Note: The job is a remote job and is open to candidates in USA. Lanyard is seeking a Remote Sales Director to drive revenue growth and position the company as a go-to provider for corporate housing. The role is responsible for generating pipeline, managing full-cycle enterprise sales, developing strategic partnerships, refining sales processes, maintaining CRM discipline, and hiring and mentoring sales representatives.
Responsibilities
- Identify and target potential client companies in key industries
- Self-source pipeline through cold outreach, industry associations and conferences, referrals from placed accounts, and partnerships with staffing firms and visa agents
- Build and cultivate new partnerships
- Develop strong, trust-based relationships with decision-makers and stakeholders
- Understand client needs and tailor housing solutions to fit unique industry requirements
- Serve as a consultative partner, ensuring client satisfaction and long-term retention
- Drive the full sales cycle from initial outreach through discovery, proposal, negotiation, and contract
- Consistently meet and exceed revenue targets
- Identify, develop, and secure partnerships with organizations, associations, and industry groups that can serve as referral and growth channels
- Contribute to the development of scalable sales processes and best practices
- Refine the playbook: discovery frameworks, qualification criteria, objection handling, pricing guidance, proposal templates, and onboarding material for future sales reps
- Treat the CRM as the single source of truth, tracking activity, progress, and outcomes
- Keep the pipeline clean and forecast accurately enough that Lanyard can staff and finance against the numbers
- Recruit, ramp, and coach sales reps as the team grows
- Partner with marketing and operations to refine offerings and messaging for each industry vertical
- Provide feedback to leadership on market trends, competitive intelligence, and customer needs. What the Sales Director learns about pricing, verticals, and unit availability should shape what Lanyard builds and where it expands
Skills
- 10+ years in B2B sales
- A track record of closing enterprise accounts, not just managing them once they're signed
- Self-generated pipeline. The majority of the candidate's closed business should come from opportunities they created, not from marketing-sourced or inbound-only leads
- Comfort with 1–2 month sales cycles, and the specific shape of ours. Lanyard's deals move faster than typical enterprise SaaS, but are rarely simple
- Multiple stakeholders including HR, operations, procurement and finance
- Changing timelines
- Repeat and expanding business as the goal
- Managing corporate accounts across verticals Lanyard serves including seasonal, J1 and H-2B employers, landscaping, hospitality, manufacturing and industrial, construction, dairy, agriculture and more
- CRM discipline with a real tool stack. Experience with a CRM, pipeline hygiene, and sequences. Experience with ZoomInfo or an equivalent for prospecting and org mapping. Comfort living in Slack, Google Workspace, and a project tracker
- Selling services, not products. The right candidate is fluent in selling on outcomes and trust, and in setting expectations the business can actually meet operationally
- Remote by habit. Years of remote work, with personal systems for structure, communication, and visibility that don't depend on an office to supply them
- Closing enterprise accounts with multi-stakeholder buying committees
- Scaffolding and refining a sales process
- Managing and mentoring sales reps, including hiring and ramping them
- Creating playbooks and enablement material others actually adopt
- Forecasting accurately, and being held to the forecast
- Operating with very little oversight
- Highly autonomous. Sets their own priorities and pace, and doesn't wait to be assigned work
- Structured. Brings order to the week, the pipeline, the notes, the follow-up
- Internally motivated. The drive comes from inside
- Resilient. Early-stage sales includes ebbs and flows, deals that die at procurement, and quarters that look wrong until they suddenly don't
- Consultative. Diagnoses before pitching. Our best deals start with genuinely understanding a workforce problem
- Proactive. Surfaces issues early and brings the proposed fix with them
- Organized and detail-oriented. Rates, terms, unit counts, and start dates have to be right. Sloppiness here costs money and credibility
- A critical thinker. Questions assumptions, including Lanyard's and their own
- Willing to take intelligent risks. Tries the new vertical, the new pricing structure, the new channel. Measures it, kills it fast if it doesn't work, and takes note of learnings
- Comfortable with uncertainty. Priorities shift, processes are half-built, and decisions get made without complete information
Benefits
- Remote work by habit.
- Uncapped commission.
Company Overview