Remote Sales Director responsible for full-cycle consultative selling to acquire new customers across enterprise, mid-market, and SMB. Drive pipeline generation, lead 6-12 month pursuits, facilitate workshops, build business cases, manage CRM/forecasting, engage C-level procurement/finance stakeholders, execute partner co-sell, and ensure smooth post-signature delivery handoffs while meeting bookings quota.
This is a remote position.
JOB SUMMARY
Optis is hiring a Sales Director (Consulting Services) to drive new customer acquisition and grow revenue by selling across our full portfolio, including Strategy & Advisory, Technology Implementation, Value Capture, and Sustainment / Managed Services.
This is a full-cycle, consultative sales role with a strong hunter orientation. You will drive complex pursuits across enterprise, mid-market, and SMB accounts, balancing disciplined deal execution with consistent pipeline volume. You will lead structured pursuits end-to-end—driving discovery, aligning to executive priorities, facilitating workshops, building business cases, and guiding opportunities through 6–12-month sales cycles.
RESPONSIBILITIES
New Logo Acquisition & Pipeline Creation (Hunter Motion)
• Build and close a pipeline of net-new Optis customers
• Proactively source, create, and advance qualified pipeline through outbound efforts (“smile and dial,” account breaking, multi-threading)
• Drive higher-volume pursuits (not a low-volume, mega-account-only model); SMB and mid-market are welcome if it supports consistent volume
• Own pipeline generation (not waiting on marketing)
Full-Cycle Enterprise Sales Execution:
• Lead complex deal cycles end-to-end: discovery, workshop facilitation, solution shaping, proposals/SOWs, and commercial negotiations
• Run a consultative sale: diagnose client needs, quantify value, align stakeholders, and build a compelling business case
• Maintain strong opportunity management discipline: qualification rigor, stage progression, and close plans
• Consistently achieve annual bookings quota and related KPIs
Executive Engagement & Domain-Led Selling
• Sell credibly into Procurement/S2P leadership (CPO organization) and, where relevant, engage Finance leaders (CFO org) depending on the offering and client structure
• Articulate Optis’ value clearly—linking transformation work to measurable business outcomes
Forecast & CRM Excellence
• Maintain disciplined qualification and forecast hygiene
• Keep CRM current and accurate, with clear next steps, close dates, deal risks, and mutual action plans
Partner Co-Sell Excellence (as applicable)
• Execute strong partner co-sell where relevant (while owning the pursuit and outcomes)
Partner & Delivery Alignment
• Execute strong partner co-sell motions where applicable, while owning the pursuit and outcomes
• Ensure a clean transition post-signature in partnership with delivery leadership
• After handoff, return focus to building pipeline and closing the next set of opportunities
Requirements
REQUIREMENTS
• Demonstrated success selling into Procurement / S2P leadership (CPO org) with strong domain fluency
• Proven ability to sell and close complex consultative deals with 6+ month cycles
• Track record of carrying and delivering against a bookings quota
• Strong executive communication: discovery, workshop facilitation, value articulation, and negotiation
• High personal accountability with disciplined operating habits:
- qualification rigor
- pipeline hygiene
- forecast accuracy
• Comfortable collaborating cross-functionally while owning the pursuit end-to-end
• Experience selling solutions and consulting services; experience selling SAP Ariba considered a strong asset
VALUES & BEHAVIOURS
We look for sales leaders who operate with:
• Urgency
• Transparency
• Accountability
• Coachability
• Low-ego, team-selling mindset
• Consistent commitment to doing the right thing for the client and the team
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