and Local Government organizations.
• Familiarity with the unique procurement processes, compliance requirements, and sales cycles specific to the Government sector.
• Demonstrated proficiency in modern sales processes and methodologies, including:
  • Leveraging CRM tools to optimize team performance and sales pipeline management.
  • Applying data-driven decision-making to accurately forecast and drive strategic growth.
• Implementing consultative selling techniques to build long-term customer relationships and close complex deals.
• Ability to develop and execute sales strategies that align with the organization’s growth objectives and adapt to evolving market dynamics.
• Experience working cross-functionally with Marketing, Product, and Client Success teams to ensure alignment and maximize customer value.
• Exceptional presentation and communication skills, with the ability to engage stakeholders at all levels, both internally and externally.
• Proven ability to mentor and develop high-performing sales teams, fostering a culture of accountability, collaboration, and continuous improvement.
• Track record of consistently exceeding revenue targets and KPI goals in competitive and high-pressure environments.
• Polished presentation skills, both online and in-person.
• Exceptional verbal and written communication abilities to engage stakeholders at all levels.
• Ability to troubleshoot and resolve complex challenges, delivering win-win outcomes for internal teams and external customers alike.
• Outstanding prioritization and time management capabilities, ensuring optimal use of resources in fast-paced, high-growth environments.
• Thrive as an inspirational role model, coaching teams through every stage of the sales cycle, from prospecting and qualification to closing, with an unwavering commitment to delivering exceptional service and ensuring long-term client success.

What you can expect from us:

We really ARE more than a company! We have a passion for growth and hitting goals, but we want to do it together as a team and enjoy the ride as we go.

WE ARE APPROACHABLE.

Want to talk to a member of management or leadership, walk up and say hi.

WE TRUST YOU.

We don’t have a million rules because we believe you will embrace our Culture Code and make good decisions.

WE EMBRACE TECHNOLOGY!

We love it, sell it, support it, use it, and need it.

WE DRESS COMFORTABLY.

We need you to work hard, not wear a tie.

WE ARE KIND.

Being kind, forgiving, empathetic, and respectful can change your life and everyone around you.

WE ENJOY OUR TEAM.

Use your webcam, collaborate, build relationships, and recognize others for doing a great job. You work a lot; make the most of your time here.

WE VIRTUALIZE EVERYTHING.

We strive for 100% inclusion of our remote teammates.

JustFOIA is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.