Careers at DCL

Delivering customer success since 1981

Why DCL?

At DCL, you join a community of engaged individuals who are committed to customer success. We truly believe that content structure provides the building blocks to innovation across all industries. When you join our team you have the opportunity to work with technology that delivers content solutions to leading organizations around the globe.

 

Do you love the power of XML? Do you believe metadata makes the world go 'round? Do you adore puzzles? Then come join our team! Open positions are listed below.

Sales Director

Data Conversion Laboratory’s mission is to structure the world’s content. Using the latest innovations in artificial intelligence, including machine learning and natural language processing, DCL helps organizations structure data and content for modern technologies and platforms.

 

Established in 1981, DCL is a trusted partner to some of the world’s leading brands in scholarly publishing, manufacturing, government, life sciences, and other markets.

 

Role Description

The Sales Director is responsible for developing and executing sales efforts to meet (or exceed!) sales targets. This role works closely with marketing and inbound sales to source and nurture leads in targeted markets, specifically STM publishing and life sciences. This position reports directly to the CEO/President and is an exciting opportunity to work with a well-respected technology services firm.  

 

This role will consult and communicate with prospects from the initial point of contact (i.e. RFP, conferences, inbound marketing, etc.) through to a closing agreement. Given the nature of DCL’s business, the ideal candidate should be savvy in all forms of correspondence and be equipped to lead in-depth and strategic discussions with clients around the benefits of structuring content in XML and enriching metadata. 

 

The ideal candidate is an expert at asking thoughtful questions and understanding the customer’s content challenges to push their thinking. You believe that sales conversations should involve equal parts discovery and teaching, and you tailor your messaging based on the insights you learn during discussions with a prospect. You should be experienced with complex sales cycles and have demonstrable success at closing deals.

 

Responsibilities/Qualifications/Essential Job Functions 

  • Successfully conduct sales calls and meetings to understand prospect needs and position DCL as the leader in complex digital transformation services 

  • Research and create sales proposals and other forms of follow-up to advance the sales cycle and nurture prospects into customers 

  • Engage with current customers to uncover and explore new opportunities. Many of DCL’s clients are repeat customers based on the quality of our work

  • Deliver energetic and expert presentations that teach prospects additional business benefits for DCL’s services while also delivering our core value propositions 

  • Exercise thoughtful persistence with follow-ups to close the deal 

  • Bring new ideas to the table to improve our processes 

  • Excellent written and verbal skills; a great communicator in every medium 

  • Able to ask tough questions and handle the pressure of a sales environment 

  • Some travel is required to conferences and tradeshows once “normalcy” returns, but a willingness to host video calls is a must 

 

Requirements

  • Consultative sales experience: 5+ years of successful enterprise solution selling in content management related solutions and services

  • Experience with CRM tools (we use Zoho)

  • Outstanding communication skills and the ability to effectively convey what’s most relevant and meaningful for various audiences within the client organization including the C-Suite, marketing team, finance, and IT teams, in a clear and understanding way. 

  • Strong experience with industry content standards (e.g., XML, DITA, metadata, etc.) 

  • Excellent presentation capabilities and preparation/follow-through

  • Exceptional analytics, writing, and organizational skills 

  • Ability to manage and prioritize many clients and deadlines concurrently, while also managing internal and external expectations for the workload. 

  • 4-year college degree or equivalent experience 

 

What’s in it for you?!   

DCL is an established and highly respected service provider to content-centric organizations. We offer a competitive salary, including medical/dental, 401K, a flexible schedule, and the freedom to establish your own sales workflow to deliver successful results. We offer the opportunity to work with marketing to identify conferences and events where you can meet new prospects and engage with the industry in a meaningful way.

How to apply?

Send your resume and cover letter to jobs@dclab.com. Be sure to include demonstrable sales success metrics and let us know your strategy to approach complex sales opportunities.