Sales Director - B2B Research & Analytics Sales

Sales Director - B2B Research & Analytics Sales

New York City/On-site

Our client is a New York City-based research, data, and analytics company that partners with leading media brands to develop large-scale rankings, recognition programs, and data-driven insights, alongside bespoke research, business intelligence, and strategy consulting services. Our client is at an exciting stage of growth and is seeking a hands-on Sales Director to lead and elevate an established B2B sales organization.

This is not a traditional enterprise sales leadership role — it calls for a sales operator who understands high-volume selling, creates accountability, and makes good salespeople better. The team of approximately 12 sales professionals sells a consistent core product portfolio, with average deal sizes of $15K–$25K and sales cycles averaging roughly two weeks. Most of the team is currently at quota; the opportunity is to build a more disciplined, repeatable, and scalable sales organization on that foundation.

During the initial ramp, the Sales Director will spend roughly 20% of their time selling directly and carrying a personal target — working deals, handling objections, and modeling the behaviors expected of the team — before transitioning to a primarily leadership role (approximately 80% leading, coaching, and managing).

Responsibilities

• Lead a team of approximately 12 B2B sales professionals; set clear expectations on activity, pipeline, conversion, and revenue, and hold sellers accountable to monthly/quarterly targets
• Identify performance gaps, build coaching plans, and develop reps into stronger performers
• Establish a consistent, repeatable sales process; own pipeline inspection, forecasting, and regular deal/pipeline reviews
• Improve CRM hygiene, activity tracking, and forecast accuracy; build metrics/dashboards to understand what drives revenue
• Personally sell and carry a target during the initial ramp-up period; run calls, manage opportunities, and close business
• As the organization scales, help shape sales hiring, compensation/incentive structures, territory strategy, training, and sales infrastructure

Sales Environment

• High-volume, transactional B2B sales — not built around 6–12 month enterprise cycles, large RFPs, or complex multi-stakeholder deals
• Average deal size: $15K–$25K
• Average sales cycle: ~2 weeks
• Monthly rep quota: $50K–$100K+
• Team size: ~12 sellers
• Selling motion: high-activity, phone-driven, process-oriented

Requirements

• Proven experience managing a transactional B2B sales organization, including teams of individual contributors
• Strong command of pipeline management, sales forecasting, and a process-oriented management approach
• Track record improving individual rep performance and managing against activity metrics and revenue targets
• Comfort with high-volume, phone-driven selling and a willingness to personally sell and carry a number
• Strong coaching and deal-review skills; ability to create accountability without unnecessary bureaucracy
• Experience selling to or working with Fortune 500 organizations

Comp: $125-$200k base + OTE

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