Director, Sales & Marketing

Job Summary:

Job Description:

TransLoc is looking for a proven, hands-on revenue leader to lead our sales, customer success, and marketing functions through the next stage of profitable growth.

Reporting to the General Manager, this leader will be accountable for rebuilding pipeline discipline, strengthening sales execution, coaching and developing the revenue team, improving forecast accuracy, supporting customer retention and expansion, and aligning marketing activity to measurable revenue outcomes.

This is a sales-first leadership role. The right candidate will be comfortable getting into the details of deals, inspecting pipeline weekly, coaching representatives through discovery and deal strategy, creating accountability, and leading a team through meaningful culture change.

This person should bring strong SaaS sales leadership experience, comfort with outbound pipeline generation, and the ability to manage long-cycle sales processes that may include RFPs, public-sector buyers, and complex customer stakeholders.

Key Responsibilities

Sales Leadership

• Lead, coach, and hold accountable a team of sales representatives responsible for new logo growth and current customer expansion.
• Build a disciplined sales culture grounded in strong discovery, clear qualification, consistent follow-up, value-based selling, and accurate forecasting.
• Inspect pipeline weekly, coach deal strategy, identify risks, and ensure every meaningful opportunity has a clear next step, decision process, owner, and close plan.
• Refine, implement, and reinforce TransLoc’s sales process, including stage definitions, exit criteria, CRM expectations, forecasting discipline, and deal review cadence.
• Coach the sales team to clearly articulate TransLoc’s value proposition and connect product capabilities to customer outcomes.
• Support sales representatives on large, strategic, complex, or high-impact opportunities as an executive sponsor and deal coach.
• Build and manage a multi-million-dollar annual sales funnel across new logo and existing customer opportunities.
• Partner with the General Manager and Finance to improve pricing discipline, quoting processes, and value-based pricing execution.
• Ensure strong Salesforce hygiene, accurate forecasting, customer stakeholder mapping, and reliable reporting.
• Manage sales performance using clear metrics including bookings, pipeline creation, pipeline coverage, stage progression, win rate, forecast accuracy, activity levels, and actuals versus plan.

Customer Success, Renewals, and Expansion

• Lead Customer Success Managers responsible for customer engagement, retention, renewals, and expansion opportunities.
• Ensure CSMs are executing a consistent customer engagement plan that improves retention, strengthens relationships, and identifies growth opportunities.
• Assist the team in managing annual renewal cycles, including renewal planning, pricing strategy, customer communication, and risk mitigation.
• Act as an escalation point and executive sponsor for key accounts, strategic customers, and renewal-risk situations.
• Build stronger alignment between sales and customer success so customer feedback, expansion opportunities, renewal risks, and product needs are visible and acted upon.
• Establish clear metrics for customer retention, renewal execution, expansion pipeline, customer health, and account engagement.

Marketing and Pipeline Creation

• Lead the Marketing Specialist to ensure marketing activity is directly aligned to pipeline creation, customer engagement, and TransLoc’s growth priorities.
• Partner with Product and the General Manager to develop practical go-to-market plans for product releases, market segments, campaigns, and strategic initiatives.
• Ensure GTM plans clearly define target customers, value proposition, key messaging, sales enablement needs, marketing channels, and success metrics.
• Oversee marketing channels including website, blog, email, social, LinkedIn, events, media, and industry sponsorships.
• Ensure TransLoc is appropriately represented at relevant industry events and that events are tied to clear pipeline, relationship, or brand objectives.
• Measure marketing effectiveness through lead generation, MQLs, campaign performance, event ROI, channel effectiveness, and contribution to pipeline.

Leadership and Operating Cadence

• Build a culture of accountability, urgency, and continuous improvement across the revenue team.
• Lead regular sales, pipeline, forecast, customer success, and marketing review meetings.
• Partner cross-functionally with Product, Finance, Operations, and People teams to remove obstacles and improve revenue performance.
• Identify team capability gaps and develop coaching, hiring, or performance management plans as needed.
• Communicate clearly, directly, and constructively with team members, peers, and executive leadership.
• Bring a hands-on, detail-oriented approach to leadership while still developing scalable systems and processes.

Qualifications

• Proven experience leading and managing a B2B SaaS sales team.
• Demonstrated success coaching sales representatives, inspecting pipeline, improving forecast accuracy, and holding teams accountable to measurable outcomes.
• Strong experience with outbound pipeline generation and new logo sales execution.
• Experience managing long-cycle, complex sales processes with multiple stakeholders.
• Experience leading renewal, expansion, or customer growth motions in partnership with customer success or account management teams.
• Strong CRM discipline, preferably Salesforce, including pipeline management, stage progression, forecasting, reporting, and activity tracking.
• Ability to coach strong discovery, value-based selling, deal strategy, objection handling, and executive-level customer conversations.
• Metrics-driven leader who can use data to diagnose problems, identify trends, and drive improved performance.
• Willingness to get into the details of deals, team performance, process gaps, and customer issues.
• Strong communication skills with the ability to be direct, clear, constructive, and respectful.
• Proven ability to lead through change, reset expectations, and build a healthier performance culture.
• Ability to manage competing priorities in a hands-on, fast-moving environment.

Preferred

• Experience selling into public sector, government, education, transportation, transit, or similarly complex markets.
• Experience with RFP-driven sales processes. Experience leading both sales and customer success functions.
• Experience aligning marketing execution to sales pipeline goals.
• Experience with value-based pricing or pricing discipline in a SaaS environment.
• Experience working in a portfolio company, operating company, or financially disciplined business environment.

Worker Type:

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