Director, Sales Enablement & Capture

Description

The Director of Sales Enablement & Capture is a key leadership role responsible for optimizing the performance, efficiency, and effectiveness of our sales organization within the low-voltage systems integration industry. This position oversees Inside Sales, Capture, and Proposal Development teams to ensure accurate forecasting, disciplined sales processes, and competitive, high-quality proposal responses.

• Conduct win/loss analysis, pipeline evaluation, and market insights to identify trends and opportunities for improvement.
• Partner with Marketing to align campaigns, lead quality, and demand-generation activities with sales objectives.
• Oversee the Capture and Proposal teams to ensure accurate, compelling, and timely RFP responses across all solution areas.
• Maintain a library of templates, case studies, technical narratives, and standardized proposal components.
• Work closely with Sales Leadership, Engineering, Project Management, Finance, Legal, and Marketing to ensure alignment and operational consistency.
• Establish and maintain SLAs for lead follow-up, quote turnaround, and pipeline hygiene.
• Support strategic planning, annual sales goals, go-to-market initiatives, and vertical market growth strategies.
• Own and refine the end-to-end sales process from lead generation through close, ensuring consistency across business units and vertical markets.
• Lead CRM governance (HubSpot), including pipeline stage definitions, dashboard creation, reporting, forecasting, and data quality standards.
• Manage bid/no-bid processes, proposal schedules, internal review cycles, and content quality.
• Collaborate with Engineering, Estimating, and Sales to ensure scopes of work, costs, margins, and assumptions are properly developed and reviewed.
• Lead, coach, and develop the Inside Sales team responsible for inbound/outbound lead generation, qualification, and pipeline support.
• Develop sales performance scorecards, KPIs, and forecasting models to support strategic decision-making.
• Implement standardized processes for lead management, opportunity creation, escalation, and sales handoff to Account Executives.
• Serve as an advisor to senior leadership on sales performance, revenue risks, operational gaps, and process improvement opportunities.

Requirements

• Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
• Understanding of structured cabling, AV integration, security systems (CCTV/Access Control), DAS, and/or networking solutions or related experience in technology, construction, or similar technical industries.
• 8+ years of experience in Sales Operations, Capture/Proposal Management, and Inside Sales leadership
• Proven experience managing complex proposals, bid strategies, and competitive RFP submissions.
• Exceptional organizational, communication, and cross-functional collaboration skills.
• Expertise in CRM administration (HubSpot preferred) and sales analytics/reporting tools.
• Demonstrated ability to lead high-performing teams and manage complex workflows.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance