North American Director of Sales
Job Title: North American Director of Sales
Company: eDist (posted via TopDog HR)
Location: Upper Saddle River, New Jersey
Job Type: Full-time
Compensation: $105,000–$130,000 base (DOE) + target incentive 15–20%+
Reports To: Chief Operating Officer
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About eDist
eDist is a fast-growing Platform-as-a-Service (PaaS) company that helps B2B organizations buy, sell, and support subscription software and companion hardware at scale. We’re on the verge of launching the newest release of our PaaS, which will unlock powerful new capabilities for our existing partner ecosystem and attract many new partners and vendors. This next chapter includes expanding our platform, entering new verticals, and preparing the organization for future global growth and pre-IPO readiness.
Historically known as the leading value-added distributor in speech recognition and healthcare (including Dragon solutions and companion hardware like professional microphones), we now operate as a modern revenue platform—supporting VARs, corporate resellers, referral partners, and direct customers across the U.S., Canada, and the Caribbean. With distribution centers in New Jersey and Canada, we combine strong operational execution with high-touch professional services such as training, implementation, project management, and advanced technical support.
eDist is a stable, well-funded, non-seasonal growth company headquartered in Bonita Springs, Florida, where teams work onsite, collaborate closely with all locations, and enjoy doing meaningful work with top healthcare B2B brands.
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Role Overview
The North American Director of Sales is a senior leadership role responsible for driving predictable, scalable revenue growth across all sales channels within eDist’s evolving Revenue Operations (RevOps) framework. Reporting directly to the COO, you will own the performance and optimization of the entire revenue lifecycle—from initial lead qualification through closed-won, customer handoff, adoption, renewal, and expansion.
You’ll work cross-functionally with Marketing, Customer Success, Professional Services, RevOps, and Finance to maintain a unified, data-driven revenue engine supported by shared KPIs, operational rigor, and clean CRM data. This role is ideal for a leader who thrives at the intersection of strategy, execution, analytics, and channel management—and who is ready to help elevate the sales organization to an enterprise-grade, highly predictable function that can support eDist’s growth and future global expansion.
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Key Responsibilities
Revenue Strategy & Leadership
· Build and execute an integrated North American sales strategy aligned with eDist’s growth plan and RevOps maturity roadmap.
· Lead all non-executive sales functions and establish a unified operating rhythm (pipeline reviews, performance reviews, QBRs).
· Set clear expectations, accountability models, and performance standards across all sales channels.
· Develop and optimize the existing sales team; hire, onboard, and manage a growing sales force.
· Ensure larger opportunities closed by senior team members are fully executed and expanded for maximum revenue penetration.
· Lead the creation of commission and incentive plans and ensure dashboards and CRM reporting reflect them.
RevOps Integration & Lifecycle Ownership
· Own the performance of the full revenue lifecycle: Lead → MQL → SAL → SQL → Opportunity → Closed Won → Handoff → Adoption → Renewal/Expansion.
· Partner with Marketing to define and govern SAL/SLA agreements and lead scoring/routing rules.
· Partner with Customer Success and Professional Services to improve sales-to-delivery handoff quality and expansion pipeline visibility.
· Co-own CRM lifecycle stages, data architecture, and object associations with RevOps.
Pipeline, Forecasting & Data Governance
· Lead the forecasting process with a target variance of <10% and enforce standardized definitions (Commit, Best Case, Upside).
· Maintain high pipeline hygiene: every opportunity has clear next steps, stakeholder notes, and accurate close dates.
· Drive full sales adoption of HubSpot, including activity logging, documentation, and data quality, plus drip campaigns to support each stage.
· Ensure dashboards and KPIs support aligned insights across Sales, Marketing, Customer Success, and Finance.
Sales Enablement & Team Development
· Own the Sales Playbook and update it regularly.
· Build structured onboarding, coaching, and certification paths to reduce ramp time.
· Support pipeline skill development, objection handling, situational training, and targeted coaching for underperformers.
· Promote a high-performance culture grounded in discipline, clarity, and transparent expectations.
Cross-Functional Alignment & Channels
· Partner with Marketing on demand generation alignment, attribution accuracy, and campaign optimization.
· Partner with Customer Success to align implementation readiness, expansion goals, and renewal visibility.
· Partner with Finance on commission calculations, revenue modeling, and forecast validation.
· Work with executive-level business development leaders to ensure vendor and channel opportunities integrate smoothly with RevOps workflows.
· Oversee channel and territory performance, including rules of engagement, territory planning, quota setting, incentive plans, and conflict resolution.
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Qualifications
· 8+ years of sales leadership experience
· SaaS, technology, B2B distribution, or multichannel environments considered a perfect fit, but not required for the right person.
· Proven success leading both direct and partner/channel sales teams.
· Deep proficiency in CRM and RevOps systems (HubSpot strongly preferred).
· Strong forecasting discipline, data modeling ability, and KPI framework experience.
· Exceptional communication, coaching, execution, and cross-functional leadership skills.
· Demonstrated ability to implement process discipline and lead through change.
· Tech-savvy, data-driven, and comfortable working within a structured RevOps environment.
· Occasional travel to other corporate locations and industry events as needed.
· Bilingual English/Spanish preferred.
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Compensation & Benefits
· Base Salary: $105,000–$130,000, depending on experience.
· Incentive: 15–20%+ tied to revenue attainment, forecast accuracy, CRM compliance, and RevOps-aligned KPIs.
· Benefits: Standard eDist benefits, including Health, Dental, Vision, FSA, 401(k), PTO, and more.
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Why Join eDist Now?
· Lead a high-impact, senior role reporting directly to the COO.
· Build and refine a modern, RevOps-driven revenue engine in a stable, well-capitalized company.
· Help launch a next-generation PaaS platform and shape go-to-market strategy across North America.
· Work onsite with engaged leadership and cross-functional partners who are aligned around growth, data, and performance.
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How to Apply
Please apply directly through Indeed. TopDog HR, in partnership with eDist, will review applications and contact selected candidates for the next step in the process.