Regional Sales Director - Customer Base

OneSource Virtual (OSV) has helped more than 1,000 Workday customers take their teams from transactional to transformational with innovative technology and services for HR, payroll, and finance. Founded in 2008, OSV is the leading exclusive provider of Business-Process-as-a-Service (BPaaS) solutions for Workday, delivering services with unparalleled choice, unwavering commitment, and uncompromising support. OneSource Virtual’s global headquarters is located in Dallas, Texas, with additional locations across North America and Europe. Find your company’s solution at www.onesourcevirtual.com.

Position Overview

We are seeking an experienced Regional Sales Director to lead customer base sales initiatives across our designated territory, providing HR and/or Finance outsourcing services to OneSource Virtual’s (OSV) customers. This role focuses on expanding relationships with existing clients, driving revenue growth through upselling and cross-selling opportunities, and maximizing customer lifetime value. The successful candidate will manage a team of account managers while personally overseeing sales pursuits to enterprise accounts.

Key Responsibilities

Customer Relationship Management

• Develop and execute comprehensive account strategies for the assigned customer base to maximize revenue opportunities
• Cultivate mutually beneficial relationships with Workday sales teams, regional leadership, and Workday and OSV partner ecosystem in the assigned territory to promote current and future pipeline growth.

• Be a key player in OSV’s Customer Base field sales team to drive additional business sales. This includes but is not limited to supporting AE’s on customer calls, deal reviews, account close plans, and 1on1’s.

• Build and maintain executive-level relationships with key decision makers at enterprise accounts
• Maintain accurate and timely customer, pipeline, and forecast data. Weekly maintenance of accurate Salesforce data and AI forecasting tools.

• Align with Customer Success to conduct regular business reviews and strategic planning sessions with major clients and other clients as strategically appropriate
• Identify expansion opportunities within existing accounts through needs assessment and solution mapping

Sales Leadership & Team Management

• Displays a positive attitude and accountability to readily act on identifying and seizing new opportunities.
• Lead, mentor, and develop a team of 6-8 customer account managers and sales professionals
• Be a key player in OSV’s Customer Base field sales team to drive additional business sales. This includes but is not limited to supporting AE’s on customer calls, deal reviews, account close plans, and 1-on-1s.

• Drive quarterly and annual sales targets for team members and monitor performance against goals
• Maintain accurate and timely customer, pipeline, and forecast data. Ensure weekly maintenance of accurate Salesforce data and AI forecasting tools

• Provide coaching, training, and professional development opportunities to enhance team capabilities
• Collaborates- Partners and works cooperatively with others across the organization and Workday Sales Team to achieve shared objectives.

• Collaborate with sales enablement teams to ensure consistent methodology and best practices

• Own and exceed quarterly and annual revenue targets for the assigned customer base
• Develop and implement territory-specific go-to-market strategies for customer expansion
• Partner with product teams to align customer feedback with service roadmap development
• Average contract value expansion

Cross-Functional Collaboration

• Work closely with Customer Success, Marketing, Business Development, Solution Consulting, Revenue Operations, Legal, and Executive Leadership and support teams to ensure sales cycle progression
• Coordinate with marketing teams on customer-specific campaigns and case study development
• Collaborate with pre-sales engineers and solution architects on complex technical proposals
• Interface with legal and contracts teams to negotiate renewals and expansion agreements

Required Qualifications

Experience & Background

• A minimum of 10 years of experience within the Workday ecosystem with at least 5 years in leadership roles.
• Proven track record of managing and growing customer sales in the mid and enterprise markets by a minimum of 20% YoY
• Deep understanding of Payroll services.
• AP Automation and Payments, and Benefits experience a plus.

Skills & Competencies

• Existing relationships with Workday Sales AE’s and RSD’s in the assigned region.

• Demonstrated ability to exceed sales quotas consistently (minimum 105% of target)
• Strong presentation and communication skills with C-level executives
• Experience with CRM platforms (Salesforce preferred) and sales analytics tools
• Excellent negotiation skills with experience in complex, multi-stakeholder sales cycles
• Ability to understand and articulate technical solutions to business stakeholders

Leadership Qualities

• Proven ability to recruit, develop, and retain high-performing sales talent
• Strong coaching and mentoring capabilities with a track record of team development
• Strategic thinking combined with hands-on execution abilities
• Experience managing remote or geographically distributed teams
• High EQ and positive attitude
• Adaptability to change, strategy adjustments, and remaining steady under pressure
• Inspiring and motivating to create energy, celebrate achievements, and rally the team with purpose while modeling and supporting OSV’s core values.

Performance Metrics

• Quarterly and Annual bookings growth from the existing customer base
• Team quota attainment and individual development
• Pipeline generation and conversion rates from existing accounts

Reporting Structure

This position reports to the Vice President of Sales, Workday Customer

Travel Requirements

Regular travel within the assigned territory for client meetings, team management, and industry events. Estimated travel: 25-40%

#LI-REMOTE

You are encouraged to learn and share ideas when you join the OneSource Virtual team. We reward innovative thinking, fresh perspectives, creative collaboration, and hard work. As an organization experiencing routine strategic growth, we are always on the lookout for intelligent, talented, and forward-thinking professionals to join our team. OSV employees enjoy a values-based culture, upward mobility, and professional development with opportunities of all kinds.