Director, Strategic Sales

Responsibilities

• Lead the full sales process for major national, zone, and high-potential key accounts, owning lead generation, RFP responses, negotiations, contract reviews, and successful deal closures
• Develop and execute strategic account plans designed to expand sales, deepen relationships, and maximize revenue growth within assigned key accounts
• Build and maintain strong C-level relationships with key clients, delivering thought leadership, presenting new products and services, resolving escalated issues, and ensuring exceptional customer satisfaction
• Oversee contract negotiations and reviews, collaborating closely with internal legal, contracts, and stakeholder teams to secure favorable terms
• Create and deliver compelling sales presentations and quarterly/annual business reviews, partnering with account development and implementation teams to ensure alignment and excellence in delivery
• Provide sales leadership, coaching, and guidance to franchisees, field teams, HQ personnel, and internal stakeholders to drive coordinated and effective sales efforts
• Champion the adoption of new products and solutions (such as Extend HR, ExpressLane, and Simple VMS) to expand Express’s footprint and value proposition nationally
• Prepare franchisees, field sales teams, and internal stakeholders for critical client and prospect meetings
• Deliver training and education on sales processes, tools, and best practices to HQ, field teams, and franchisees
• Maintain pipeline, track activity, and drive performance using CRM systems and internal tools
• Monitor economic trends, industry developments, and market dynamics to inform strategic decisions and identify new opportunities
• Collaborate cross-functionally throughout the sales and implementation process, ensuring all stakeholders are appropriately involved and customer expectations are exceeded
• Represent Express at key industry conferences and events (e.g., ILC, ASA) to strengthen relationships and enhance brand visibility

Requirements

• Bachelor’s degree in Business, Marketing, Communications or related field required
• Graduate degree preferred
• 10+ years of progressive sales experience with a strong emphasis on enterprise/national account management

Qualifications

• Deep expertise in enterprise, consultative sales and complex deal management, with strong business and financial acumen
• Exceptional executive communication, presentation, and relationship-building skills, with the ability to influence C-level stakeholders
• Advanced negotiation and strategic account planning capabilities that drive revenue growth and long-term partnerships
• Prioritizing data-driven mindset with proficiency in CRM systems and pipeline management to inform strategy and performance