Senior Director, Sales Systems & Technology

Company Overview: 

Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world. Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience.

 

POSITION SUMMARY 

The Senior Director, Sales Systems & Technology provides strategic leadership and operational ownership of Follett Software’s sales technology ecosystem. This role is accountable for defining the vision, roadmap, governance, and execution of sales technologies to enable scalable growth, improve sales productivity, and ensure strong alignment between technology investments and revenue objectives. Acting as a trusted advisor to sales leadership, this role partners cross‑functionally to deliver high‑impact solutions that drive measurable business outcomes. 

 

POSITION SCOPE 

Responsibilities: 

• Own, operate, and continuously evolve the sales technology ecosystem, including Salesforce (Sales Cloud, Service Cloud, and CPQ), Gong, Saleshood, Consensus, and all related integrations with Follett systems. 
• Define, communicate, and execute a scalable, reliable sales technology strategy aligned with revenue growth and long‑term business objectives. 
• Establish and facilitate governance models for intake, prioritization, and delivery of enhancement requests and defect resolution, ensuring resources are focused on initiatives with the highest business value. 
• Develop and maintain a clear, prioritized, forward‑looking roadmap for sales technologies that balances near‑term needs with long‑term innovation, including evaluation and adoption of AI‑driven capabilities. 
• Enable Sales and Operations teams to leverage data, automation, and AI to improve productivity, forecast accuracy, coaching effectiveness, and customer engagement across the sales lifecycle. 
• Partner closely with Sales, Customer Success, Support, Marketing, Finance, Operations, and IT to translate business needs into scalable Salesforce and sales technology solutions. 
• Ensure strong platform adoption, enablement, and value realization through partnership with Sales Enablement, Customer Success Operations, and Marketing Operations. 
• Maintain system integrity by ensuring high data quality, security, compliance, and seamless integrations across the sales technology landscape. 
• Serve as a strategic thought partner and trusted advisor to sales leadership, providing insights and recommendations on how technology can accelerate growth and differentiation. 
• Other duties as assigned. 

Leadership Responsibilities: 

• Act as a mentor and coach, guiding team members in their professional growth, and providing continuous feedback and conducting regular one-on-one meetings to discuss goals, challenges, and achievements.  
• Lead by setting a positive example, prioritizing the needs of the team, removing obstacles that hinder their success, and empowering team members by providing the tools, resources, and support they need to excel in their roles. 
• Identify and nurture individual varying strengths and specialized abilities to foster career development and job satisfaction.  
• Create and maintain a positive, inclusive, and collaborative work environment, promoting open communication and a sense of belonging within the team.  
• Set clear expectations and performance goals aligned with the broader organizational strategy, ensuring everyone understands their role in achieving company objectives.  
• Ensure regular, clear, and transparent communication with the team about organizational updates, changes, and expectations, facilitating open dialogue and encouraging feedback from all team members.  
• Partner with recruit