The Opportunity
Vigorate is seeking a driven, consultative, and relationship-focused Sales Director to own partner-driven sales and grow those accounts.
This role is focused on the responsibilities of business development, partner selling, client success, and account expansion. You will be responsible for developing and executing joint go-to-market strategies with Account Executives and manage your customers with accountability for customer satisfaction, retention, expansion, and revenue growth.
As a trusted advisor, you will engage senior marketing, business, and technology leaders to understand their strategic objectives, identify new opportunities, and design solutions that deliver measurable business value. You will serve as the primary commercial lead throughout the customer lifecycle, from opportunity development and onboarding through long-term account growth.
The ideal candidate is equally comfortable building relationships within the Salesforce ecosystem, pursuing new opportunities, and growing customer accounts through a consultative, customer-first approach.
Responsibilities
Partner & New Business Development
- Develop and strengthen relationships with Account Executives, Partner Managers, Solution Engineers, and leadership teams
- Create and execute joint go-to-market plans that drive pipeline generation and brand awareness within Salesforce
- Identify, qualify, and close new consulting and implementation opportunities through co-sell motions
- Achieve annual revenue, bookings, and referral targets
- Position Vigorate's consulting, implementation, managed services, and strategic advisory capabilities to prospective clients
- Present Vigorate's customer success stories, case studies, and solution offerings to sales teams and prospects
- Maintain strong territory management, sales forecasting, pipeline management, and executive reporting practices
- Participate in industry events, community initiatives, and client-facing marketing activities to generate new opportunities
Client Growth
- Grown acquired customer relationships with responsibility for retention, satisfaction, and growth
- Develop multi-year account plans that align client business objectives with Vigorate's service offerings
- Identify strategic gaps, expansion opportunities, and new use cases across Salesforce and adjacent MarTech ecosystems to help grow long-term success with onboarded accounts
- Lead executive business reviews and strategic planning sessions with client stakeholders
- Drive cross-sell and upsell opportunities across implementation services, managed services, optimization, and emerging solution offerings
- Partner with delivery teams to ensure successful project outcomes and exceptional customer experiences
- Act as a trusted advisor to senior client stakeholders while advocating for customer success and business value realization
- Support client onboarding and expansion efforts by aligning business goals to technology and service roadmaps
Internal Team Collaboration
- Collaborate with practice leaders, solution consultants, and delivery teams to develop account strategies and solution approaches
- Provide market feedback to support service development, solution packaging, and go-to-market initiatives
- Contribute to proposal development, statements of work, and business case creation
- Maintain a deep understanding of Salesforce and Marketing Technology product strategy, roadmap updates, and emerging market trends
- Champion a client-first culture focused on long-term partnership development and measurable business outcomes
Requirements
- 5+ years of consultative sales, client services, and business development experience within MarTech, SaaS, Digital Transformation, or Professional Services organizations
- Demonstrated success managing revenue targets and growing strategic client relationships
- Experience developing business with executive-level stakeholders, including Marketing, Technology, Digital, and Business leaders
- Strong opportunity management, forecasting, and account planning skills
- Experience creating business cases and articulating measurable ROI
- Excellent communication, presentation, and executive relationship-building skills
- Bachelor's degree or equivalent professional experience
Preferred Qualifications
- Experience in a Marketing or Professional Services organization
- A track record of success with Salesforce Marketing Cloud, Braze and other MarTech applications
- Managing and developing relationships with SaaS Account Executives
- Account planning and execution skills
- Ability to manage relationships with and sell to C-Level
- Passion and commitment for customer success
- Reasonable technical solution aptitude
- Consistent overachievement of quota and revenue goals
- Strong time management skills
- Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
- Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
- Experience selling software
Success Measures
Success in this role will be measured through:
- Annual bookings and revenue attainment
- Salesforce-sourced and Salesforce-influenced pipeline growth
- Account expansion revenue
- Customer retention and satisfaction metrics
- Executive relationship development within both Salesforce and client organizations
- Forecast accuracy and pipeline health
- Contribution to Vigorate's strategic growth objectives
Compensation
- Competitive base salary
- Performance-based commission and bonus plan
- Comprehensive benefits package
- Professional development and certification opportunities
- Flexible remote/hybrid work environment
