Director Sales Enablement & Capture

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.

Sales Operations Leadership

• 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.
• Develop sales performance scorecards, KPIs, and forecasting models to support strategic decision-making.
• Conduct win/loss analysis, pipeline evaluation, and market insights to identify trends and opportunities for improvement.
• Establish and maintain SLAs for lead follow-up, quote turnaround, and pipeline hygiene.

Inside Sales Management

• Lead, coach, and develop the Inside Sales team responsible for inbound/outbound lead generation, qualification, and pipeline support.
• Implement standardized processes for lead management, opportunity creation, escalation, and sales handoff to Account Executives.
• Partner with Marketing to align campaigns, lead quality, and demand-generation activities with sales objectives.

Capture & Proposal Management

• Oversee the Capture and Proposal teams to ensure accurate, compelling, and timely RFP responses across all solution areas.
• 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.
• Maintain a library of templates, case studies, technical narratives, and standardized proposal components.

Cross-Functional Collaboration

• Work closely with Sales Leadership, Engineering, Project Management, Finance, Legal, and Marketing to ensure alignment and operational consistency.
• Support strategic planning, annual sales goals, go-to-market initiatives, and vertical market growth strategies.
• Serve as an advisor to senior leadership on sales performance, revenue risks, operational gaps, and process improvement opportunities.

• Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
• 8+ years of experience in Sales Operations, Capture/Proposal Management, and Inside Sales leadership
•  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.
• Expertise in CRM administration (HubSpot preferred) and sales analytics/reporting tools.
• Demonstrated ability to lead high-performing teams and manage complex workflows.
• Exceptional organizational, communication, and cross-functional collaboration skills.
• Proven experience managing complex proposals, bid strategies, and competitive RFP submissions.

Base Salary- $140,000-185,000

Please note that this job posting includes base salary information for the assigned target market range within the primary geographic region where the requisition is posted.  If the position is posted in multiple locations or is a remote position, the salary range may vary. Individual pay rates will, of course, vary depending on the skills, experience, certifications, specific licenses, internal equity, and education of the applicant.

Certain roles may be eligible for other compensation such as bonuses, car allowance, cell phone reimbursement, and tuition reimbursement.

You must complete a background check and drug screen in order to be hired.