The Director of Sales is an individual contributor responsible for driving new business revenue for IES within target industries. This person sells EOR (Employer of Record) and AOR (Agent of Record) workforce solutions to companies of all sizes, from emerging-growth businesses to mid-market and enterprise accounts. The role is built around two core activities: working an existing professional network to surface and convert opportunities, and disciplined outbound prospecting to develop new client relationships where no prior connection exists. This person runs their own pipeline from first contact through contract close. ESSENTIAL JOB FUNCTIONS Build and manage a qualified pipeline of prospective clients within key sectors (including Software/Technology, Gaming, Defense, and Professional and Financial Services), targeting companies of all sizes with current or emerging needs for EOR and AOR workforce solutions. Activate existing professional relationships to generate referrals, introductions, and early-stage pipeline. Prospect net-new relationships through direct outreach, industry events, trade associations, and conference participation. Run a complete sales cycle - discovery, needs assessment, proposal, negotiation, and close - maintaining urgency without sacrificing client fit. Identify the right buyer within each target account (HR, Finance, Operations, C-suite) and tailor the approach to the audience. Conduct discovery sessions to understand each prospect's workforce structure, compliance exposure, and growth trajectory, then match those needs to IES service offerings. Achieve quarterly and annual sales targets. Prepare proposals, RFP/RFI responses, presentations, and contracts calibrated to client size and complexity. Negotiate and execute service agreements in collaboration with Corporate Counsel to manage risk appropriately. Work closely with Client Delivery/Operations and Finance to ensure a smooth implementation upon sale. Maintain accurate, up-to-date pipeline data and activity records in CRM. Use it to manage the business, not just satisfy reporting. Serve as a credible voice on EOR and AOR models, contingent workforce trends, employment law considerations, and joint employer liability. Represent IES at relevant industry events, trade forums, and professional networks within the target vertical. Provide field-level intelligence on competitive dynamics, prospect objections, and market trends to inform IES strategy. Stay current on employment law issues and joint employment liability. PREFERRED QUALIFICATIONS 10+ years of direct sales experience, with at least 3 years selling workforce solutions, EOR/AOR, staffing, HR outsourcing, or related services. Demonstrated track record of building pipeline from scratch - not just managing assigned accounts or converting inbound leads. Proven ability to sell across deal sizes, from smaller growth companies through large enterprise accounts, adjusting approach based on buyer maturity and complexity. Active professional network within the contingent workforce industry with a documented history of converting relationships into revenue. Experience selling EOR, AOR, PEO, or contingent workforce solutions is strongly preferred. Familiarity with the regulatory landscape around co-employment and worker classification is a plus. Comfortable navigating multi-stakeholder sales cycles and presenting to HR, Finance, Legal, and C-level audiences. BA/BS Degree in Sales, Marketing, Business, or equivalent work experience. Understanding of staffing industry, contingent workforce, and contract service is a must. Familiarity with EOR/AOR workforce solutions within the contingent workforce industry is required. Proven success in winning business through RFP responses and presentations. Proficient in Microsoft Office products. CRM knowledge - uses it as an active pipeline management tool, not just a documentation system. IES complies with federal, state, and local rules and ordinances regarding equal opportunity, background checks, privacy, and other employment rules. Applicants must complete and pass a background check after a conditional offer of employment. IES adheres to federal, state, and local laws, including California's Fair Chance Reporting Act, and will consider all relevant factors in an individualized assessment to determine whether to continue in the onboarding process.