Director of Field Sales

What You’ll Do

• Own in-person events strategy across the MSP industry: which events we attend, what our commercial plan is at each, and how we measure success.
• Execute at events personally: booth selling, stage presentations, executive dinners, hallway conversations, and after-hours relationship building.
• Build the pre-event and post-event system: targeted outreach before each conference, structured follow-up afterward, and pipeline tracking tied to specific events.
• Develop AEs into conference sellers. Bring them to events, coach them on-site, debrief afterward, and build their confidence at in-person pipeline generation.
• Experiment with new event formats and tactics: different booth approaches, dinner structures, partnership activations, and regional meetup strategies. Measure results and iterate.
• Build a personal network within the MSP communities that generates referral pipeline and warm introductions.
• Collaborate with the Event Manager on logistics and the Director of Revenue Enablement on training materials, but own the commercial playbook and on-site execution.
• Report on event ROI with real numbers: pipeline generated, meetings booked, deals influenced, cost per opportunity.

What You’ll Bring

• 5–10 years in B2B SaaS or fintech sales with significant in-person and field selling experience.
• Familiarity with the MSP ecosystem and IT channel events.
• You’ve worked conferences, trade shows, and executive events — not just attended them. You know the difference between showing up and executing.
• You’ve presented on stage to a room of 50–500 people and you’re good at it.
• A track record of building relationships that turn into pipeline — the kind where people take your call because they met you at an event two years ago.
• You’ve coached or mentored junior sellers on in-person selling skills, formally or informally.
• You’re systematic about events: you plan before, execute during, and follow up after. You track what works.
• Working knowledge of Salesforce for pipeline tracking.

Nice to Haves

• Experience building event ROI measurement frameworks.
• Track record developing junior sellers into independent conference representatives.
• Comfort working in fast-paced, dynamic, and high-impact environments.