Director of Sales

About Us

Tracker Products is a Christian-owned company rooted in a commitment to integrity, innovation, and purposeful growth. We develop cloud-based evidence management software used by law enforcement agencies across the country. Our mission is to bring order to chaos — helping our clients streamline operations, ensure chain-of-custody integrity, and support the equitable delivery of justice.

We operate from a foundation of biblical values, including servant leadership, honesty & integrity, results matter, growth oriented, wow our client & each other, and work-life balance. As such, we seek team members who are not only passionate about high performance but also aligned with our culture of humility, service, and purpose. If these values resonate with you, and you're energized by the idea of working in a fast-growing, mission-driven environment, we invite you to consider joining our team.

Director of Sales (Pipeline & Revenue Growth)

This role reports to the CEO

Job Summary

We are seeking an experienced early-stage sales leader who thrives in a hands-on coaching and execution environment. This role is responsible for building a repeatable, high-quality pipeline engine, improving revenue performance, and serving as the operational leader, strategic resource, and sales process expert for the sales team.

This leader will actively participate in the sales process, support strategic opportunities, join customer demos and deal discussions as needed, and partner with the CEO on select enterprise opportunities.

This is not a maintenance role. We need a leader who can step into a developing environment, create clarity, and drive measurable results quickly.

Core Responsibilities

Sales Leadership, Strategic Deal Support & Revenue Ownership

• Drive overall pipeline health, revenue performance, and sales execution across the team without carrying an individual quota
• Serve as the primary sales leader and trusted resource for guidance throughout the sales process
• Participate in discovery calls, demos, strategic customer conversations, and deal reviews as needed
• Lead select enterprise and strategic deals in partnership with the CEO
• Reinforce accountability, execution discipline, and consistency across the sales organization

Qualification & Deal Discipline

• Define and enforce clear qualification criteria (MQL → SQL → Opportunity)
• Ensure all opportunities meet defined standards (problem, fit, next step)
• Maintain accurate pipeline stages, close dates, and deal values

Outbound & SDR Leadership

• Lead and support SDR-driven outbound pipeline generation efforts
• Develop target account strategies and outreach frameworks
• Improve conversion from outreach to qualified opportunities

Revenue Execution & Performance Management

• Own pipeline progression, deal execution, and sales process consistency across the organization
• Improve overall win rates, deal velocity, forecast accuracy, and revenue predictability
• Use data and reporting insights to identify issues, trends, and improvement opportunities
• Establish measurable sales performance standards and accountability metrics

Cross-Functional Alignment & Team Leadership

• Partner with Marketing and RevOps to improve ICP targeting, messaging, CRM accuracy, and pipeline quality
• Coach and develop SDRs and Account Executives on qualification, demos, deal strategy, and execution
• Establish clear expectations, accountability standards, and performance metrics across the team
• Create a high-accountability, execution-focused sales culture aligned with company growth objectives

Required Experience

• 6–8 years of B2B SaaS sales experience
• 2+ years leading or coaching sales teams
• Experience in a player/coach sales leadership role
• Proven success personally carrying quota while managing team performance
• Strong outbound and pipeline-building experience in low-inbound environments
• Experience operating in growth-stage or early-stage companies
• Strong forecasting, qualification, and pipeline management discipline

Key Competencies

• Pipeline builder with strong execution mindset
• High accountability and ownership of results
• Data-driven decision making
• Strong qualification and deal judgment
• Ability to operate effectively in changing or ambiguous environments
• Collaborative across Sales, Marketing, and Operations

Disclaimer: Tracker Products is a Christian-owned company that operates in alignment with biblical principles, including integrity, service, humility, and excellence. While our culture reflects these values, we welcome and consider all applicants regardless of race, color, religion, sex, national origin, age, disability, veteran status, or any other protected status. Employment decisions are based on qualifications, merit, and organizational fit. We are committed to building a team where everyone feels valued and respected. Tracker Products is an Equal Opportunity Employment Employer.