Director of Sales and Marketing- Element 74 at Banyan Software

Job description

Banyan Software is the best permanent home for software businesses that serve specialized industries, their employees, and their customers. With a buy-grow-and-hold-for-life approach and a permanent capital base, Banyan acquires and grows companies worldwide, honoring founder legacies and helping portfolio companies modernize through shared AI expertise and operational discipline. Founded in 2016, Banyan operates more than 120 portfolio companies across North and South America, Europe, and APAC, and has appeared on the Inc. 5000 list for six consecutive years. The Banyan Software Foundation, endowed with $100 million in Banyan stock, leverages technology to build a greener and more equitable world. About Element 74 Element 74 builds case management and association software for organizations working on the front lines of victim services and community advocacy. Based in Cape Girardeau, Missouri, we serve two connected layers of the same mission. Vela is case management for the agencies supporting survivors of domestic violence and sexual assault. Coalition Manager is the member, grant, and training platform used by state coalitions and statewide networks in 49 states. That combination is rare. We sit at both the coalition layer and the agency layer of one market, which gives us a view of the sector that no point solution can match. Our customers reflect it: retention runs in the high 90s, and the people who use Vela every day call it mission critical. We are part of Banyan Software, which brings long- term ownership stability, shared AI and go-to-market expertise, and a network of peer companies across health and human services. The Opportunity We are hiring our first Head of Sales and Marketing to build and lead the new business function. We have grown on the strength of our product, our reputation, and founder-led relationships. The next phase needs a commercial engine built deliberately: outbound pipeline, disciplined forecasting, a repeatable playbook, and a team built to win new logos. Our core market is deeply established, and the same platform maps onto adjacent advocacy and human services verticals where the buyers, the funding, and the workflows are closely related. You will report to the CEO, sit on the leadership team, and own the new bookings number. You will inherit a lean team with budget to grow, a strong brand, and live pipeline. In the near term you will sell as well as lead. This is a player-coach role until your team is built and performing. What You Will Own New logo growth • Own the new bookings plan and the KPIs behind it: 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. • Own and run the lead generation engine. Set the source mix across outbound, campaigns, conferences and partners, hold marketing to agreed MQL targets, and own the handoff into sales. • Lead competitive displacement against incumbent platforms in our core market. • Personally lead statewide and strategic pursuits with multiple stakeholders, formal procurement, and long cycles. Market expansion • Build the go-to-market approach for adjacent verticals: child advocacy centers, Continuums of Care and homelessness networks, human trafficking response organizations, and substance use coalitions. • Assess right to win by vertical: incumbent strength, funding sources, buying committee, and positioning. • Decide where our coalition-first motion replicates and where to enter directly at the agency layer. Team build and leadership • Design the sales organization: role profiles, segment or territory ownership, and a headcount plan. • Recruit, onboard, and develop the team, with documented playbooks, activity standards, and ramp expectations. • Develop the people already here, with clear objectives, structured 1:1s, and performance management. Commercial rigor • Enforce a disciplined qualification methodology in CRM. Every forecast deal carries a business ca