Director of Sales Marketing

Director/Head of Sales & MarketingTactile Engineering, Inc.Location: Lafayette, IN (Hybrid with significant travel requirements)Reports to: CEOCompensation: Base salary + commission structure tied to performanceAbout Tactile EngineeringTactile Engineering manufactures the Cadence platform - an innovative, modular braille display technology that provides tactile access to digital information for blind and visually impaired users. Our products range from portable single-tablet configurations to multi-unit workstations, serving educational institutions, workforce and vocational rehabilitation programs, and individual users nationwide.We're at a critical inflection point in our growth. With a strong foundation built through institutional partnerships, we're now executing an aggressive diversification strategy to establish multiple, sustainable revenue channels across the assistive technology ecosystem to support the blind/low vision population.The ChallengeThis role requires someone who can hit the ground running in a highly specialized market with unique procurement dynamics. You'll need to understand the complex web of federal, state, and local funding mechanisms that drive assistive technology purchases, including:Workforce development programs, including WIOA (Workforce Innovation and Opportunity Act) funding, Ticket to Work initiatives, and employer-sponsored reasonable accommodations under ADA Title IVocational Rehabilitation (VR) agency funding structures and approval processesUniversity Disability Support Services (DSS) budget allocationState institutional contracting and RFP processesYou won't have the luxury of a large team or extensive resources. This is a player-coach role where you'll be building sales infrastructure, executing marketing strategy, closing deals, and establishing scalable processes - often simultaneously.Primary ResponsibilitiesSales Leadership & ExecutionChannel Development (Priority #1)Establish and scale revenue across 3-4 primary channels: Workforce, Vocational Rehabilitation agencies, Schools for the Blind, University DSS offices, and AT Lending LibrariesAchieve minimum $1.6M in non-institutional sales for 2026, growing to $3M+ in 2027 Navigate complex, multi-stakeholder sales cycles ranging from 3-24 months, depending on channelRelationship BuildingCultivate relationships with Workforce and VR counselors, DSS directors, special education coordinators, and state agency procurement officers across target statesDevelop a deep understanding of funding approval workflows, budget cycles, and procurement timelines specific to assistive technologyDirect Sales ActivitiesRespond to RFPs and manage complex contract negotiations with state agenciesConduct product demonstrations at conferences, schools, agencies, and customer sitesTrack all opportunities in CRM with a detailed pipeline Marketing Strategy & Execution (Priority #2)Strategic Planning & Process DevelopmentDocument and optimize the full sales cycle from lead generation through onboardingImplement CRM (HubSpot, Salesforce, or similar) to track opportunities, forecast revenue, and measure conversion metricsCreate channel-specific playbooks addressing common objections, competitive positioning, and funding guidanceEstablish clear qualification criteria and stage gates to improve pipeline qualityDigital Marketing InfrastructureCreate segment-specific landing pages for Workforce, VR, DSS, institutional, and consumer channelsImplement lead capture, nurturing, and conversion systemsEstablish an analytics framework to measure traffic sources, conversion rates, cost-per-lead, and ROI by channelManage digital advertising budgetContent & Brand DevelopmentProduce case studies documenting successful implementations at ISBVI and other reference customersCreate funding resource guides (e.g., "How to Access Workforce/VR Funding for Assistive Technology")Develop product demonstration videos, customer testimonials, and training contentBuild email marketing campaigns and drip sequences tailored to each market segmentManage social media presence across LinkedIn, Facebook, Twitter/X, and YouTubeEvent Strategy & ExecutionPlan and execute 6-8 major conference appearances annually (ATIA, NFB state conventions, FETC, CSUN, etc.)Develop booth strategies, collateral, demonstrations, and lead capture processesPresent at conferences to establish thought leadership and product expertiseTrack event ROI meticulously (cost per lead, conversion rates, sales attribution)Recruit and coordinate Champions to support event presence and reduce travel burden on leadershipCross-Functional CollaborationWork closely with CEO on product roadmap priorities based on market feedbackPartner with the customer success team to ensure smooth onboarding and high retention ratesProvide sales forecasting and pipeline visibility to support production planningPresent quarterly strategic reviews to the Board of Directors with concrete performance metrics Required QualificationsMust-Have Experience5+ years of B2B sales experience in the assistive technology sector with demonstrable knowledge of braille displays, screen readers, or related adaptive equipmentDeep familiarity with Workforce/VR agency funding structures and procurement processes - you should be able to explain the difference between IWRP/IPE funding, state match requirements, and how VR counselors secure approvalsProven track record of complex, multi-stakeholder sales with average deal sizes of $20K-$75K and sales cycles of 6+ monthsExperience selling to educational institutions and/or government agencies with an understanding of RFP responses, sole-source justifications, and institutional procurementCritical Success FactorsSelf-starter mentality: You've built sales processes from scratch in resource-constrained environments and know how to prioritize ruthlessly when you can't do everythingIndustry credibility: You're known in the assistive technology community—you've attended ATIA, you understand the key players at APH or NFB, and you can speak the language of TVI's, O&M specialists, and AT consultantsHustle and resilience: This market has long sales cycles, complex funding barriers, and entrenched competitors. You need persistence, creativity, and the emotional stamina to handle frequent "not yet" responses while building long-term pipelineData-driven approach: You make decisions based on metrics, you can build your own dashboards, and you're comfortable presenting concrete ROI analysis to a board that will hold you accountable for resultsHighly Valued ExperiencePrior work with state vocational rehabilitation agencies in a vendor/supplier capacityExperience with Medicaid reimbursement or special education funding mechanismsBackground in disability services, orientation & mobility, or vision rehabilitationExisting relationships with key decision-makers in multiple state VR agencies or schools for the blindTechnical proficiency with CRM platforms, marketing automation tools, and analytics packagesCompensation & BenefitsBase Salary: $90,000+ (depending on experience and proven track record in AT sales) Commission Structure:Tiered commission on all sales (ranges from 5-12% depending on channel and deal complexity)Accelerators for exceeding quarterly targetsPotential for first-year total compensation of $150,000-$180,000 with strong performance. Equity in the company is a possibility based on performance.Benefits:Company benefits: health, vision, dental insurance, PTO, sick leave, 401KFlexible work arrangements (home office support with travel to Lafayette, IN)Expense reimbursementProfessional development opportunitiesTactile Engineering is an equal opportunity employer committed to building an inclusive team that reflects the diversity of the communities we serve.Submit a resume to jobs@tactile-engineering.com