Regional Director of Sales- FED/SLED

Job Description

Calabrio is seeking a Regional Director (RD) for our Federal and State & Local Government (FED SLED) team. This role is pivotal in driving our revenue growth and expanding our presence within the public sector marketplace.

The RD will be responsible for leading a high-performing sales team, establishing strategic relationships, and developing winning sales strategies tailored for federal and state/local governments. The ideal candidate will possess deep industry knowledge and a proven track record in sales leadership, particularly within the government sector.

What you’ll be doing:

• Lead, develop, and coach a team of sales professionals to achieve and exceed sales targets.
• Drive a robust sales strategy for Federal and SLED markets, focusing on maximizing revenue opportunities.
• Establish deep relationships at multiple levels within government organizations.
• Manage key customer accounts, ensuring that client satisfaction is at the forefront of all dealings.
• Provide accurate and timely revenue forecasting and pipeline management to executive leadership.
• Collaborate closely with marketing, product management, and customer success teams to enhance overall client engagement.
• Regularly analyze market trends, competitive landscape, and customer needs to inform strategic decision-making.
• Deliver accurate revenue forecasting, sales progress, and pipeline data
• Establish best practices and distribute a sales playbook; creating operating efficiencies, key metrics, KPI’s and communication processes for the organization to maximize pipeline creation, conversion rates and forecasting accuracy
• Assist and close complex transactions and be willing to get into deals with the team when needed

We’re looking for:

• Strong proven-track record of successful leadership, driving revenue and retention within a sales organization
• Hunter at heart, not afraid to jump into deals when necessary
• Culture champion promoting an environment of innovation, curiosity, professional development, and results
• Expert in MEDDPICC methodology along with championing excellence in complex sales processes to meet or exceed sales targets.
• Working knowledge of CRM (Salesforce) reporting and dashboards
• Strong strategic planning, organizational and problem-solving skills
• Excellent communication, interpersonal and customer relations skills

Requirements

• 10+ years of experience in sales, with at least 5 years in a leadership role focused on Federal and SLED markets.
• Deep understanding of the government procurement process and contract vehicles preferred.
• Experience selling cloud-based software solutions, preferably within the CCaaS or related technology sectors.
• Strong executive presence – experience and comfort working with C-level executives
• Ability to travel domestically and internationally up to 50% of the time
• Bachelor’s degree required

Benefits

You've learned about what you'll be doing, here are some of the benefits you'll be getting when you join Calabrio:

• Global team recognized for their passion and innovation
• Innovative product culture and project exposure
• Training and development from industry-leading experts
• Cutting edge benefit programs that include: 401(k) with company matching; medical, dental, and vision insurance; disability and life insurance; flexible PTO; paid holidays and parental leave; tuition reimbursement and more

Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent

What we value most…workplace diversity and ensuring an environment of mutual respect.  We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer. Our commitment is to continue to keep our people healthy, focused, and inspire creativity.  Our team members are offered comprehensive benefits for various life circumstances and needs, great opportunities for career development, and a balanced work-life to achieve personal and professional success (all benefits are subject to eligibility requirements). As an Innovator with Purpose, you’ll feel motivated and genuinely excited to come to work!

Calabrio celebrates and fosters a culture that thrives on diversity. We are an Equal Opportunity Employer that prohibits discrimination and harassment of any kind. We provide employees with a work environment free of discrimination and harassment. All employment decisions at Calabrio are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status, parental status, or any other status protected by the laws or regulations in the locations where we operate. We celebrate the >40 nationalities of team members that contribute to our success.

We recognize diversity comes in many forms, to foster an inclusive hiring experience any applicants who qualify under the Americans with Disabilities Act, as amended, or applicable state law, who are unable to comply with Calabrio’s application process due to their disability may be eligible for a reasonable accommodation. Request for accommodation in the application process can be made by emailing recruiting3@calabrio.com. An applicant requesting accommodation may be required to provide support for the requested accommodation. Calabrio will only share information concerning an applicant’s requested accommodation with those individuals who have a specific need to know such information.

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