Director of Strategic Sales (B2B, SaaS)

Interplay Learning, the leader in immersive learning for the skilled trades, now includes Industrial Training International (ITI), the global leader in specialized industrial learning solutions.

Leveraging instructor-led training, online simulations, AI, and VR, Interplay helps organizations and educational institutions upskill faster, reduce risk, and increase operational readiness. With nearly 600,000 people trained, Interplay is shaping the future of workforce development, building better careers and better lives. Visit www.interplaylearning.com to learn more.

Awards & Recognition: 

• 2024 Facilitiesnet Readers' Choice Award Winners for Software
• Forbes 2024, America's Best Startup Employers
• 2024 Fast Company Most Innovative Companies
• 2024 AHR Expo Innovation Awards Winners for Software
• Built-In, Best Midsize Places to Work In Austin 2023 & 2024

Position: Director of Strategic Sales

Reporting to the VP of Commercial/Enterprise Sales, the Director of Strategic Sales will manage up to 7 Strategic Account Executives in pursuing strategic accounts.  These accounts are smaller than Enterprise but larger than Mid-Market.  

To be considered for this position you will need to demonstrate the following:

1. Active management and coaching of a 5+ person sales team (Account Executives) for 3+ years.
2. Experience with B2B SaaS sales, specifically targeting Strategic and/or Enterprise level customers.
3. Experience in a high growth start-up.

You’ll be instrumental in driving our revenue growth and expanding our reach, forge essential client relationships, and partner with executive leadership to achieve aggressive growth objectives. 

You’ll be selling our Industrial, SaaS eLearning platform and training solutions to prospects (B2B) in the skilled trades, manufacturing and industrial industries. Helping to train a wide range of skilled workers such as maintenance technicians, industrial technicians, HVAC technicians, plumbers, and electricians. 

Why this position:

• Meaningful, impactful work
• Mission-driven company
• Career development in a dynamic, high growth environment
• Passionate, collaborative team 
• Innovative product - EdTech, VR, AI

What you'll do:

• Oversee a team of account executives, offering guidance, mentorship, and motivation to drive performance and achieve results. Conduct one on one meetings,, sales coaching and tailor your involvement to individual needs.
• Manage the entire sales process, placing strong emphasis on precise forecasting and pipeline management to meet both quarterly and annual targets. 
• Develop and execute strategies to expand our reach within strategic accounts, capturing new business and staying informed on industry trends, competitor movements, and emerging client needs to keep strategies competitive.
• Cultivate and maintain relationships with C-level stakeholders, focusing on ensuring long-term satisfaction and growth within key accounts.
• Establish and achieve ambitious sales targets, holding accountability for team performance.
• Collaborate closely with marketing, product, and customer success teams to ensure client engagement strategies are aligned and post-sales support is seamless. 

Who you are:

• Client-Focused Relationship Builder: Exceptional ability to build and maintain long-term relationships with senior stakeholders, focused on delivering value and client success.
• Results-Oriented and Resilient: Driven to achieve and exceed sales targets, adept at handling complex, consultative sales cycles with a goal-oriented approach.
• Strong Communicator: Excellent written and verbal communication skills.

Requirements: 

• 7+ years of B2B, SaaS sales experience, with a proven track record managing high-value accounts and leading high-performance sales teams. 
• Skilled trades and/or industrial industry experience is preferred. 
• Demonstrated success in sales forecasting, pipeline management, and accurately predicting outcomes; known for precision and consistency in meeting targets.
• Advanced skills in Salesforce and Clari, with practical experience in CPQ for quoting and pricing processes; experience with Highspot is a plus.
• Willing to Travel: Open to traveling approximately twice per month for client engagements and on-site meetings.

Pay: $150k base salary (approximately $300k OTE)

Interplay Learning Ethos:

At Interplay, we love what we do. We embrace our daily challenge to push technological limits to invent better ways to make learning easier and training more powerful. We attract passionate people and invite spirited discourse. We celebrate that our jobs fit our lives, not the inverse. We are uncompromising in our belief that together: we can build better training, build better careers and build better lives for customers and our team.

Why you'll love working with us:

• Remote-first & flexible hours – Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH.
• Learning & growth – Annual learning reimbursement.
• Family-friendly policies – Support for work-life balance.
• Generous time off – 3 weeks PTO, 1 week Winter Break, holidays, and sick days.
• Comprehensive benefits – Medical, vision, dental, and 401(k) match.
• Equity – Private Company Equity Options 
• Wellness – Mental and physical health resources and social events.

Join us and grow with a team that values you! 

Diversity Statement

At Interplay Learning, diversity and inclusion are fundamental to who we are and how we operate our business. We’re building a diverse workforce that cultivates and supports all individuals for the betterment of each other, our company, and our customers. We believe a culture of equality creates a stronger work environment for all employees and that we are all accountable for encouraging and celebrating diverse voices. Interplay Learning commits to promote and recognize principles of fairness, equity, and social justice in relation to, and across, intersections of race, age, color, disability, faith, religion, ancestry, national origin, citizenship, sex, sexual orientation, social class, economic class, ethnicity, gender identity, gender expression, and all other identities represented among our diverse membership.

We strongly encourage people of color, lesbian, gay, bisexual, transgender, queer and non-binary people, veterans, and individuals with disabilities to apply. Interplay Learning is an equal opportunity employer and welcomes everyone to our team. If you need any reasonable accommodation at any point in the application or interview process, please let us know.

Equal Employment Opportunity

Interplay Learning is committed to providing equal employment opportunity (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.

As a federal contractor, Interplay Learning takes affirmative action to employ and advance employment of individuals with disabilities and protected veterans.

Interplay Learning does not discriminate against employees or applicants for discussing, disclosing, or inquiring about compensation.

Drug Testing & Background Testing

The company conducts background checks after extending offers of employment. These screenings are performed by third-party specialists. All roles require I-9 verification, E-Verify, a background check, and a drug and alcohol test. Additionally, depending on the position, candidates may undergo employment history verification, DMV record check, reference checks, education and credential verification, and a credit history review.