Director, Special Markets

American Society of Crime Laboratory Directors (ASCLD)

full-time

Posted on: 12/31/2025

Location Type: Remote

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About the role

Own quarterly and annual bookings targets for Specialty Markets.
Build and maintain healthy pipeline coverage across all specialty product lines.
Inspect deals at each stage to ensure qualification, momentum, and close plans.
Drive consistent use of MEDDPICC with evidence in CRM.
Enforce mutual action planning and disciplined close execution.
Coach Account Executives on deal strategy, discovery, and competitive positioning.
Run regular deal reviews focused on risk, next steps, and decision control.
Develop reps from execution focused sellers into disciplined enterprise operators.
Set clear performance expectations and hold the team accountable to outcomes.
Run forecast, pipeline, and inspection cadence.
Partner with Revenue Operations to ensure clean data and predictable reporting.
Identify pipeline gaps early and drive corrective actions.
Provide concise, fact-based updates to senior sales leadership.
Partner with Product to align roadmap positioning and specialty product messaging.
Partner with Pre Sales and Proposals to win complex, multi product deals.
Collaborate with Marketing on demand generation and positioning by specialty market.
Align with Customer Success on handoffs, expansion signals, and renewals.
Build deep understanding of Komutel, Adashi, Athena, JusticeTrax, and International offerings.
Translate specialty product value into clear customer outcomes.
Identify whitespace and expansion opportunities across territories and accounts.

5 to 8 years of enterprise or public sector sales experience
3 or more years leading Account Executives or sales teams
Bachelor’s degree in Business, Sales, or related field (or equivalent experience)
Background in PE backed or high growth SaaS environments
Excellent communication, negotiation, and relationship-building skills
Possess exceptional leadership and coaching abilities.
Strong working knowledge of Challenger Sale and MEDDPICC frameworks
Strategic thinker with strong business acumen
Demonstrated success in driving revenue growth and expanding into new markets
Experience selling public safety, justice, or regulated government solutions
Experience leading specialty or multi product sales teams
Proven success owning team bookings and pipeline targets
Experience selling complex SaaS solutions with long sales cycles, and influence executive-level stakeholders
Demonstrated ability to forecast accurately and run inspection cadence.

Benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

MEDDPICCChallenger Salepipeline managementrevenue growthsales forecastingdeal strategynegotiationcustomer outcomesdata analysissales execution

Soft Skills

leadershipcoachingcommunicationrelationship-buildingstrategic thinkingbusiness acumenaccountabilitycollaborationproblem-solvingadaptability