ABOUT BUSINESS INFORMATION GROUP, INC (“big”)

Technology in construction is evolving faster than ever and managing it has become increasingly complex. From ERP systems and cybersecurity to infrastructure, analytics, cloud platforms, and operational workflows, the construction industry needs more than just a point solution. They need a partner that understands how the ecosystem works. 

Since 1992, Business Information Group has helped organizations modernize technology, improve operational visibility, reduce risk, and create scalable foundations for growth. We work alongside our clients as an extension of their business, helping teams make smarter decisions, streamline operations, and find value from the systems they rely on every day.

Our mission? To serve as an extension of our clients’ business by delivering practical technology solutions that drive clarity, efficiency, and long-term business transformation. We believe technology should simplify operations, not complicate them. Our goal is to help clients connect systems, teams, and data in a way that supports confident growth and better business outcomes.
 

Job Summary

The Director of Sales is responsible for leading the day-to-day execution, performance, coaching, and development of BIG's Strategic Account Executive ("SAE") team. This role translates BIG's revenue strategy and growth priorities into clear expectations, focused sales activity, strong pipeline development, accurate forecasting, and measurable results. This role is accountable for creating a high-performing sales environment built on preparation, consistency, accountability, collaboration, and continuous improvement. This includes coaching SAEs across prospecting, discovery, opportunity management, strategic account growth, negotiation, and closing, while ensuring the team maintains strong CRM discipline and visibility into pipeline health and performance.

Working closely with the Chief Revenue Officer, the Director of Sales helps turn company growth objectives into effective day-to-day execution across the strategic account function. The Director will also participate directly in complex or strategic sales opportunities when appropriate, helping SAEs strengthen deal strategy, navigate executive-level conversations, and expand relationships across key accounts while continuing to build the team's ability to independently lead and close sophisticated opportunities.

Position Details

Department: Sales and Marketing 

Reports To: Chief Revenue Officer

Exemption Status: Salaried Exempt

Location: Remote

Essential Duties and Responsibilities 

· Lead the day-to-day performance, coaching, development, and accountability of BIG's Strategic Account Executive team.

· Drive the SAE team toward individual and collective revenue goals by establishing clear expectations, monitoring performance, identifying gaps, and developing action plans to improve results.

· Train and coach SAEs on prospecting, discovery, relationship building, opportunity management, strategic account planning, negotiation, executive-level communication, and closing strategies.

· Work closely with the Chief Revenue Officer to translate company revenue goals, growth priorities, market opportunities, and strategic initiatives into clear team priorities and measurable execution.

· Ensure the SAE team consistently develops and maintains sufficient qualified pipeline to support current and future revenue goals.

· Own the SAE forecasting process, including pipeline reviews, deal inspection, risk identification, opportunity progression, and forecast accuracy.

· Establish and reinforce consistent standards for Salesforce activity, CRM discipline, opportunity management, account planning, client engagement, and sales execution.

· Coach SAEs through complex opportunities and strategic deals, participating directly in key client meetings, executive conversations, proposal strategy, negotiations, and closing efforts when appropriate.

· Ensure SAEs develop deeper relationships within strategic accounts by expanding executive engagement, identifying additional stakeholders, and reducing reliance on single points of contact.

· Drive cross-sell, upsell, and relationship expansion opportunities across BIG's full portfolio of services while maintaining a focus on client satisfaction, business outcomes, and long-term partnership.

· Regularly assess team and individual performance using revenue results, pipeline health, sales activity, forecast accuracy, account penetration, and other relevant performance indicators.

· Identify opportunities to improve sales processes, training, messaging, reporting, workflows, and tools that increase team consistency, productivity, and effectiveness.

· Foster a culture of preparation, accountability, collaboration, urgency, and continuous improvement across the SAE team.

· Partner closely with marketing, operations, delivery, technical teams, and company leadership to ensure sales efforts align with client needs, BIG's capabilities, and company growth priorities.

· Support the onboarding and development of new sales team members, helping accelerate productivity and establish consistent expectations from the beginning.

Management Duties and Leadership Responsibilities 

· Set clear goals, provide regular feedback, and conduct performance evaluations for direct reports.

· Support employee development through coaching, mentoring, and growth opportunities.

· Foster an inclusive, high-performing team culture aligned with company values.

· Address performance and conduct issues promptly and professionally.

· Ensure compliance with company policies in partnership with HR and support cross-functional collaboration.

· Assist with interviewing, candidate selection, workforce planning, onboarding, and training of new team members.

Position Details, Work Environment & Physical Requirements 

· Standard office hours for this role are Monday – Friday, 8:00am – 5:00pm local time zone. 

· This is a full-time, exempt role eligible for commission and bonus opportunities.

· This is a remote role with eligibility to work from approved states in the United States. 

· Travel is moderate for this role. 

· Ability to sit for extended periods and use a computer and keyboard for long durations. Frequent typing and use of a mouse, with fine motor skills required for accurate data entry and navigation. Must be able to maintain good posture and adjust seating and workstation to minimize physical strain.

Education, Qualifications & Experience

· Bachelor’s degree required; business administration, sales, marketing, communications, or related field preferred.

· 8+ years of progressive B2B sales experience, preferably in SaaS, technology services, ERP, construction technology, or a related industry.

· Demonstrated experience leading quota-carrying sales professionals and managing team performance against multimillion-dollar revenue targets.

· Experience building or improving structured sales operating rhythms, including pipeline governance, forecasting, deal inspection, coaching cadence, and CRM discipline.

· Ability to credibly engage executive-level buyers and stakeholders, including CFOs, Controllers, Operations leaders, and other senior decision-makers.

· At least 5 years’ experience leading, coaching, mentoring, or developing professionals required.

· Strong ability to translate sales strategy into clear team priorities, activity expectations, and measurable execution.

· Strong understanding of pipeline management, forecasting, CRM discipline, account planning, and sales performance metrics.

· Demonstrated experience leading structured sales cadences, including one-on-ones, pipeline reviews, forecast calls, account planning, and performance coaching.

· Proficiency in Salesforce.com or similar CRM software.

· Ability to coach sales professionals through complex opportunities, client conversations, and deal strategy.

· Excellent interpersonal and communication skills, with the ability to influence, collaborate, and build credibility across teams and with senior-level client contacts.

· Strong analytical, strategic thinking, and problem-solving abilities.

· Proven track record of meeting or exceeding sales targets and helping others improve sales performance.

· Proficient in Microsoft Office applications and comfortable using reporting tools to monitor sales performance and team activity.

Equal Opportunity Employer

It is the policy of Business Information Group, Inc. to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. All employees are subject to a pre-employment screening process including a background check and drug screen. In addition, we will provide reasonable accommodation for qualified individuals with disabilities. If you require reasonable accommodation in completing the application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to the Human Resources department.