Director, Sales (State and Local) - Military veterans preferred

Description:

Meridian Knowledge Solutions, LLC, is the leading provider of enterprise, web-based learning management software. Meridian's powerful yet easy-to-use solutions are leveraged by organizations dedicated to building world-class learning enterprises inspired and focused on delivering exceptional results. Meridian's software is being used by some of the world's largest, most successful organizations, including Fortune 500 companies and government agencies. The company is headquartered in Arlington, VA. For additional information about Meridian Knowledge Solutions, visit www.meridianks.com.

Meridian is seeking a Director of Sales to serve as a hunter seller and key member of our sales organization in selling our best-of-breed learning management SaaS solution to all areas of state and local governments and private industry. At a minimum, the ideal candidate will have a proven ability to sell SaaS software solutions to state and local government agencies. This role includes a significant focus on reviewing solicitations and crafting winning proposals.

This position is full-time and via virtual office. Travel requirements are minimal (less than 10% expected).

In this role you will...

• Close mid-market and enterprise deals with public sector and commercial customers, consistently meeting or exceeding quota targets.
• Build and grow a strong sales pipeline in collaboration with business development and marketing team members, balancing inbound leads with proactive outbound outreach.
• Participate in conferences and industry events to promote Meridian's solutions, engage prospects, and support marketing initiatives.
• Design and execute strategic sales plans aligned with Meridian's revenue growth and market expansion goals.
• Partner cross-functionally with Sales Leadership, Marketing, Business Development, and Solution Consultants to ensure consistent and compelling messaging to prospects.
• Lead proposal development efforts, contributing to content creation and owning overall strategy, completeness, and timely submission.
• Collaborate with internal teams—including Customer Success, Product Management, and IT—to deliver tailored, impactful demonstrations and proposals.
• Own the full sales cycle from initial outreach through negotiation and close, managing long, complex sales processes with multiple stakeholders.
• Maintain and communicate pipeline health, providing accurate forecasts and timely activity reporting.
• Create and deliver persuasive presentations that resonate with executive and technical audiences.
• Cultivate strong relationships with prospects, customers, and partners to generate new opportunities and long-term value.
• Consistently achieve and exceed assigned sales targets.

To be successful in this role, you…

• are a high-energy, self-driven seller who thrives on sourcing and closing new business in a competitive environment.
• have a proven track record of exceeding quotas in enterprise software or SaaS sales.
• are skilled at navigating complex sales cycles, engaging multiple stakeholders, and driving deals to closure.
• take ownership—of your pipeline, your accounts, and your results—and are comfortable operating with a high level of autonomy.
• possess excellent communication and presentation skills, with the ability to tailor messaging for executive and technical audiences.
• are highly organized, with the ability to manage multiple opportunities and proposals simultaneously without missing a beat.
• bring a customer-first mindset, always focused on understanding the buyer's needs and positioning the right solution.

Qualifications:

• 5+ years in SaaS software sales to state and local government organizations
• 10+ years overall sales experience, preferably selling software solutions
• Experience in selling learning technologies or solutions strongly preferred
• Proven success managing a matrixed opportunity team by setting goals, giving feedback, and holding the team accountable for results
• Excellent written communication skills with experience writing proposals in response to RFPs and other solicitations
• Highly proficient with Microsoft Office (Word, Excel, PowerPoint, SharePoint)
• Experience using Salesforce for contact and opportunity management
• In-depth knowledge of public sector contracting and procurement vehicles
• Strong negotiation and consultative sales skills
• Exceptional customer service skills (responsive, reliable, interpersonal)
• Excellent organization and problem-solving skills
• Detailed oriented with a focus on accuracy and timeliness

This job description is not intended to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts Meridian's right to assign or reassign duties and responsibilities at any time.

Meridian Knowledge Solutions considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor.

The compensation for this position is $125,000 to $165,000 per year base salary and OTE of $250,000+, depending on experience and qualifications. This position is eligible for a benefits package including Medical, Dental, Vision, a 401(k) Plan and Company Match, Short-Term and Long-Term Disability coverage, Basic Life Insurance, 7 Paid Holidays and Flexible Paid Time Off.

PI275739859