Director of Sales, West

About Us:

MCCi is a premier provider of intelligent business process automation solutions, and a trusted partner to over 2,000 organizations across state and local government, education, and select commercial entities throughout North America. Through our JustFOIA and GovBuilt software platforms, and as the world’s largest Laserfiche solution provider, we prioritize service. Our solutions suite and commitment to client delight enable us to positively impact the lives of our clients and those they serve.

About the role

• We are seeking a dynamic and experienced Director of Sales to lead a high-performing sales team within our growing organization. In this role, you will be responsible for driving revenue growth, coaching and developing Account Executives and partnering cross-functionally to execute a disciplined, predictable sales motion. This is an opportunity for a strategic, hands-on leader who understands public-sector selling and is motivated by building teams, improving outcomes for government clients and delivering meaning impact at scale. Travel up to 30%+.

What you'll do

• Oversee all functions of the West Account Executive Team, team operations, sales cycle, and overall efforts.
• Drive and own all aspects of team 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 and sales targets to the team and communicate 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.
• 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 team-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

• Bachelor’s Degree, or equivalent work experience
• Consistent history of exceeding sales quotas in comparable roles, demonstrating deep expertise in driving revenue growth and achieving ambitious targets.
• 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.
• Polished presentation skills, both online and in-person, complemented by exceptional verbal and written communication abilities to engage stakeholders at all levels.
• Skilled at troubleshooting and resolving complex challenges, delivering win-win outcomes for internal teams and external customers alike.
• Highly organized with outstanding prioritization and time management capabilities, ensuring optimal use of resources in a fast-paced, high-growth environment.
• Thrives 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.
• 3+ years as a successful Sales Leader in a high-growth organization with a proven track record of managing teams of 8+ direct reports and managing sales across multiple territories and roles.
• 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.
• 5+ years of experience selling technology solutions, ECM/Laserfiche highly preferred.
• Familiarity with the unique procurement processes, compliance requirements, and sales cycle specific to Government sector, preferred.
• Strategic Vision: Ability to develop and execute sales strategies that align with the organization’s growth objectives and adapt to evolving market dynamics.
• Collaboration: Experience working cross-functionally with Marketing, Product, and Client Success teams to ensure alignment and maximize customer value.
• Communication: Exceptional presentation and communication skills, with the ability to engage stakeholders at all levels, both internally and externally.
• Coaching and Mentorship: Proven ability to mentor and develop high-performing sales teams, fostering a culture of accountability, collaboration, and continuous improvement.
• Results-Driven: Track record of consistently exceeding revenue targets and KPI goals in competitive environments.
• Adaptability: Experience navigating and thriving in rapidly changing, fast-paced business environments.
• Cultural Fit: Demonstrated embodiment of the company’s culture code, values, and leadership philosophy.
• Team Scalability: Experience in scaling teams, processes, and infrastructure in alignment with growth.

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. 

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