The Director of Sales Performance (DSP) serves as the VP of Member Communications, Sales, & Strategy’s primary operational partner — owning the day‑to‑day leadership, development, and performance accountability of the MC Division's 15-person sales team. This is a hands‑on leadership role requiring a credible, experienced manager who can earn the trust of a tenured team, drive meaningful change in sales behaviors, and close the division's most critical performance gaps: programmatic revenue growth, pipeline discipline, and CRM hygiene.
PRIORITY FOCUS AREAS
1. Programmatic Revenue Growth
- Develop and execute a focused strategy to increase programmatic sales across the team's territory base.
- Identify skill gaps and create targeted training and enablement plans to build rep confidence and competency in programmatic selling.
- Partner with PPMs to identify inventory and territory opportunities and ensure reps are actively prospecting in this channel.
- Track programmatic pipeline and closed revenue separately; report progress to VP weekly.
2. Pipeline Management & Forecasting Discipline
- Establish consistent pipeline review cadence and standards across all 15 reps.
- Hold reps accountable to pipeline hygiene standards including stage accuracy, activity logging, and close date integrity.
- Lead weekly pipeline reviews and deliver reliable revenue forecasts to VP for monthly and quarterly business reviews.
- Identify at‑risk deals early and intervene with coaching or co‑selling support.
- Drive full Salesforce adoption across the team — this is a non‑negotiable performance standard, not optional.
- Audit current CRM usage; identify gaps and implement corrective plans by rep.
- Work with operations to establish and enforce clear data entry standards and activity logging expectations.
- Use Salesforce, BIDB, DOMO, and ZoomInfo data to inform coaching decisions and territory strategy.
TEAM LEADERSHIP & DEVELOPMENT
- Lead and manage 15 sales professionals across print, digital, and programmatic channels — earning trust through consistency, credibility, and results.
- Navigates a tenured team culture with empathy and firmness; understand that change management is as important as sales management in this environment.
- Provide individualized coaching, performance development plans, and regular 1:1s with each rep.
- Set clear annual and quarterly goals; monitor performance and adjust expectations in collaboration with VP.
- Recruit, onboard, and develop new sales talent as the team grows.
- Collaborate directly on large opportunities, complex RFPs, and high‑value accounts alongside senior reps.
SALES STRATEGY & EXECUTION
- Partner with VP to build and execute divisional sales strategy aligned with portfolio revenue goals.
- Maximize sellable inventory and territory coverage; identify gaps and whitespace opportunities.
- Support new product rollouts, pricing adjustments, and go‑to‑market initiatives.
- Represent the sales team in market group meetings, pump‑up sessions, and cross‑functional leadership forums.
- Travel to other locations for on‑site coaching and team engagement as needed.
CROSS-FUNCTIONAL COLLABORATION
- Work closely with Portfolio Performance Managers (PPMs) and Association Success Managers (ASMs) to align revenue performance and close execution gaps.
- Partner with Media Coordinator and Ad Ops teams to ensure order accuracy, on‑time delivery, and advertiser satisfaction.
- Participate in strategy meetings to address underperformance, territory reassignments, or workflow issues.
- Support PPMs and ASMs in improving SOPs that affect sales productivity and client outcomes.
LEADERSHIP & CULTURE
- Lead with transparency and consistency — this team responds to leaders who follow through and are present.
- Build trust with tenured reps by demonstrating competence, respecting their experience, and being direct about expectations.
- Promote a culture of accountability, continuous improvement, and collaborative problem‑solving.
- Serve as a role model for Naylor Core Operating Values and professional integrity.
QUALIFICATIONS
Required
- Minimum 7 years of sales management experience, with a demonstrated track record of achieving and exceeding revenue goals.
- Proven experience managing tenured or change‑resistant sales teams — ability to lead through influence, not just authority.
- Hands‑on programmatic, print, digital advertising sales experience and event sales and sponsorships; ability to coach reps on this channel directly.
- Strong Salesforce proficiency — experience driving CRM adoption and accountability across a sales team.
- Excellent pipeline management and forecasting skills; data‑driven decision maker.
- Strong coaching instincts; able to diagnose individual performance issues and create actionable development plans.
- Excellent verbal, written, and presentation communication skills.
Preferred
- Experience in media, publishing, digital advertising, or association markets.
- Familiarity with DOMO, ZoomInfo, and MediaRadar platforms.
- Experience partnering with operations or enablement functions to drive process improvement.
- Bachelor's degree in Business, Marketing, or related field (or equivalent experience).
WHAT SUCCESS LOOKS LIKE — FIRST 90 DAYS
- Has built genuine credibility with the majority of the 15‑rep team.
- Has audited Salesforce usage and presented a 30‑60‑90 CRM adoption plan.
- Has established a consistent pipeline review cadence and begun enforcing standards.
- Has identified the top 3–5 programmatic opportunities in the territory and begun coaching reps toward them.
- Has built a working relationship with each PPM and understands each portfolio's revenue dynamics.
Naylor Association Solutions is an equal opportunity employer and is committed to hiring a diverse workforce.
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