Director of Sales and Marketing- Element 74

United States · Remote · 10+ years experience · Remote · Posted Oct 9, 2026

At a glance

Element 74 is hiring a Director of Sales and Marketing to build and lead the new business function.
This is a player-coach role where you will report to the CEO, sit on the leadership team, and own the new bookings number while selling personally in the near term.

Own the new bookings plan and the KPIs behind it: MQL and SQL volume, MQL-to-SQL and SQL-to-close conversion, pipeline coverage, forecast accuracy, win rate, sales cycle length, and net new ARR.
Own and run the lead generation engine, setting the source mix across outbound, campaigns, conferences and partners, holding marketing to agreed MQL targets, and owning the handoff into sales.
Lead competitive displacement against incumbent platforms in our core market.
Personally lead statewide and strategic pursuits with multiple stakeholders, formal procurement, and long cycles.
Build the go-to-market approach for adjacent verticals including child advocacy centers, Continuums of Care and homelessness networks, human trafficking response organizations, and substance use coalitions.
Assess right to win by vertical: incumbent strength, funding sources, buying committee, and positioning.
Design the sales organization through role profiles, segment or territory ownership, and a headcount plan.
Recruit, onboard, and develop the team with documented playbooks, activity standards, and ramp expectations.
Enforce a disciplined qualification methodology in CRM where every forecast deal carries a business case, mapped decision-makers, a close plan, and a compelling event.
Own contract management, terms, renewals, statewide and multi-site agreements, and grant-funding and public-sector procurement constraints.

10+ years in B2B software sales, including meaningful experience leading quota-carrying teams and owning a new business number.
A track record of building, including hiring, ramping, and managing sellers.
Proven experience managing a business development function, including the lead generation or SDR layer, with a documented record of converting top-of-funnel activity into closed business.
Personal selling ability in complex, multi-stakeholder deals with long cycles and formal procurement.
Fluency in contract management with experience owning agreement structure, terms, and renewals.
Real command of sales process and CRM discipline, holding teams to qualification, forecast hygiene, funnel conversion math, and pipeline coverage.
Comfortable as a player-coach in a growing business, being hands-on, low-ego, and effective without a large support function.
Willing to travel for customers, national and state conferences, and your team.
Mission-driven, grant-funded buyer understanding, knowing that purchasing follows funding cycles rather than fiscal quarters.
Domain experience in nonprofit, human services, or public sector software, or core verticals like victim services, domestic violence, and sexual assault.

Experience displacing an entrenched incumbent in a specialized vertical.
Experience introducing price increases, packaging tiers, or annual and multi-year prepay into a price-sensitive base.
HubSpot or comparable CRM experience.
Experience with a structured qualification framework such as MEDDIC.