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Director of Sales – HCM Managed Services
We are seeking a proven HCM sales professional to join a growing national provider of managed HR services and HCM technology consulting. This is an opportunity for a highly successful HCM salesperson to leverage the relationships and industry expertise they have already developed while moving away from the traditional territory-based, cold-calling sales model.
The organization provides managed payroll, benefits, HR, recruiting, executive/talent acquisition, and technology consulting across leading HCM platforms. The company is technology agnostic and supports clients using platforms such as ADP, Workday, UKG, and other major HCM systems. Clients range from approximately 200 employees to enterprise organizations with 20,000+ employees.
This is a relationship and channel-driven sales role. Rather than cold-prospecting employers, the Director will build and expand relationships with employee-benefits brokers, HCM vendors, private-equity firms, and other strategic partners who refer opportunities to the company. The successful candidate will enter the role with an established network and a demonstrated ability to turn trusted industry relationships into revenue.
Responsibilities for the Director of Sales:
- Develop and grow strategic referral relationships with employee-benefits brokers, HCM providers, private-equity firms, and other channel partners.
- Generate new revenue through existing relationships, company partnerships, and newly developed referral channels.
- Educate partners on the company's managed-services and HCM consulting capabilities and identify opportunities within their client base.
- Sell managed payroll, benefits, HR, recruiting, and HCM technology consulting solutions.
- Manage opportunities from referral and discovery through proposal, close, and ongoing relationship development.
- Build a long-term book of recurring and project-based revenue.
- Develop relationships across a multi-state territory and follow partner referrals, regardless of where an opportunity ultimately resides.
- Conduct educational meetings and presentations with partner organizations both virtually and in person.
- Collaborate closely with project managers and service leadership to ensure a successful transition from sale through implementation and ongoing client retention.
- Maintain opportunities, partner relationships, and sales activity through Salesforce.
Ideal Background
- 7+ years of successful HCM sales experience required.
- Strong preference for candidates from established HCM providers.
- Candidates from large PEO or managed-service organizations may also be considered, particularly when combined with prior HCM vendor experience.
- Multiple President's Club awards or equivalent top-performer recognition required.
- Consistent record of meeting or exceeding quota.
- Strong employment tenure and sustained success within prior organizations with 2.5+ years in each job minimum.
- Existing relationships within the HCM, benefits brokerage, HR consulting, private-equity or related partner ecosystem.
- Proven ability to develop referral relationships rather than relying solely on transactional prospecting.
- Strong consultative and relationship-based selling skills.
- Comfortable working independently in a highly autonomous, virtual environment.
- Able to travel occasionally for local/regional partner meetings and educational events.
- Entrepreneurial, self-directed, and motivated by building a long-term book of business.
Compensation for the Director of Sales:
Base Salary: Approximately $100,000–$130,000, depending on experience, current compensation, market and location.
Expected Year-One OTE: Approximately $250,000–$280,000.
The commission program is based on actual client billings and includes residual/recurring commissions. Instead of resetting to zero each year, successful directors build a book of business they continue to earn from.
Commission percentages also increase through a tiered structure as production grows during the year.
Why This Director of Sales Opportunity Is Different:
For successful HCM salespeople accustomed to rebuilding their pipeline and quota every year, this opportunity offers a fundamentally different compensation and sales model.
There is no traditional cold-calling requirement. Directors develop business primarily through strategic partnerships and relationships. The company also has an established national partnership with a major brokerage organization that provides a substantial source of referral opportunities.
The position offers:
- Residual commissions and the ability to build a long-term book of business.
- Year-one earnings potential of approximately $250K–$280K, with significant upside as the book grows.
- Fully remote work.
- Unlimited PTO for Director-level employees.
- Significant autonomy over schedule and partner development.
- Limited required travel, primarily for partner education and relationship development.
- Large multi-state territories rather than narrowly restricted account lists.
- Far less internal competition and account-ownership conflict than is common in large HCM organizations.
- An established company that has operated since 1991 and has experienced significant growth following a revised go-to-market strategy implemented about three years ago. Pasted text
Location
The role is remote, but candidates must live in or near a major metropolitan area because the position includes in-person interaction with strategic partners.
JOB ID: 182437
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Warren Mead