Senior Director, Sales Systems & Technology

POSITION SUMMARY 

The Senior Director, Sales Systems & Technology provides strategic leadership and operational ownership of Follett Software’s sales technology ecosystem. This role is accountable for defining the vision, roadmap, governance, and execution of sales technologies to enable scalable growth, improve sales productivity, and ensure strong alignment between technology investments and revenue objectives. Acting as a trusted advisor to sales leadership, this role partners cross‑functionally to deliver high‑impact solutions that drive measurable business outcomes. 

POSITION SCOPE 

Responsibilities: 

• Own, operate, and continuously evolve the sales technology ecosystem, including Salesforce (Sales Cloud, Service Cloud, and CPQ), Gong, Saleshood, Consensus, and all related integrations with Follett systems. 
• Define, communicate, and execute a scalable, reliable sales technology strategy aligned with revenue growth and long‑term business objectives. 
• Establish and facilitate governance models for intake, prioritization, and delivery of enhancement requests and defect resolution, ensuring resources are focused on initiatives with the highest business value. 
• Develop and maintain a clear, prioritized, forward‑looking roadmap for sales technologies that balances near‑term needs with long‑term innovation, including evaluation and adoption of AI‑driven capabilities. 
• Enable Sales and Operations teams to leverage data, automation, and AI to improve productivity, forecast accuracy, coaching effectiveness, and customer engagement across the sales lifecycle. 
• Partner closely with Sales, Customer Success, Support, Marketing, Finance, Operations, and IT to translate business needs into scalable Salesforce and sales technology solutions. 
• Ensure strong platform adoption, enablement, and value realization through partnership with Sales Enablement, Customer Success Operations, and Marketing Operations. 
• Maintain system integrity by ensuring high data quality, security, compliance, and seamless integrations across the sales technology landscape. 
• Serve as a strategic thought partner and trusted advisor to sales leadership, providing insights and recommendations on how technology can accelerate growth and differentiation. 
• Other duties as assigned. 

Leadership Responsibilities: 

• Act as a mentor and coach, guiding team members in their professional growth, and providing continuous feedback and conducting regular one-on-one meetings to discuss goals, challenges, and achievements.  
• Lead by setting a positive example, prioritizing the needs of the team, removing obstacles that hinder their success, and empowering team members by providing the tools, resources, and support they need to excel in their roles. 
• Identify and nurture individual varying strengths and specialized abilities to foster career development and job satisfaction.  
• Create and maintain a positive, inclusive, and collaborative work environment, promoting open communication and a sense of belonging within the team.  
• Set clear expectations and performance goals aligned with the broader organizational strategy, ensuring everyone understands their role in achieving company objectives.  
• Ensure regular, clear, and transparent communication with the team about organizational updates, changes, and expectations, facilitating open dialogue and encouraging feedback from all team members.  
• Partner with recruiting in driving recruitment processes to attract top talent, and develop strategies to retain high-performing team members by recognizing achievements and creating opportunities for advancement.  

QUALIFICATIONS 

• Bachelor’s degree in Business, Information Systems, Computer Science, or a related field (or equivalent experience). 
• Advanced degree or relevant certifications (Salesforce, CPQ, or sales technology) is a plus. 
• 10+ years of experience managing and administering sales technology platforms, including Salesforce Sales Cloud, Service Cloud, and CPQ, in complex, multi-team environments.
• Proven experience managing and integrating sales enablement and intelligence platforms (e.g., Gong, Saleshood, Consensus) 
• Strong background in sales operations, revenue technology, or go‑to‑market systems 
• Demonstrated success establishing governance models, roadmaps, and prioritization frameworks 
• Experience leveraging data, automation, and AI to drive business outcomes 
• Strong cross‑functional leadership, communication, and stakeholder management skills 
• Prior people leadership experience building and scaling high‑performing team 
• Certificates: Salesforce Administrator and/or Salesforce Advanced Administrator preferred 

WORK ENVIRONMENT 

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.   
• It requires a suitable space that provides a private and quiet workplace.  
• Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.  

PHYSICAL REQUIREMENTS 

• Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization.  
• Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance.  
• Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials.  
• Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds.
• Travel requirements: Minimal (less than 10%)