Director of Solution Specialists — Core Responsibilities

Revenue Ownership: Own and drive overlay contribution to pipeline, influenced ARR, and closed revenue. Build aggressive plans to maximize solution attach rates, velocity, and overall sales impact.

Sales Process Optimization & Strategic Deal Support: Continuously sharpen technical sales motions — from first demo to final signature. Personally step in to accelerate strategic, high-value deals and remove any barriers to close.

Cross-Functional Alignment: Relentlessly align with Core Sales, Marketing, Product, Enablement, and Customer Success to deliver a unified, winning message to the market — and make it easier for reps to win.

Market Intelligence: Be the voice of the field. Collect competitive insights, customer feedback, and real-world proof points to drive smarter product strategies and sharper GTM execution.

Scaling, Hiring, Training, and Performance Management: Recruit and build an elite team of Solution Specialists. Launch world-class training programs focused on technical mastery and consultative selling. Implement transparent KPIs, dashboards, and structured coaching cadences to drive consistent, repeatable success.

Forecasting and Reporting: Own overlay forecasting with precision. Deliver actionable, no-surprises reporting to leadership — highlighting wins, gaps, and what’s being done about them.

KPI Tracking Metrics: Track and report key performance indicators including MQL to Demo Rate, Demo to Opportunity Conversion Rate, Average Sales Cycle, Cross-Sell Conversion Rate, Influence on Total Bookings, Opportunity Win Rate (with overlay involvement), Demos Delivered per Specialist, ARR Influenced per Specialist, and Training Impact (Core Reps certified through Solution Specialist-led enablement).

Overlay Strategy Evolution: Continuously reengineer the overlay model to match business needs — optimizing territory coverage, specialization, and team structure to maximize growth and minimize friction.

Executive Communication: Drive executive visibility. Deliver crisp updates on team performance, strategic risks, key wins, and growth opportunities — and back it up with clear next steps.

Innovation: Test, prove, and scale new selling motions — whether it’s solution bundling, vertical strategies, or specialized GTM plays. Be the driver of change, not the passenger.

Qualifications

· 5+ years experience in software sales, with 2+ years managing a quota-carrying technical sales or solutions team.

· Strong technical understanding of IT management, cybersecurity, compliance, and endpoint solutions.

· Deep understanding of B2B SaaS buying processes, especially within MSP and IT organizations.

· Track record of leading teams to exceed aggressive sales targets and KPIs.

· Expertise in pipeline management, sales forecasting, and driving operational excellence.

· Outstanding communication, coaching, and motivational skills.

· Bachelor's degree preferred.