Directive Consulting is the performance marketing agency for SaaS companies. We use Customer Generation (a marketing methodology developed by us) which focuses on SQLs and Customers instead of traditional metrics like MQLs. We offer Paid Media, SEO, Design/CRO, Video, and Marketing Ops services to our SaaS/tech clients.
We have experienced significant growth over the last few years and have remained true to our culture of, the best idea wins. We’re future-focused and are looking for the right Head of Sales to evolve and mature our sales organization.
About The Role
We have a mature sales process at Directive that balances a high-volume inbound with 100k+ ACVs. We follow the principles of Winning By Design, but have innovated to elevate our close rates and reflect the strategic differences in a services business vs tech.
In this role, you would own the pipeline, bookings and proposals held goal, and be intimately involved in the sales pipeline on a daily basis. Our CEO is also actively involved in sales calls on a daily basis and functions as our head of growth. You will be working and reporting directly into him.
A core opportunity for this position is the development of outbound sales practices by AEs. We do a full day of outbound weekly, but have struggled to get true leverage with our time.
In addition, we have events live under sales and expect you to travel heavily throughout the year. This is a core function of the role. We have 10+ private events a year and 10+ conferences. You need to attend + lead these events with support from marketing.
We have five total product lines: Paid Media, SEO, Design, Marketing Ops, and Video/Creative. In addition, we have a startup package that is experiencing double digit monthly growth.
To be a strong candidate, you need to be a marketing expert and understand the outcomes each service drives for SaaS companies and be able to predict with a high degree of confidence if the proposed strategy (in the pitch by your team) will exceed the client’s objectives. We are a unique blend of high volume inbound sales paired with deep, custom pitching/solution selling.
A crucial part of this role will be managing the sales team. You will have 4 direct reports (3 sr. AEs + 1 inbound SDR) across new business and will report directly into the CEO.
We value your ability to influence the pipeline as an individual contributor and believe that the ideal candidate revels in hopping on calls and attending events as much as they enjoy updating a forecast + diving into the data.
You will only be successful in this role if you are equally strong with sales as you are at performance marketing.
Roles & Responsibilities
Own the outcome of our pipeline
Have a deal strategy for every open opportunity
Build out enterprise sales playbook and travel to pitch in-person
Attend 10+ conferences annually
Attend 10+ private dinners annually
Manage 4 direct reports (New Business AEs + Inbound SDR)
Be involved in daily sales calls
Own the sales forecast and work cross-departmentally with operations
Deep technical knowledge of Paid Media, SEO, Design, Marketing Ops, and Video/Creative for SaaS companies
Strong SaaS background and expertise
Skilled at having a large impact in a very specific role
Creative spark for marketing + deep understanding of business & finance
What You Offer
10+ years of experience in agency sales leadership
5+ years of experience in performance marketing
Brilliant strategist and a truly T-shaped marketer
Sophisticated executive who understands finance, buying centers, enterprise selling, events, and working alongside agency operations
Benefits