REGIONAL SALES DIRECTOR (REMOTE)

Job Summary

Waveguide’s sales director is responsible for driving sales across Waveguide’s intersecting lines of business and solutions by cultivating and maintaining client relationships, identifying and developing new business opportunities, and leading the proposal and closing process. The sales director will build and empower a high-performing sales team, implement effective sales processes, and leverage data-driven insights to optimize performance and achieve organizational targets. Additionally, this role will contribute to market analysis and development of sales strategies and sales budgets.

Today, this role is primarily focused on developing the go-to market approach, selling all Waveguide solutions and delivering on Waveguide’s sales goals, objectives and quotas. Ultimately, the progression of this role will oversee all aspects of executing the sales function – including team leadership, sales enablement, pipeline management, and client acquisition – while ensuring alignment with company values and business objectives.

Key Responsibilities

• Lead day‑to‑day sales operations using company CRM, forecasting, and reporting tools.
• Identify and pursue growth opportunities within existing Waveguide client relationships, including consulting and design engagements.
• Support client retention efforts as needed to protect and expand current business.
• Collaborate with Compass Group sales, new business, and retention teams to identify and develop cross‑selling opportunities that integrate Waveguide services into active and prospective accounts.
• Research, target, and cultivate new direct client relationships aligned with Waveguide’s growth strategy.
• Lead, coach, and motivate sales teams to consistently deliver high‑quality work and achieve assigned revenue targets, KPIs, and OKRs.
• Foster a positive, values‑aligned team culture through clear expectations, accountability, and ongoing performance coaching.
• Prioritize team focus and resources to ensure effort is aligned with the highest‑impact opportunities.
• Equip sellers with the tools, training, resources, and information required to sell effectively and efficiently.
• Regularly review, analyze, and report on pipeline health, risks, and opportunities.
• Support annual sales planning and budgeting by contributing pipeline insights, market feedback, and resource needs.
• Partner with Marketing and cross‑functional teams to develop and refine seller messaging, materials, and value propositions that clearly communicate differentiation.
• Participate in proposal development and pursuit execution, including response strategy, presentation of qualifications, and coordination of proposal materials.

Role Qualifications

• Relevant four-year university degree (e.g., BA, BS), or higher.
• 10+ years of experience selling AV solutions, or similar experience in corporate real estate, workplace experience, sales, business development.
• Understanding of the technology services industry, with knowledge of industry trends, competitors, and market dynamics.
• Strong understanding of business development and sales software tools and their implementation.
• Proposal and proforma experience required. Ability to read and interpret financial data required.
• Strong leadership and management skills, with experience managing sales teams and targets.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients, partners, and industry influencers.
• Excellent organizational skills and attention to detail.
• Strong analytical, strategic thinking and problem-solving skills.
• Ability to make critical business decisions utilizing financial metrics and other data resources.
• Excellent verbal and written skills and the ability to negotiate contracts.
• Proficiency with Microsoft Office applications (i.e., Word, Excel and PowerPoint).
• Travel required up to 50%.

Waveguide Competencies

• Oral Communication: Waveguide team members must be able to clearly express their ideas and actively listen to the ideas of others.
• Written Communication: Waveguide team members must be able synthesize their ideas clearly and concisely in written form and must be able to read, understand, and effectuate the written direction of others.
• Teamwork: Waveguide team members must be able to collaborate effectively with colleagues and contribute to a positive work environment.
• Adaptability: Waveguide team members must be able to embrace changes as opportunities and adjust quickly to new situations.
• Problem-Solving: Waveguide team members must be able to analyze issues and develop effective solutions.
• Numeracy: Waveguide team members must be able to understand, interpret and apply mathematical concepts and methods to solve problems and make informed decisions.
• Time Management: Waveguide team members must be able to independently and effectively use their time to efficiently achieve desired business outcomes.
• Hospitality: Waveguide team members must be able to deliver exceptional experiences to clients and fellow team members.
• Self-Starting: Waveguide team members must be internally motivated and able to take the initiative, work independently, and proactively begin efforts on their own.