[Hiring] Director of Sales @MDF Commerce Inc.

Role Description

SOVRA closed its strongest quarter on record and is entering 2026 with real momentum. This Director of Sales, Mid-Market role is a backfill into a team that is already performing — and the goal is to keep the trajectory moving. The person who steps in will inherit a structured book of business spanning Procurement, Sourcing, CLM, and Capital Planning, with room to extend into Tier 2 and Tier 3 enterprise deals over time.

This is not a role for someone who wants to build from scratch or manage from a distance. You will be in the field with your AEs, coaching in real deals, driving quota, and modeling the standard. If you are a proven enterprise seller who has moved into management without losing your edge — and you want to be part of a GovTech company that is genuinely winning — this role was built for you.

Responsibilities

• Pipeline & Team Quota:
  • You are responsible for facilitating the success of your team’s quota — $2.8M annually — this includes developing the deals your team brings forward.
  • You identify conversion moments in target markets (Tier 2 and Tier 3 accounts) and act on them decisively, not reactively.
  • You maintain CRM hygiene that gives leadership a clear, accurate picture of forecast and close probability at every stage.
• Team Leadership & Coaching:
  • You lead a team of Account Executives (including a Team Lead) with a coaching cadence that is structured, consistent, and makes people better.
  • You have experience using tools — Gong, revenue intelligence platforms, and AI-assisted insights — to run effective deal reviews, not just to check boxes.
  • You onboard new AEs with discipline: using the LMS, providing real feedback on training, and shortening ramp time through hands-on guidance.
• Strategic Sales Execution:
  • You set and monitor team KPIs, run QBRs with Sales leadership, and translate performance data into recommendations — not just reports.
  • You act as the senior escalation point for strategic prospects, joining key deals at the right moment to move them forward.
  • You keep the team's product knowledge current across SOVRA's full portfolio: Procurement, CLM, Sourcing, Capital Planning, and Edilex.
• Cross-Functional Partnership:
  • You work with Marketing to align on go-to-market programs, campaign feedback, and the sales collateral that gets used.
  • You partner with Account Management and Customer Success on handoffs that protect revenue and surface upsell and cross-sell opportunities.
  • You bring structured feedback from the field — on competitive positioning, pricing signals, and market needs — to the leadership team.

Qualifications

• Enterprise seller with a management track record — you have been a quota-carrying enterprise rep and have led a sales team. You understand the difference between managing and coaching, and your results show it.
• Proven quota achievement — both as an individual contributor and as a manager. You have owned a number and hit it, and your team has too.
• B2B SaaS experience — you know how to sell and manage in a subscription business, including deal structures, renewal economics, and the buying dynamics of multi-stakeholder accounts.
• Net new business focus — your background is in managed net new sales, not farming. You know how to build pipeline, advance complex deals, and close.
• Modern sales tool fluency — you use Gong, CRM (Salesforce preferred), and AI-assisted tools as a matter of practice — not novelty. You coach from the data, not the gut.
• Proactive communicator — your hiring manager and peers always know where deals stand. You escalate early, update often, and bring context — not just status.

Requirements

• Authorized to work in the US—unfortunately we are not able to sponsor work visas or transfers at this time.
• Must be physically located in one of the following states: AL, AZ, AR, CA, CO, DE, FL, GA, HI, ID, IL, IA, KS, MD, MA, MI, MN, MT, NV, NH, NJ, NY, OH, OK, OR, PA, SC, TN, TX, UT, VA, WA, WI.

Assets

• GovTech or public sector familiarity — experience selling into government agencies, procurement offices, or public-sector-adjacent buyers. You can speak the language and navigate the buying process.
• Procurement or capital planning domain knowledge — familiarity with e-procurement, sourcing, CLM, or infrastructure/capital planning software puts you ahead.
• US market development experience — you have opened or grown accounts across US state and local government, or enterprise SaaS accounts in adjacent markets.
• Enablement partnership experience — you have worked alongside an enablement team and know how to use LMS platforms, onboarding programs, and certification tracks to accelerate AE ramp.