Director of Sales and Marketing - Element 74

Description

The company is part of the company, a long-term owner of software businesses that serve specialized industries. Banyan was founded in 2016, runs more than 120 portfolio companies across the Americas, Europe and APAC, and has made the Inc. 5000 list six years running.

The company builds case management and association software for victim services and community advocacy organizations. It is based in Cape Girardeau, Missouri. Vela handles case management for agencies that support survivors of domestic violence and sexual assault. Coalition Manager is a member, grant and training platform used by state coalitions and statewide networks in 49 states.

The company sits at both the coalition and agency levels of one market. Retention is in the high 90s, and daily Vela users describe it as mission critical. Banyan brings ownership stability, shared AI and go-to-market know-how, and a network of peer companies in health and human services.

This is a first-time Head of Sales and Marketing hire to build a new business function. The company has grown through its product, reputation and founder relationships, and now needs outbound pipeline, disciplined forecasting, a repeatable playbook and a sales team built to win new logos. The core market is established, and the platform fits adjacent advocacy and human services verticals with similar buyers, funding and workflows.

You report to the CEO, sit on the leadership team and own the new bookings target. You inherit a small team, budget to grow, a strong brand and an active pipeline. You sell as well as lead, as a player-coach, until the team is built and performing.

Responsibilities

• Own the new bookings plan and its KPIs: MQL and SQL volume, MQL-to-SQL and SQL-to-close conversion, pipeline coverage, forecast accuracy, win rate, sales cycle length and net new ARR.
• Run the lead generation engine. Decide the source mix across outbound, campaigns, conferences and partners, hold marketing to agreed MQL targets, and own the handoff to sales.
• Lead displacement of incumbent platforms in the core market.
• Personally run statewide and strategic deals with several stakeholders, formal procurement and long cycles.
• Build the go-to-market plan for adjacent verticals: child advocacy centers, Continuums of Care and homelessness networks, human trafficking response, and substance use coalitions.
• Judge the right to win in each vertical, covering incumbent strength, funding sources, buying committee and positioning. Decide whether the coalition-first approach carries over or whether to enter directly at the agency level.
• Design the sales organization, including role profiles, segment or territory ownership and a headcount plan.
• Hire, onboard and develop the team with written playbooks, activity standards and ramp expectations.
• Coach current staff with clear objectives, structured one-on-ones and performance management.
• Enforce a disciplined qualification method in the CRM. Every forecast deal needs a business case, mapped decision-makers, a close plan and a compelling event.
• Own contract work: terms, renewals, statewide and multi-site agreements, and the grant and public-sector procurement limits that shape how customers can buy.
• Work with the CEO and Banyan on future pricing, packaging and billing.
• Track sales and marketing cost each quarter: cost per lead, cost per acquisition, and return by channel and by rep.

Requirements

• 10+ years in B2B software sales, including leading quota-carrying teams and owning a new business number.
• You have hired, ramped and managed sellers, not only inherited a team.
• You have run a business development function, including lead generation or SDR work, and turned top-of-funnel activity into closed business.
• You can close complex deals with many stakeholders, long cycles and formal procurement.
• You have owned contract structure, terms and renewals yourself.
• You know sales process and CRM discipline well. Qualification, forecast hygiene, funnel conversion math and pipeline coverage come naturally, and you hold your team to them.
• You work well as a player-coach in a growing business: hands-on, low-ego and effective without a large support function.
• You are willing to travel to see customers, attend national and state conferences, and visit your team.
• Domain experience matters most. You understand how this market buys, with depth in the core markets, credibility in the expansion markets, or both.
• You know mission-driven, grant-funded buyers. You understand that purchasing follows funding cycles rather than fiscal quarters, and you can sell into budgets built from several sources such as VOCA, VAWA, state, federal, private and donor funds.
• You have sold nonprofit, human services or public sector software, such as case management, client or member management, benefits, workforce, behavioral health or outcomes software sold to nonprofits, associations, or state and local agencies.
• Core verticals: victim services, domestic violence and sexual assault, and the state coalitions and statewide networks above them.
• Expansion verticals: child advocacy, homelessness services and Continuums of Care, human trafficking response, substance use, and adjacent community health and advocacy networks.
• You have won statewide or multi-site umbrella agreements that flow down to many local agencies, and you can sell at both levels.

Conditions

Expected base salary is $115,000 to $135,000, with total on-target earnings of $225,000 to $260,000.

Variable pay is the larger share of the plan. It is tied to new bookings, funnel conversion, adjacent-market entry and team build milestones.

The company may use AI tools to help screen or assess applicants, but all hiring decisions are made by people on the team.