Sales Director – Client Acquisition & Market Development

Summary/Objective
Reporting to the Chief Revenue Officer, the Sales Director – Client Acquisition & Market Development is responsible for driving new client growth through a balanced focus on (1) supporting the firm’s client acquisition process and (2) building scalable outbound sales programs. This role will work closely with firm leadership and the New Client Services team to help close new planning clients through direct participation in prospect meetings, follow-up, and events. At the same time, the Sales Director will design and execute an outbound sales and market development strategy, beginning with a Dallas–Fort Worth pilot initiative, while building a repeatable playbook for future markets.

Core Responsibilities
Client Acquisition (Approx. 50%)

• Partner with firm leadership and the NCS team in client meetings, prospect follow-up, and proposal development to assist in closing new planning clients.

• Support inbound lead overflow to ensure seamless handling of high-volume periods and consistent client experience.

• Represent CWA at national and regional industry events, study clubs, and dental schools to build credibility and directly generate new client opportunities.

• Collaborate with Marketing and NCS Sales Manager on event-related prospect engagement and pipeline integration.

Outbound Market Development (Approx. 50%)

• Build, document, and manage a structured outbound sales playbook, including prospecting frameworks, event models, and partnership strategies.

• Launch and manage the Dallas–Fort Worth outbound program as a pilot, including outreach scheduling, event execution, and prospect targeting.

• Collaborate with Marketing to design targeted outbound campaigns and supporting collateral.

• Develop and maintain relationships with referral partners, associations, and influencers to expand lead flow.

• Track and report outreach activities, engagement metrics, and conversion rates in Salesforce, providing quarterly updates and recommendations to leadership.

Performance Metrics

• Percentage of prospects successfully converted in partnership with firm leadership and NCS.

• Number of new clients closed through inbound overflow support and event participation.

• Execution and adoption of the outbound sales playbook across additional markets.

• Contribution to overall net new client growth.

Education & Experience

• Bachelor’s degree in business, marketing, communications, or related field.

• 5+ years of progressive sales/business development experience, preferably in professional services, financial services, or healthcare/dental sectors.

• Demonstrated success supporting senior leaders in closing new business or directly managing client acquisition cycles.

• Proven track record in outbound sales strategy development, public speaking, and representing organizations at high-visibility events.

• Leadership experience managing programs or teams that drive market expansion.

• Series 65 licensure (or willingness to obtain) preferred.

Travel
Frequent travel required (50%+), including multi-day trips for industry events, speaking engagements, market development activities, and client prospecting.

Work Environment
This job operates in an office environment with frequent external meetings and events.

Physical Demands
This is a largely sedentary role, with occasional event setup and travel activity required.

Position Type & Expected Hours of Work
This is a full-time, exempt position. Standard hours are Monday–Friday, 8:30 am to 5 pm, with flexibility for travel and events.

Job Compensation & Benefits
Through our competitive compensation and benefits program, we seek to attract, retain and motivate a high-performing and increasingly diverse Associate population. Our compensation and benefit structure is comprised of many factors, including but not limited the size of our Firm, our financial position, the industry, business objectives, market salary information, benchmark pay levels and practices against the respective peer group (to ensure equal pay for equal work, with allowable pay differences based on factors not prohibited by law), and unique circumstances of the Firm that are subject to change.

Benefits

• Competitive Salary & Commission Structure

• Employer Paid Medical, Short-Term Disability, Accident, Life and AD&D Insurance

• Dental & Vision Insurance

• Unlimited PTO

• Firm-Paid Holidays, Including an Extended Winter Break

• Safe Harbor 401k Plan

• Generous Employer HSA Contributions

• Employer Paid Professional Dues, Licenses/Renewals

• Continuing Education Resources

• Family Planning Assistance Program and Paid Parental Leave

CWA has consistently been recognized from rating services and publications such as:

• INSIDE Public Accounting - Top 100 Firms (2022, 2023, 2024)

• Top Workplaces - Financial Services (2024)

• Top Workplaces - Culture Excellence (2024)

• Accounting Today - Top Firm by AUM (2024)

• USA Today - Top Workplaces (2024, 2025)

• Accounting Today - Top 100 Firms (2022, 2023)

• Forbes America's Best Tax & Accounting Firms (2022, 2023)

• INSIDE Public Accounting - Top 100 Fastest Growing Firms (2022)

• Dallas Morning News - Top Workplace (2022, 2023)

• Accounting Today - Beyond Top 100: Firms to Watch (2020)

• Accounting Today - Regional Leaders Top Firms (2012, 2015, 2016, 2018, 2020)

• INSIDE Public Accounting - Beyond the Top 100 (2015, 2016, 2018, 2020)

• INSIDE Public Accounting - Top 200 Firms (2010, 2011, 2012, 2013, 2014, 2015, 2016, 2017, 2018, 2019, 2020)

• Dallas Business Journal - Top Accounting Firms (2018)

Cain Watters & Associates is committed to upholding the principles of the Equal Pay and Opportunity Act (EPOA). If you have any concerns regarding compliance with this policy, we encourage you to report them immediately by contacting HR at hr@cainwatters.com. Your concerns will be handled with the utmost confidentiality and care.