• Prospect and develop business through inbound leads, referrals, networking, research, cold calling, and industry events • Conduct face‑to‑face meetings with prospects and customers • Own the full sales cycle from first contact through close • Maintain accurate, real‑time records in Salesforce • Conduct onsite sales calls and gather accurate field dimensions • Consult with customers to evaluate workspace needs and recommend solutions • Act as a liaison between customers and internal design teams throughout the process

• Hunting and developing new business • Managing the full sales cycle from first conversation through close • Working across multiple stakeholders and long buying cycles • Partnering closely with design and internal teams to deliver the right solution • Conduct face-to-face meetings with prospects and customers • Maintain accurate, real-time records in Salesforce • Conduct onsite sales calls and gather accurate field dimensions • Act as a liaison between customers and internal design teams throughout the process

• Support sales efforts across YMCA, Campus Rec, Golf/Country Clubs, and Health Clubs • Learn to tailor your approach across public, institutional, and private club environments • Assist in navigating multi-stakeholder buying processes (operators, boards, ownership groups) • Support facility planning and capital project discussions • Stay current on market trends and competitive dynamics • Build relationships across a geographically diverse, high-activity territory

Role Description The Director of Field Sales, Navy and Marine Corps, is a senior player/coach sales leader responsible for driving personal sales performance while guiding and enabling a team of field sales managers and representatives. This role maintains direct customer engagement and may carry a personal or shared sales target, while providing leadership across territory strategy, pipeline development, and sales execution. The Director shares accountability for field sales performance within the service vertical, operating in close partnership with the VP, Business Unit Leader, who retains ultimate ownership of revenue outcomes and business performance. Success in this role is measured by: - Individual and shared revenue contribution - Overall field sales execution effectiveness - Pipeline health and opportunity progression - Team development, coaching impact, and retention - Alignment with business unit sales strategy Qualifications - 10+ years of experience in field sales leadership within DoD or Federal markets - Demonstrated success leading quota-carrying sales teams - Strong understanding of Federal procurement, contracting, and customer environments - Prior military service strongly preferred - Bachelor’s degree preferred or equivalent industry experience - U.S. citizenship required; ability to obtain and maintain a U.S. government security clearance Requirements - Maintain accurate CRM (Salesforce) records, forecasts, and pipeline reporting - Prepare sales reports, expense reports, and required administrative documentation - Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliers - Take ownership and responsibility for all aspects of the customer and team sales process - Maintain and update a Google calendar consisting of client calls, travel, and working sales pipeline Benefits - Equal employment opportunities (EEO) to all employees and applicants for employment - Compliance with applicable state and local laws governing nondiscrimination in employment