Sales Director, Technology & IT Staffing

About the Role:

Onward Search is growing, and we are looking to hire an exceptional Sales Director, Technology & IT Staffing to join our team in a 100% remote capacity.

Onward Search is an award-winning recruitment and staffing agency with 19 years of experience connecting leading organizations across the country with exceptional talent. As we continue to expand our staffing capabilities within the Technology & IT space, we are looking for an entrepreneurial, hands-on sales leader to help grow our client base, increase revenue, and support the continued growth of this vertical.

The Director of Business Development Managers will be responsible for managing and growing their own book of business while also leading a small team of Business Development Managers. This role is approximately 80% individual production and 20% or less of people management, making it ideal for someone who loves being in the weeds with clients, building new business, and closing deals while also coaching, mentoring and developing a high-performing sales team.

This is a unique opportunity to play a key role in scaling a growing vertical within Onward Search while working with innovative organizations across the technology, IT, digital, data, product, cloud, AI, and emerging technology sectors.

Key Responsibilities:

Business Development & Sales

Own and grow an individual book of business within the Technology & IT staffing market.

Develop and execute a sales strategy to increase revenue and expand the client base.

Identify and pursue new business opportunities through market research, lead generation, networking, referrals, and other prospecting efforts.

Build relationships with key decision-makers and hiring leaders across technology, IT, digital, product, data, cloud, and related organizations.

Develop a strong network of direct hiring manager relationships and continuously identify opportunities for account expansion.

Utilize our tools, AI, reporting system to research and identify a Focus 50 client list and target key clients and regions to prospect.

Understand client workforce challenges and provide strategic staffing and workforce solutions aligned with their hiring needs.

Engage decision-makers across technology, digital, product, data, HR, procurement, and executive leadership to identify opportunities for IT staffing, technology talent solutions, consulting services, and related workforce solutions.

Negotiate and close new business while identifying opportunities to cross-sell Onward Search's additional services.

Consistently meet or exceed established sales, activity, revenue, and gross margin targets.

Team Leadership & Development

Manage, coach, and develop a small team of Business Development Managers.

Establish clear goals, KPIs, and performance expectations across the sales team and hold team accountable.

Provide ongoing coaching around prospecting, pipeline development, account strategy, negotiations, and closing.

Hold the team accountable to individual and overall business gross margin goals.

Foster a collaborative, entrepreneurial, performance-driven culture.

Partner with leadership to identify opportunities to grow the team as the Technology & IT business scales.

Client & Account Management

Serve as a strategic partner and primary point of contact for assigned client accounts.

Drive ongoing sales and account expansion activities across new and existing clients.

Partner with Client Services Managers, when assigned, to ensure strong client delivery while maintaining ownership of sales and account growth.

Participate in client intake calls to understand position requirements, hiring priorities, and expectations.

Manage client communication throughout the recruiting lifecycle, including candidate submissions, interviews, feedback, and offers.

Identify opportunities to increase job order volume and expand Onward Search's presence within existing accounts.

Identify opportunities to expand into IT staffing, technology consulting, project-based workforce solutions, and emerging areas such as AI-enabled talent needs.

Maintain strong client relationships and consistently deliver an exceptional experience.

Recruiting & Delivery Partnership

Partner closely with recruiting teams to develop strong talent pipelines across specialized Technology & IT positions, including digital, data, cloud, product, engineering, AI, and other emerging technology skill sets.

Ensure recruiters have a clear understanding of client requirements, priorities, and expectations.

Evaluate and approve candidates for client submission when appropriate.

Monitor submittal, interview, placement, and start activity to ensure client needs are being met.

Leverage AI-enabled recruiting and sales workflows to improve sourcing, outreach, matching, pipeline management, and overall efficiency.

Partner with internal teams to identify strategies for hard-to-fill roles and priority skill sets.

Operational Excellence

Maintain accurate job, client, candidate, and placement information within Bullhorn and other internal systems.

Manage job entry, client intake, candidate submissions, interview coordination, offers, locks, assignment updates, and other account responsibilities when a Client Services Manager is not assigned.

Partner with clients and internal teams to resolve timecard, assignment, or account-related issues as needed.

Complete required quality check calls and maintain strong ongoing relationships with clients and placed talent.

Consistently deliver at or above established KPI targets.

Use sales, market, and performance data to identify opportunities to improve revenue, delivery, and account penetration.

Stay informed about staffing, technology, digital transformation, AI, automation, data, cloud, and emerging technology trends to better align sales strategies with client priorities and business outcomes.

Consistently demonstrate Onward Search's core values both internally and externally.

How Success Is Measured

Success in this role will be measured through a combination of individual production, team performance, and overall growth of the Technology & IT business, including:

New client acquisition

Client and portfolio expansion

Job order volume

CV/submittal goal attainment

Interviews and placements

Weekly gross margin growth

FTE growth

Cross-selling of Onward Search services

Sales pipeline growth and conversion

Strong MSP scorecard and/or NPS performance if applicable

Team achievement against established sales and KPI goals

Requirements:

Minimum of 5+ years of business development and sales experience, preferably within the staffing industry.

Minimum of 1+ years of leadership or management experience, preferably within staffing.

Proven track record of building and growing a staffing book of business and consistently meeting or exceeding sales targets.

Strong preference for experience within IT staffing, technology staffing, technology consulting, digital, data, cloud, product, engineering, AI, or related technology talent and workforce solutions.

Established network of client and/or direct hiring manager relationships within relevant industries strongly preferred.

Strong understanding of the staffing and recruitment lifecycle, including contingent and contract staffing.

Experience selling consultative, solutions-oriented engagements is preferred; exposure to AI, automation, data, analytics, cloud, or emerging technology solutions is a strong differentiator.

Experience managing and developing sales professionals in a KPI-driven environment.

Demonstrated ability to secure new clients, expand existing relationships, and grow revenue.

Excellent communication, relationship-building, interpersonal, and negotiation skills.

Strong organizational and time-management skills with the ability to balance individual productio