What Does a Sales Director Do?
A sales director is a senior leader responsible for setting and executing an organization’s sales strategy. They oversee sales managers and representatives, ensuring teams are meeting revenue goals, expanding market share, and strengthening customer relationships. Sales directors are often directly involved in developing pricing strategies, identifying growth opportunities, and creating sales forecasts that align with the company’s overall business objectives.
In addition to strategy, sales directors are hands-on leaders who coach and motivate their teams, recruit and develop top-performing sales talent, and ensure consistent use of sales processes and technologies like CRM platforms. They collaborate closely with executives, marketing, finance, and product development to align sales efforts with organizational goals. A strong sales director drives profitability not only by managing performance but also by shaping a customer-first culture across the sales organization.
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Sales Director Core Responsibilities
- Develop and implement sales strategies to achieve revenue targets
- Lead, mentor, and manage sales teams and managers
- Oversee sales forecasting, pipeline management, and performance reporting
- Build and maintain relationships with key clients and stakeholders
- Define and manage sales territories and compensation plans
- Collaborate with marketing and product teams on go-to-market strategies
- Track industry trends and competitive activity to guide strategy
- Report sales performance and projections to executive leadership
Required Skills and Qualifications
Hard skills
- Proficiency in sales forecasting, reporting, and pipeline management
- Knowledge of CRM software such as Salesforce or HubSpot
- Strong understanding of sales metrics and performance analytics
- Expertise in contract negotiation and deal structuring
Soft skills
- Leadership and team development abilities
- Strong communication and interpersonal skills
- Strategic thinking and business acumen
- Ability to influence and collaborate across departments
- High emotional intelligence and motivational skills
Education
- Bachelor’s degree in business administration, marketing, or related field required
- Master of Business Administration (MBA) preferred
Certifications
- Certified Sales Executive (CSE) or similar leadership certifications valued but not required
Preferred Qualifications
- 7–10 years of progressive sales leadership experience
- Proven track record of meeting or exceeding revenue targets
- Experience leading enterprise or large-scale B2B sales organizations
- Familiarity with multiple sales channels, including direct and indirect sales
- Background in scaling sales teams during periods of organizational growth
National Average Salary
Sales director salaries vary by experience, industry, organization size, and geography. Click below to explore salaries by local market.
The average national salary for a Sales Director is:
$139,250
Sample Job Description Templates for Sales Directors
Assistant Sales Director
Position Overview
We are seeking an assistant sales director to help oversee sales operations and support the development of strategies that drive growth. This role partners with the sales director to manage day-to-day activities, coach sales managers, and track team performance. It’s an ideal opportunity for a sales leader ready to step into a more strategic role.
Responsibilities
- Support the sales director in executing sales strategies and achieving revenue goals
- Monitor sales team performance and provide coaching when needed
- Assist in preparing reports, forecasts, and presentations for leadership
- Help manage sales territories, quotas, and incentive programs
- Collaborate with marketing and product teams to align go-to-market activities
- Act as a point of contact for escalated client concerns
Requirements
Hard skills
- Proficiency in CRM software (Salesforce, HubSpot, or similar)
- Strong data analysis and reporting abilities
- Knowledge of sales forecasting and territory management
- Familiarity with contract negotiation
Soft skills
- Strong leadership potential and people management skills
- Excellent communication and interpersonal abilities
- Ability to work collaboratively across departments
- Organizational and multitasking skills
Education
- Bachelor’s degree in business, marketing, or related field
Certifications
- None required; Certified Sales Executive (CSE) a plus
Preferred Qualifications
- 3–5 years of sales leadership experience
- Background in coaching or mentoring sales professionals
Mid-Level Sales Director
Position Overview
We are hiring a mid-level sales director to manage sales teams and drive execution of growth strategies. This role is responsible for ensuring consistent sales performance, expanding customer relationships, and reporting on key business metrics.
Responsibilities
- Develop and manage sales plans to meet quarterly and annual revenue targets
- Supervise sales managers and their teams, providing coaching and guidance
- Analyze sales performance and deliver detailed reports to senior leadership
- Manage pipeline development and ensure accurate forecasting
- Build and maintain strong relationships with key customers and partners
- Coordinate with marketing to implement promotional campaigns
Requirements
Hard skills
- Strong knowledge of sales forecasting, metrics, and performance analytics
- Proficiency with CRM platforms and pipeline management tools
- Experience in contract negotiation and deal structuring
- Ability to manage budgets and resource allocation
Soft skills
- Strong leadership and motivational abilities
- Clear communication and presentation skills
- Ability to balance strategy with hands-on management
- Problem-solving and decision-making capabilities
Education
- Bachelor’s degree in business, sales, or related discipline
Certifications
- None required; sales leadership certifications preferred
Preferred Qualifications
- 5–7 years of progressive sales management experience
- Experience leading cross-regional or multi-channel sales teams
Senior Sales Director
Position Overview
We are seeking a senior sales director to lead large-scale sales initiatives, oversee multiple sales regions, and play a key role in shaping company growth strategies. This role requires a proven track record in sales leadership and the ability to manage complex client relationships.
Responsibilities
- Oversee regional and national sales performance, setting strategy and direction
- Lead, coach, and mentor sales directors and managers across multiple teams
- Develop strategic initiatives to expand market share and increase profitability
- Partner with executive leadership on revenue planning and business growth
- Manage relationships with major accounts and negotiate high-value deals
- Present sales performance and strategic recommendations to the board or C-suite
Requirements
Hard skills
- Expertise in enterprise-level sales management and forecasting
- Strong knowledge of CRM reporting, pipeline development, and metrics
- Advanced negotiation and contract management skills
- Experience with P&L oversight and budgeting
Soft skills
- Executive-level communication and presentation skills
- Strategic thinker with strong business acumen
- Ability to inspire and motivate large sales teams
- Strong decision-making under pressure
Education
- Bachelor’s degree required; MBA preferred
Certifications
- None required; Certified Sales Executive (CSE) valued
Preferred Qualifications
- 10+ years of sales leadership experience
- Proven success leading high-performing sales organizations
Regional Sales Director
Position Overview
We are hiring a regional sales director to manage sales operations across a defined territory. This role requires balancing regional strategy with hands-on leadership, ensuring each local team meets its goals while aligning with company-wide objectives.
Responsibilities
- Oversee sales performance and growth across assigned region
- Hire, train, and manage regional sales managers and representatives
- Develop territory-specific strategies and align them with corporate goals
- Analyze regional sales data and report results to senior leadership
- Cultivate relationships with key regional clients and partners
- Monitor competitors and adjust regional strategy as needed
Requirements
Hard skills
- Strong knowledge of regional market dynamics and sales trends
- Proficiency with Salesforce or similar CRM tools
- Ability to manage budgets and track financial performance
- Familiarity with multi-territory pipeline management
Soft skills
- Strong leadership and team development skills
- Excellent communication and relationship-building abilities
- Ability to adapt strategies to different regional markets
- Strong organizational and planning skills
Education
- Bachelor’s degree in business, marketing, or related field
Certifications
- None required
Preferred Qualifications
- 7+ years of sales experience with 3+ years in regional leadership
- Success managing multi-location sales operations
Vice President of Sales
Position Overview
We are seeking a vice president of sales to provide executive leadership and strategic direction for the entire sales organization. This role focuses on defining revenue goals, building scalable processes, and driving company-wide growth initiatives.
Responsibilities
- Set and execute sales strategy across all divisions and channels
- Lead senior sales directors and managers, ensuring performance alignment
- Develop and manage annual sales budgets and forecasts
- Oversee development of compensation plans and incentive programs
- Represent the sales function at the executive leadership level
- Foster partnerships with enterprise clients and strategic accounts
Requirements
Hard skills
- Expertise in enterprise-wide sales strategy and revenue forecasting
- Deep knowledge of CRM, analytics, and sales enablement tools
- Proven experience building scalable sales processes and compensation structures
- Strong contract negotiation and executive-level relationship management
Soft skills
- Visionary leadership with ability to influence at the executive level
- Strong financial acumen and business strategy skills
- Excellent communication and executive presence
- Ability to drive change and lead transformation initiatives
Education
- Bachelor’s degree required; MBA strongly preferred
Certifications
- None required; advanced leadership certifications a plus
Preferred Qualifications
- 12+ years of sales leadership experience
- Proven success growing revenue in competitive markets
Chief Sales Officer
Position Overview
We are looking for a chief sales officer to serve as the executive responsible for driving revenue growth and shaping the company’s overall sales vision. As part of the C-suite, the CSO works closely with the CEO and other executives to align sales goals with organizational objectives and ensure sustainable growth.
Responsibilities
- Define and lead the company’s overall sales vision and strategy
- Direct sales operations across global markets and multiple business units
- Collaborate with C-suite executives on long-term growth planning
- Manage enterprise accounts and build executive-level client relationships
- Drive innovation in sales processes, technology, and enablement
- Report sales performance and strategy to the board of directors
Requirements
Hard skills
- Mastery of enterprise sales strategy, forecasting, and pipeline management
- Deep understanding of global markets and multi-channel distribution
- Strong financial acumen and P&L oversight
- Experience leading large-scale digital sales transformations
Soft skills
- Inspirational leadership and executive presence
- Strategic decision-making and long-term planning abilities
- Strong negotiation and relationship-building at the board and client level
- Ability to align diverse teams around organizational goals
Education
- Bachelor’s degree required; MBA or advanced business degree preferred
Certifications
- None required
Preferred Qualifications
- 15+ years of executive-level sales leadership experience
- Proven track record of scaling global sales operations