JOB TITLE: Director of Sales

PROGRAM: Business Operations

LOCATION:Remote; US-based only

EMPLOYMENT:Full time 40/hr. per week

SALARY: Base + Bonus Structure

ABOUT US:

The Canton Group is a privately held, family-owned company with over 25 years of delivering award-winning websites, software, and digital modern secure solutions to Fortune 500 organizations and Government entities. We take immense pride in offering our employees the benefit of working fully remote while our Headquarters remain open in Baltimore, Maryland. The Canton Group's presence spans across the nation - including our employees and clients - apply today and join us on our journey of growth!

Our core values

Intellectually Curious & Innovative | Committed to doing things the right way | Transparent, Honest, and Fair |Determined to delight our customers | Be Collaborative & Accountable |

WHO ARE WE SEARCHING FOR?

We are seeking a strategic, results-driven Director of Sales to lead revenue generation, market expansion, and client relationships for a technology services firm that modernizes, secures, and automates mission-critical systems. The Director will build and coach a high-performing sales organization, own pursuit strategy and pipeline management for public and private-sector opportunities (with emphasis on federal and state markets), and partner with delivery, product, and executive leadership to translate market needs into winning offers and long-term client partnerships.

RESPONSIBILITIES:

Reasonable accommodation may be made to enable individuals with disabilities to perform these essential functions.

Own end-to-end sales strategy and execution to meet and exceed revenue, margin, and growth targets across services such as software implementation, modernization & support, and automation. Conducts comprehensive analysis and evaluation to determine optimal solutions for complex operational and financial challenges. Develop, maintain, and grow a qualified pipeline; prioritize pursuits and allocate resources to high-impact opportunities. Lead and scale the sales team: recruit, mentor, set goals and quotas, conduct performance reviews, and create clear career paths. Define and drive go-to-market plans, capture strategies, pricing and commercial models, win themes, and proposal support in coordination with capture/proposals and delivery teams. Own customer relationships at the executive level-build trust, uncover needs, present tailored value propositions, and expand account footprints. Lead negotiations for complex contracts, including government contracting vehicles and purchasing processes; coordinate with finance, legal, and delivery to structure deals that are both competitive and profitable. Partner with marketing and BD to develop differentiated messaging, case studies, and target account plans. Provide accurate sales forecasting, pipeline reporting, and executive-level updates on risks and opportunities. Champion cross-functional collaboration to ensure smooth transition from sale to delivery and to capture lessons learned for continuous improvement. Ensure compliance with applicable contracting and security requirements when pursuing and executing engagements (including participation in audits and contractual reviews as needed). Adhere to the organization's security policies, procedures, and controls to protect confidential information and ensure compliance with SOC 2 requirements. Willingness to travel as needed to support client relationships and business growth. REQUIRED EDUCATION & EXPERIENCE: Bachelor's degree in Business, Marketing, Engineering, or related field; MBA or equivalent preferred plus a minimum of 10 years of progressive sales experience in professional services or technology, with at least 5 years in senior sales leadership or revenue-lead roles. Demonstrated track record selling to federal and state government agencies, or into highly regulated public-sector markets; experience with government contract vehicles, audits, and compliance is strongly preferred. Proven ability to lead and scale sales teams, drive quota attainment, and influence cross-functional stakeholders. Strong experience in complex, solution-based selling (software modernization, automation/RPA, DevSecOps, cloud migration, or related services). Deep expertise in operational processes, financial management, and optimization strategies. Skilled in capture management, proposal strategy, contract negotiation, and pipeline forecasting. Excellent executive presence, communication, and presentation skills; comfortable engaging C-level clients and representing the company externally at conferences and industry events. Demonstrated success applying data-driven sales processes, CRM discipline, and automation to improve efficiency and predictability. Consultative mindset with the ability to translate technical capabilities into clear business outcomes for customers. Strong organizational and prioritization skills; able to operate in a fast-paced services environment while maintaining rigor and compliance. Extensive experience in building, leading, and mentoring teams of skilled operational and financial professionals, fostering a collaborative and innovative work environment. Prior experience working with or selling to organizations similar to Canton Group's customers (public-sector agencies and large private enterprises) is a plus. PHYSICAL REQUIREMENTS: Prolonged periods sitting at a desk and working on a computer Must be able to lift 15 pounds at a time May be required to work on-call or long hours if necessary

AFFIRMATIVE ACTION/EEO STATEMENT:

It is the policy of the Canton Group to provide equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, genetic information, or any other protected characteristic under applicable law. This policy relates to all phases of employment, including, but not limited to, recruiting, employment, placement, promotion, transfer, demotion, reduction of workforce and termination, rates of pay or other forms of compensation, selection for training, the use of all facilities, and participation in all company-sponsored employee activities. Provisions in applicable laws providing for bona fide occupational qualifications, business necessity or age limitations will be adhered to by the company where appropriate.

As part of the company's equal employment opportunity policy, the Canton Group will also take affirmative action as called for by applicable laws and Executive Orders to ensure that minority group individuals, females, disabled veterans, recently separated veterans, other protected veterans, Armed Forces service medal veterans, and qualified disabled persons are introduced into our workforce and considered for promotional opportunities.

Employees and applicants shall not be subjected to harassment, intimidation or any type of retaliation because they have (1) filed a complaint; (2) assisted or participated in an investigation, compliance review, hearing or any other activity related to the administration of any federal, state or local law requiring equal employment opportunity; (3) opposed any act or practice made unlawful by any federal, state or local law requiring equal opportunity; or (4) exercised any other legal right protected by federal, state or local law requiring equal opportunity.

The above-mentioned policies shall be periodically brought to the attention of supervisors and shall be appropriately administered. It is the responsibility of each supervisor of the company to ensure affirmative implementation of these policies to avoid any discrimination in employment. All employees are expected to recognize these policies and cooperate with their implementation. Violation of these policies is a disciplinary offense.