OPEN POSITIONS
Flexible Work Model:
We believe that the best way for us to grow is through a work environment that provides flexibility. Currently, our employees work together in our Eagan, MN, office two days a week, where interactions happen with higher frequency and effectiveness to tackle complex problems. This supports collaboration, team engagement, and business innovation. At the same time, we value the benefits of working from home three days a week, where employees have more focused, uninterrupted time with minimal distractions for dedicated project and productive work.
The Opportunity:
This is a critical leadership role in the continued growth of GovDocs.
We are looking for a hands-on Director of Sales who can build a high-performance sales organization and translate our growth strategy into consistent, predictable revenue.
You will lead a growing team of Account Executives and Business Development Representatives and own the performance of the sales organization. That means building pipeline, improving conversion, developing talent, creating forecasting discipline and holding the team accountable to clear performance expectations.
This is not a role for someone who wants to manage from the sidelines.
We need a leader who gets into the work, knows what is happening in the pipeline, coaches people to improve, addresses performance issues directly and creates an environment where talented salespeople can win.
Job Title: Director of Sales
Reports to: Executive Vice President
Status: Regular Full-Time
Base Salary Range: $135,000 – $155,000
Total Target Earnings: $190,000 – $220,000
Send resume, salary requirements, and cover letter to:
Best Places to Work:
GovDocs was named one of the 2024 Best Places to Work by the Minneapolis/St. Paul Business Journal!
Being named an honoree was no easy feat, as they received over 300 nominations for this year’s award. GovDocs was one of the top-scoring Minnesota businesses honored in the medium company category (50-250 employees) for creating a fun, challenging, and rewarding workplace.
Read more about GovDocs as Best Places to Work 2024 here: https://bizj.us/1qlh8s
What You’ll Own
Build and Lead a High-Performance Team
- Set clear expectations for every Account Executive and BDR and hold the team accountable to them.
- Coach through 1:1s, call reviews, pipeline reviews, deal strategy and direct observation.
- Identify performance gaps early and address them directly.
- Continuously assess talent and make thoughtful decisions around hiring, development and performance management.
- Create a culture where people know what is expected, understand how they are performing and receive the coaching necessary to improve.
Deliver Predictable Revenue
- Own achievement of the team’s revenue and customer acquisition goals.
- Build sufficient qualified pipeline to support those goals.
- Establish a rigorous forecasting process leadership can trust.
- Know the leading and lagging indicators that drive performance and use them to identify problems early.
- Maintain strong Salesforce discipline and data integrity across the team.
- Give senior leadership a clear, direct view of performance, opportunities, risks and actions required.
Improve How We Sell
- Build and continuously improve a repeatable sales process from prospecting through close.
- Strengthen alignment between BDRs and Account Executives to improve pipeline creation and conversion.
- Identify which customer segments, profiles, use cases and sales motions produce the strongest results and do more of what works.
- Lead strategic account and deal planning on our most important opportunities.
- Support complex negotiations and help the team move deals forward without unnecessarily giving away value.
- Remove obstacles that prevent the team from succeeding.
Help Shape Our Growth Strategy
Sales does not operate in isolation.
You will partner closely with Marketing, Customer Success, Product and senior leadership to translate company strategy into an executable go-to-market plan.
We expect you to bring the voice of the market back into the organization – what customers are telling us, why we win, why we lose, what competitors are doing and where new opportunities are emerging.
About You as a Leader
Your résumé matters. What you’ve accomplished matters more.
We’re looking for evidence that you have:
- Led a B2B sales team to measurable revenue results.
- Built accountability without creating unnecessary bureaucracy.
- Developed salespeople and made them better.
- Created pipeline and forecasting discipline.
- Manage both prospecting/business development and closing motions.
- Use CRM and sales data to run the business, not simply report on it.
- Diagnose performance problems and take action to correct them.
- Lead complex sales opportunities and negotiations.
- Communicate effectively with executives, peers, customers and salespeople.
- Operate successfully in a growth environment where change is expected.
B2B SaaS experience is valuable. Experience in employment law, HR compliance or regulatory technology is helpful. Neither substitutes for demonstrated sales leadership and results.
How You Lead
- You set high standards and make them clear.
- You believe empathy and accountability belong together. You invest in people and coach them to improve, but you don’t allow performance problems to linger.
- You’re competitive, driven and comfortable being measured by results.
- You’re willing to roll up your sleeves.
- You’re curious about customers and the market.
- You use data but don’t hide behind spreadsheets.
- You ask good questions, listen and coach rather than constantly telling.
- You communicate clearly, make decisions and follow through.
- And you understand that a strong sales culture isn’t created by slogans. It’s created by the behaviors a leader reinforces every day.
What Success Looks Like
Success in this role means building a sales organization that consistently delivers the growth GovDocs expects.
That means:
- Revenue performance becomes increasingly predictable.
- Pipeline coverage supports company growth objectives.
- Forecasts are accurate enough for the broader business to plan around.
- Salespeople know exactly what is expected of them.
- Underperformance is identified and addressed quickly.
- Coaching produces measurable improvement.
- BDR and Account Executive execution is tightly aligned.
- Salesforce accurately reflects the health of the business.
- Leadership has a clear view of what’s working, what’s not and what we’re doing about it.
The mandate is straightforward: build a disciplined, accountable, high-performing sales organization capable of supporting GovDocs’ next stage of growth.
Who You Are:
- You lead with both empathy and accountability – you can hold a team to a high standard while genuinely investing in their growth and well-being
- You lead by example and share your passion to inspire those around you for growth. You are authentic, driven, and positive
- You possess emotional intelligence and empathy. You have a good sense of humor, are self-aware and self-critical, but not arrogant. You handle interpersonal dynamics with grace
- You do more than the minimum to achieve outstanding results by being hands-on and rolling up your sleeves when necessary
- You thrive in a growth-oriented company by embracing and adapting to change easily. You are open-minded and flexible
- Your clear communication fosters understanding and collaboration. You express ideas effectively but are also an active listener
Company Description:
GovDocs serves companies in building and executing their employment law compliance programs in two primary ways:
- Employment Law Posting Update Program: We manage all the complexities of identifying and providing the required set of employment law postings from the 1,700+ potential postings across the U.S. and Canada. Using proprietary technology, we allow companies to manage, track and verify postings at each of their locations. Our Employment Law Posting Update service is used by almost 22% of the Fortune 500, 31% of the Fortune 100 and 34% of Fortune 50 companies.
- Employment Law Compliance Software Solutions: This is a first to market Software-as-a-Service starting with our Minimum Wage product and Paid Leave products, which allow companies to identify and track which laws apply to their locations and employees, then provides all relevant data to make decisions. This service was created in response to requests from some of our largest customers who recognized that employment law expansion across and variances between jurisdictions (Federal, State and Local) were too difficult to manually track.
GovDocs has grown revenue annually by 18% since 2022 with a 96% customer retention rate, primarily due to our Postings Update Program both obtaining and retaining customers – as employment law postings are required by law, every company has an existing provider. Our Software Solutions are an entirely new line of business that gives us great growth potential to create a full Employment Law Compliance (ELC) platform of solutions, it is also challenging us to reinvent how we view urgency, innovation and teamwork.
You must be authorized to work in the United States. Immigration or work visa sponsorship will not be provided. In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.
Compensation:
This position is critical to the success of our business, and the compensation package will be commensurate with the candidate’s experience and skills.
Base Salary Range: $135,000-$155,000, On Target Earnings: $190,000-$220,000
This role includes a base salary plus performance-based incentives tied to team quota attainment. Benefits include paid vacation, paid volunteer time, paid holidays, medical insurance, dental insurance, vision insurance, flexible spending account, health savings account, group life insurance, voluntary life insurance, group short-term disability, group long-term disability, critical illness insurance, accident insurance, hospital indemnity insurance, a matching 401(k), employee assistance programs, pet health insurance, and value-added programs.
Send resume, salary requirements and cover letter to careers@govdocs.com.