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Director of Sales & Growth
Jacksonville, FL
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This leading IT company delivers a superior experience to the best-run businesses in Florida and beyond. Currently seeking a strategic and results-driven Director of Sales & Growth to be responsible for developing and executing a cohesive go-to-market strategy for both new client acquisition and existing client retention and expansion.


The Company

  • For 25 years, this company has provided IT, Cloud, and Cybersecurity services to small to medium-sized Florida-based companies.
  • The company, which is Great Place to Work Certified since August 2021, focuses on core values of growth and transparency in addition to outstanding benefits and a family-run culture that puts employees before profit.
  • Seeking a Director of Sales and Growth to be accountable for driving sustainable revenue growth, improving market share, and nurturing strategic partnerships.


The Compensation

  • $300K–$350K OTE with Base-to-Variable Compensation Structure (40/60 or 50/50) Commensurate with Experience


The Location

  • Office Located in Jacksonville, FL with Hybrid Work Arrangement (apx. 50% Onsite & 50% Remote Depending on Business Needs)


The Benefits

  • Four Medical Plans to Choose From & Dental and Vision Coverage (with Company Contribution Toward Premiums)
  • Access to No-Wait Online Doctor for Common Health Queries
  • Unlimited Access to Local Popular Fitness Studios across the United States through FitOn
  • Scaled PTO Plan Starting with 3 Weeks and Increasing up to 4 Weeks at Year 2
  • 401(k) Plan with 4% Company Match
  • Relocation Assistance Available
  • Paid Maternity, Paternity, Adoption and Foster Leave
  • Flexible Spending Accounts
  • 100% Coverage for Long-Term Disability Insurance
  • AI-Enabled Tech Stack to Streamline Operational Efficiency
  • Access to Professional Sales Development Training/Platforms and MSP Specific Sales Peer Groups through MSP Growth Pros
  • Career Path Meetings in Lieu of Performance Reviews with a Focus on Determining Future Advancement
  • Monthly Themed Office or Remote Festivities, Events, and Entertainment
  • Team-First Mentality with a Focus on Encouragement and Support, Recognition and Rewards, and Actively Hearing and Implementing Employee Feedback
  • Flexible Workweek with a Natural Balance of Longer & Lighter Days


The Role

  • Achieve overall annual revenue targets, quarterly sales goals, and consistent year-over-year increase in net new sales bookings.
  • Report directly to the President and serve as a highly visible and contributing member of the executive leadership team.
  • Evaluate sales team performance, provide coaching, and lead recruiting efforts in partnership with HR to build a high-performing team.
  • Oversee the Sales Manager and Business Development Executives to expand the pipeline, maintain high close rates, and deliver consistent revenue growth.
  • Report regularly on revenue performance, pipeline health, and market trends to executive leadership, making data-driven recommendations.
  • Provide executive-level knowledge and sales support for larger opportunities at advanced stages to convert the prospect. 
  • Monitor the revenue pipeline and lead volume, adjusting as necessary to reach year-over-year growth rate.
  • Develop and execute a holistic go-to-market plan that leverages market insights, competitor analysis, and industry trends.
  • Identify and explore growth opportunities, including new markets, services, and partnerships, while maintaining focus on the organization’s long-term vision.
  • Establish a transparent forecasting process with accurate sales projections and performance metrics.
  • Partner with the Operations, Finance, and Service Delivery teams to ensure seamless onboarding, solution delivery, and account management.
  • Foster a culture of collaboration, continuous improvement, and accountability across all revenue-generating functions.
  • Maintain and improve client retention rates and reduce churn.
  • Effect growth in average revenue per account through up-sell and cross-sell initiatives and increased quantity and quality of pipeline opportunities with measurable improvement in lead-to-close conversion rates.
  • Evaluate marketing channels and tactics, guiding to optimize campaigns for maximum ROI.
  • Maintenance of a balanced pipeline across Jacksonville, Orlando, and Tampa markets.
  • Work closely with the Marketing Manager to refine messaging, campaigns, and demand-generation initiatives that drive brand awareness and lead acquisition.
  • Partner with marketing to improve lead generation, MQL quality, and conversion rates—while maintaining a primary focus on driving channel partner satisfaction and growing incremental revenue through the channel.


The Background Profile

  • Bachelor’s Degree required preferably in Business, Marketing, or related field; MBA or Advanced Degree a plus
  • 10+ years of proven B2B sales leadership experience, preferably within Managed Services, Software/IT Solutions, SaaS, or related technology sectors
  • Formal sales training/certification required, ideally through Sandler or a comparable consultative methodology (e.g. SPIN Selling, Solution Selling, or IMPACT)
  • Proven track record of building and leading high-performance sales teams focused on new business generation and acquiring net-new clients (e.g. 80% of teams consistently met or exceeded revenue targets)
  • Proven ability to be a player-coach with sales reps regarding tactical, in-the-field selling (e.g. prospecting, pipeline development, and networking strategies) and in utilizing AI-enabled platforms to optimize a sales team
  • Stable career progression with 4–5 year tenures at the same company in relevant leadership roles
  • Prior experience in a people-centric, service delivery business with a strong client-experience mindset; previous Managed Service Provider (MSP) experience a plus
  • Previous experience working with small businesses, owning a business, or working with a family business with hands-on involvement in sales operations
  • Prior experience with HubSpot CRM or a similar system
  • Ability to travel locally between Jacksonville, Orlando, and Tampa offices on a weekly basis and up to 10% travel as needed for day trips and conferences


The Ideal Profile

  • Experience working directly with local MSPs of similar or larger size in the Tampa area
  • Demonstrated experience leading cross-functional efforts across sales, marketing, channel, and client strategy functions
  • Track record of consistent revenue growth and quota attainment across multiple years and roles
  • Ability to build trust quickly within a newly formed team
  • Strong verbal, written, and visual communication and presentation skills 
  • Comfortable working within a people-driven and not numbers-driven culture
  • Highly analytical mindset with the ability and desire to research and resolve complex issues 
  • Exceptional leadership skills to coach, manage, drive performance, and foster innovation
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