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This is a hands-on leadership role requiring a credible, experienced manager who can earn the trust of a tenured team, drive meaningful change in sales behaviors, and close the division's most critical performance gaps: programmatic revenue growth, pipeline discipline, and CRM hygiene. The Director of Sales Performance (DSP) serves as the VP of Member Communications, Sales, & Strategy’s primary operational partner — owning the day-to-day leadership, development, and performance accountability of the MC Division's 15-person sales team.

<div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>POSITION SUMMARY</strong></p></div><p style="margin-left:0in;margin-right:0in">The Director of Sales Performance (DSP) serves as the VP of Member Communications, Sales, & Strategy’s primary operational partner — owning the day-to-day leadership, development, and performance accountability of the MC Division's 15-person sales team. This is a hands-on leadership role requiring a credible, experienced manager who can earn the trust of a tenured team, drive meaningful change in sales behaviors, and close the division's most critical performance gaps: programmatic revenue growth, pipeline discipline, and CRM hygiene.</p><p style="margin-left:0in;margin-right:0in">The DSP works closely with four Portfolio Performance Managers (PPMs) to align strategy with execution, and serves as the connective tissue between field activity and revenue results.</p><p style="margin-left:0in;margin-right:0in">This role is ideally hybrid and based out of our Gainesville or Atlanta offices; however, we are open to considering qualified remote candidates based in the US.</p><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>PRIORITY FOCUS AREAS</strong></p></div><p style="margin-left:0in;margin-right:0in">The following represent the division's most critical near-term challenges. The DSP is expected to drive measurable improvement in each within the first 90–180 days.</p><p style="margin-left:0in;margin-right:0in"><strong>1. Programmatic Revenue Growth</strong></p><ul><li>Develop and execute a focused strategy to increase programmatic sales across the team's territory base.</li><li>Identify skill gaps and create targeted training and enablement plans to build rep confidence and competency in programmatic selling.</li><li>Partner with PPMs to identify inventory and territory opportunities and ensure reps are actively prospecting in this channel.</li><li>Track programmatic pipeline and closed revenue separately; report progress to VP weekly.</li></ul><p style="margin-left:0in;margin-right:0in"><strong>2. Pipeline Management & Forecasting Discipline</strong></p><ul><li>Establish consistent pipeline review cadence and standards across all 15 reps.</li><li>Hold reps accountable to pipeline hygiene standards including stage accuracy, activity logging, and close date integrity.</li><li>Lead weekly pipeline reviews and deliver reliable revenue forecasts to VP for monthly and quarterly business reviews.</li><li>Identify at-risk deals early and intervene with coaching or co-selling support.</li></ul><p style="margin-left:0in;margin-right:0in"><strong>3. Salesforce Adoption & CRM Hygiene</strong></p><ul><li>Drive full Salesforce adoption across the team — this is a non-negotiable performance standard, not optional.</li><li>Audit current CRM usage; identify gaps and implement corrective plans by rep.</li><li>Work with operations to establish and enforce clear data entry standards and activity logging expectations.</li><li>Use Salesforce, BIDB, DOMO, and ZoomInfo data to inform coaching decisions and territory strategy.</li></ul><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>TEAM LEADERSHIP & DEVELOPMENT</strong></p></div><ul><li>Lead and manage 15 sales professionals across print, digital, and programmatic channels — earning trust through consistency, credibility, and results.</li><li>Navigate a tenured team culture with empathy and firmness; understand that change management is as important as sales management in this environment.</li><li>Provide individualized coaching, performance development plans, and regular 1:1s with each rep.</li><li>Set clear annual and quarterly goals; monitor performance and adjust expectations in collaboration with VP.</li><li>Recruit, onboard, and develop new sales talent as the team grows.</li><li>Collaborate directly on large opportunities, complex RFPs, and high-value accounts alongside senior reps.</li></ul><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>SALES STRATEGY & EXECUTION</strong></p></div><ul><li>Partner with VP to build and execute divisional sales strategy aligned with portfolio revenue goals.</li><li>Maximize sellable inventory and territory coverage; identify gaps and whitespace opportunities.</li><li>Support new product rollouts, pricing adjustments, and go-to-market initiatives.</li><li>Represent the sales team in market group meetings, pump-up sessions, and cross-functional leadership forums.</li><li>Travel to other locations for on-site coaching and team engagement as needed.</li></ul><p style="margin-left:0in;margin-right:0in"/><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>CROSS-FUNCTIONAL COLLABORATION</strong></p></div><ul><li>Work closely with Portfolio Performance Managers (PPMs) and Association Success Managers (ASMs) to align revenue performance and close execution gaps.</li><li>Partner with Media Coordinator and Ad Ops teams to ensure order accuracy, on-time delivery, and advertiser satisfaction.</li><li>Participate in strategy meetings to address underperformance, territory reassignments, or workflow issues.</li><li>Support PPMs and ASMs in improving SOPs that affect sales productivity and client outcomes.</li></ul><p style="margin-left:0in;margin-right:0in"/><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>LEADERSHIP & CULTURE</strong></p></div><ul><li>Lead with transparency and consistency — this team responds to leaders who follow through and are present.</li><li>Build trust with tenured reps by demonstrating competence, respecting their experience, and being direct about expectations.</li><li>Promote a culture of accountability, continuous improvement, and collaborative problem-solving.</li><li>Serve as a role model for Naylor Core Operating Values and professional integrity.</li></ul><p style="margin-left:0in;margin-right:0in"/><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>QUALIFICATIONS</strong></p></div><p style="margin-left:0in;margin-right:0in"><strong>Required</strong></p><ul><li>Minimum 7 years of sales management experience, with a demonstrated track record of achieving and exceeding revenue goals.</li><li>Proven experience managing tenured or change-resistant sales teams — ability to lead through influence, not just authority.</li><li>Hands-on programmatic, print, digital advertising sales experience and event sales and sponsorships; ability to coach reps on this channel directly.</li><li>Strong Salesforce proficiency — experience driving CRM adoption and accountability across a sales team.</li><li>Excellent pipeline management and forecasting skills; data-driven decision maker.</li><li>Strong coaching instincts; able to diagnose individual performance issues and create actionable development plans.</li><li>Excellent verbal, written, and presentation communication skills.</li><li>25% travel required.</li></ul><p style="margin-left:0in;margin-right:0in"><strong>Preferred</strong></p><ul><li>Experience in media, publishing, digital advertising, or association markets.</li><li>Familiarity with DOMO, ZoomInfo, and MediaRadar platforms.</li><li>Experience partnering with operations or enablement functions to drive process improvement.</li><li>Bachelor's degree in Business, Marketing, or related field (or equivalent experience).</li></ul><p style="margin-left:0in;margin-right:0in"/><div style="border-bottom:solid #1f5c2e 1pt;padding:0in 0in 1pt 0in"><p style="margin-left:0in;margin-right:0in"><strong>WHAT SUCCESS LOOKS LIKE — FIRST 90 DAYS</strong></p></div><ul><li>Has built genuine credibility with the majority of the 15-rep team.</li><li>Has audited Salesforce usage and presented a 30-60-90 CRM adoption plan.</li><li>Has established a consistent pipeline review cadence and begun enforcing standards.</li><li>Has identified the top 3–5 programmatic opportunities in the territory and begun coaching reps toward them.</li><li>Has built a working relationship with each PPM and understands each portfolio's revenue dynamics.</li></ul><p>Naylor Association Solutions, parent company of WJ Weiser, is an equal opportunity employer and is committed to hiring a diverse workforce.</p>

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Director of Sales Performance Naylor LLC

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