Director of Sales & Growth (Job ID 2994627)

This leading IT company delivers a superior experience to the best-run businesses in Florida and beyond. Currently seeking a strategic and results-driven Director of Sales & Growth to be responsible for developing and executing a cohesive go-to-market strategy for both new client acquisition and existing client retention and expansion.

The Company

• For 25 years, this company has provided IT, Cloud, and Cybersecurity services to small to medium-sized Florida-based companies.
• The company, which is Great Place to Work Certified since August 2021, focuses on core values of growth and transparency in addition to outstanding benefits and a family-run culture that puts employees before profit.
• Seeking a Director of Sales and Growth to be accountable for driving sustainable revenue growth, improving market share, and nurturing strategic partnerships.

The Compensation

• $300K–$350K OTE with Base-to-Variable Compensation Structure (40/60 or 50/50) Commensurate with Experience

The Location

• Office Located in Jacksonville, FL with Hybrid Work Arrangement (apx. 50% Onsite & 50% Remote Depending on Business Needs)

The Benefits

• Four Medical Plans to Choose From & Dental and Vision Coverage (with Company Contribution Toward Premiums)
• Access to No-Wait Online Doctor for Common Health Queries
• Unlimited Access to Local Popular Fitness Studios across the United States through FitOn
• Scaled PTO Plan Starting with 3 Weeks and Increasing up to 4 Weeks at Year 2
• 401(k) Plan with 4% Company Match
• Relocation Assistance Available
• Paid Maternity, Paternity, Adoption and Foster Leave
• Flexible Spending Accounts
• 100% Coverage for Long-Term Disability Insurance
• AI-Enabled Tech Stack to Streamline Operational Efficiency
• Access to Professional Sales Development Training/Platforms and MSP Specific Sales Peer Groups through MSP Growth Pros
• Career Path Meetings in Lieu of Performance Reviews with a Focus on Determining Future Advancement
• Monthly Themed Office or Remote Festivities, Events, and Entertainment
• Team-First Mentality with a Focus on Encouragement and Support, Recognition and Rewards, and Actively Hearing and Implementing Employee Feedback
• Flexible Workweek with a Natural Balance of Longer & Lighter Days

The Role

• Achieve overall annual revenue targets, quarterly sales goals, and consistent year-over-year increase in net new sales bookings.
• Report directly to the President and serve as a highly visible and contributing member of the executive leadership team.
• Evaluate sales team performance, provide in-field coaching based on direct observation (not just CRM data), and lead recruiting efforts in partnership with HR to build a high-performing team.
• Oversee the Sales Manager and Business Development Executives to expand the pipeline, maintain high close rates, and deliver consistent revenue growth.
• Report regularly on revenue performance, pipeline health, and market trends to executive leadership, making data-driven recommendations.
• Provide executive-level sales support for key opportunities, regularly participating in field meetings and customer interactions to gather real-time insight and model strategic selling.
• Partner with Learning & Development to design and implement structured onboarding programs and scalable sales training curricula that support both new hire ramp-up and ongoing career development.
• Actively observe and engage with sales reps in the field to identify blockers, refine enablement strategy, and ensure sales systems, coaching, and content remain grounded in real-world application—not just high-level data.
• Monitor the revenue pipeline and lead volume, adjusting as necessary to reach year-over-year growth rate.
• Develop and execute a holistic go-to-market plan that leverages market insights, competitor analysis, and industry trends.
• Identify and explore growth opportunities, including new markets, services, and partnerships, while maintaining focus on the organization’s long-term vision.
• Establish a transparent forecasting process with accurate sales projections and performance metrics.
• Partner with the Operations, Finance, and Service Delivery teams to ensure seamless onboarding, solution delivery, and account management.
• Foster a culture of collaboration, continuous improvement, and accountability across all revenue-generating functions.
• Maintain and improve client retention rates and reduce churn.
• Effect growth in average revenue per account through up-sell and cross-sell initiatives and increased quantity and quality of pipeline opportunities with measurable improvement in lead-to-close conversion rates.
• Evaluate marketing channels and tactics, guiding to optimize campaigns for maximum ROI.
• Maintenance of a balanced pipeline across Jacksonville, Orlando, and Tampa markets.
• Work closely with the Marketing Manager to refine messaging, campaigns, and demand-generation initiatives that drive brand awareness and lead acquisition.
• Partner with marketing to improve lead generation, MQL quality, and conversion rates—while maintaining a primary focus on driving channel partner satisfaction and growing incremental revenue through the channel.

The Background Profile

• Bachelor’s Degree required, preferably in Business, Marketing, or a related field; MBA or Advanced Degree a plus
• 10+ years of proven B2B sales leadership experience in a people-centric, service-based business (e.g., MSP, IT consulting, or professional services)
• Previous experience selling IT Managed Service Provider (MSP) services to mid-market companies (not enterprise)
• Formal sales training/certification required (e.g. Sandler, SPIN Selling, Solution Selling, or IMPACT)
• History of successfully acquiring net-new logo clients and driving new business generation (70–90% focus)
• Proven track record of building and leading high-performance sales teams (e.g. 80% of teams consistently met or exceeded revenue targets)
• Proven ability to hold teams accountable to KPIs, empower them to own the full sales process, and performance-manage effectively (e.g. making tough personnel decisions when necessary)
• Stable career progression with 4–5 year tenures in relevant leadership roles
• Prior experience owning, running, or supporting small/family-owned businesses with hands-on sales operations
• Prior experience with HubSpot CRM or similar system
• Ability to travel locally between Jacksonville, Orlando, and Tampa offices on a weekly basis and up to 10% travel as needed for day trips and conferences

The Ideal Profile

• Experience with local MSPs of similar or larger size in the Tampa area
• Demonstrated ability to manage underperformance and resolve conflicts effectively
• Skilled in building scalable onboarding and development programs that engage new and veteran reps
• Experience leading cross-functional initiatives across sales, marketing, channel, and client strategy teams
• Track record of consistent revenue growth and quota attainment across multiple years and roles
• Strong communication skills — verbal, written, and presentation
• Analytical mindset with ability to research, solve complex issues, and optimize processes
• Comfortable in people-driven cultures and adept at fostering trust, alignment, and innovation within teams