Managing Director - New Logos in Boston, MA at Franklin Covey Careers

Date Posted: 8/1/2022

Job Snapshot

Job Description

Title: Managing Director- Client Acquisition, New Logo Sales

Reports to: VP of Sales

Location: Remote – Anywhere in the US


Job Summary

As New Logo Sales Director you will be responsible for building and leading a team of 10-12 New Logo Acquisition Salespeople whose primary goal is to prospect, progress, and close New Logo Opportunities. After close, opportunities are passed to Client Partners for growth and expansion.


 Role Context

Historically FranklinCovey primarily offered in-person, event-based training. Six years ago, FC launched the All-Access Pass (AAP), a subscription-based solution to offer our clients access to all of our training and tools in a variety of in-person, self-paced, digital, and micro push-based modalities. As the most trusted leadership company in the world, we transform people, teams, and cultures by driving collective behavior change via powerful content, combined with a team of experts, behavior change platform, and metrics.  You will contribute to achieving our mission of enabling greatness in people and organizations everywhere by developing a New Logo sales team to introduce new clients to All-Access Pass.


Job Overview

You will be working directly with our Managing Director Team as well as our Director of Sales Enablement to onboard and ramp a team that hits New Logo sales targets. Through this process, you will partner to create a 12-month development plan and management system to ensure future New Logo Salespeople are quickly developed through a robust and consistent sales enablement process. You’ll assist in the creation of scoreboards and key performance indicators, recommend tools that support pipeline progression, and manage performance to established metrics.

 Most of your time will be spent coaching, mentoring, and developing your team. 


Essential Job Functions

  • Successfully forecast and manage pipeline of entire team
  • Assist in the recruiting and training to grow and maintain a growing sales organization
  • Assist in the creation of the onboarding process and ongoing development process
  • Develop and execute on quarterly account plans with reps
  • Provide regular (at least weekly) performance coaching to each rep to ensure activity levels, leading indicators, and lagging results metrics hit pre-established targets
  • Inspire, lead and coach a dynamic fast-scaling sales team
  • Conduct quarterly business review sessions with each sales rep
  • Assess the viability of New Logo Opportunities and their progression through pipeline
  • Provide continuous process improvement
  • Understand the competitive landscape
  • Dynamically represent our brand story and unique value proposition
  • Work with Managing Director to team to transfer New Logo/Acquisition reps to Client Partners
  • Quarterly Travel to Leadership meetings and remote work visits

Job Requirements

  • 3+ years of sales experience in a primarily New Logo Sales role
  • 3+ years of sales management experience
  • Experience leading a New Logo Acquisitions team is preferred
  • Experience as a coach and leader
  • Experienced in performance management for new reps
  • Ability to manage multiple projects and meet deadlines
  • Outstanding written and verbal communication skills
  • Experience with, Outreach, and other sales software solutions is preferred Experience selling SaaS products is preferred
  • Experience managing a large and diverse team
  • Ability to collaborate cross-functionally with multiple key stakeholders
  • Strong understanding of a sales methodology or process
  • A history of exceeding sales and management expectations


Company Information

Franklin Covey Co. (NYSE: FC) is a global, public company, specializing in organizational performance improvement. We help organizations achieve results that require lasting changes in human behavior. Our world-class solutions enable greatness in individuals, teams and organizations and are accessible through the FranklinCovey All Access Pass® available in multiple modalities and in 21 languages. Clients have included the Fortune 100, Fortune 500, thousands of small- and mid-sized businesses, numerous government entities, and educational institutions. FranklinCovey executes over 15,000 client engagements each year reaching into 160 countries and territories.  Our mission statement is “We enable greatness in people and organizations everywhere”.  We fulfill this mission by hiring “Achievers with Heart”.


Visit our website at for more information regarding our organization.


FranklinCovey is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.


For additional information regarding our Equal Employment Opportunity policies, please visit

For our Reasonable Accommodation Notice and Pay Transparency Nondiscrimination Provision, please visit


Colorado applicants, please visit for benefits information and for wage information specific to your state.




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