Director of Sales: Facts, Skills, and Next Paths

A Director of Sales oversees a sales team, sets revenue targets, and drives new business development. Day-to-day tasks include managing the full sales cycle from prospecting to contract execution, monitoring project activity and procurement cycles, and building relationships with key clients such as general contractors, developers, and subcontractors.

Core responsibilities include team leadership, sales forecasting, account and territory planning, compensation design, and budget management. The role sits within the executive team and reports to a VP or CRO. For example, at Cogir of Potomac, the Director of Sales & Marketing focuses on enriching lives through senior living, while at Black Duck Software, the role targets sales to the Department of War and US Air Force. At White Lodging, the Director of Sales is accountable for all sales and marketing for the hotel, including revenue management and building the right business mix.

The median salary for a Director of Sales is approximately $222,651. The most frequently requested skills in current job postings are CRM (40%), Business Development (40%), User Acquisition (30%), and Documentation (30%).