Director of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the Account Executive organization at Inductive Automation, including Sales Managers and direct sales execution.

• Take ownership of the sales floor operations, ensuring rep development, pipeline discipline, forecast accountability, and progress towards company sales objectives.

• Guide Account Executive teams and Sales Managers to achieve or surpass sales targets.

• Establish regular manager 1:1s, conduct pipeline and forecast reviews, inspect opportunities, plan accounts, and follow up on performance.

• Foster the development of Sales Managers through coaching, accountability, performance management, and leadership training.

• Coach, develop, and hold Account Executives accountable based on their role level, experience, client portfolio, and performance standards.

• Convert annual sales goals into team-specific targets, pipeline expectations, monthly focuses, and measurable sales activities.

• Monitor pipeline health, accuracy of forecasts, account coverage, opportunity advancement, closing plans, and sales metrics.

• Collaborate with Sales Operations on data management, reporting, tools, dashboards, and processes.

• Work alongside Business Development to transform leads, channel activities, strategic initiatives, and demand-generation efforts into revenue.

• Reinforce a customer-first selling approach, account stewardship, professional behavior, and adherence to sales policies.

• Lead the AE organization concerning account assignments, distributor, integrator, and credit policies.

• Support strategic growth of accounts through planning, executive involvement, multi-site expansion, and coordination across functions.

• Maintain a sales culture that emphasizes high accountability and minimal drama.

• Identify skill gaps and create training, coaching, enablement, and performance improvement strategies.

• Engage in hiring, onboarding, development, performance evaluations, promotion readiness, and progressive discipline.

• Collaborate with Sales Engineering, Marketing, Customer Success, Order Processing, Business Development, and other internal teams.

• Regularly report to the VP of Sales and senior leadership regarding performance, forecasts, pipeline status, risks, rep development, team health, and progress towards company goals.

⛳️ Requirements

• Over 5 years of demonstrated experience leading direct sales teams in industrial software, manufacturing software, SaaS, technical platforms, or complex B2B sales settings.

• More than 5 years of experience managing Sales Managers and nurturing frontline sales leaders.

• Strong credibility in sales with Account Executives.

• Proven ability to establish repeatable sales rhythms, enhance forecast discipline, inspect pipelines, coach opportunities, and drive execution.

• Excellent coaching skills for both junior and senior sales personnel.

• Calm, direct, fair, and consistent leadership approach.

• Capability to function within a rules-based sales environment with clear expectations for account ownership and customer-first policies.

• Strong judgment in balancing revenue growth, customer experience, rep accountability, channel relationships, and long-term account stewardship.

• Ability to lead during transitions, minimize internal friction, and provide clarity amid organizational changes.

• Exceptional communication abilities with Sales Managers, Account Executives, peer leaders, and executive stakeholders.

• Must reside within the United States.

• Must be legally authorized to work in the United States.

• Must not require visa sponsorship for employment.

🏝️ Benefits

• 100% employee-covered medical, dental, and vision insurance.

• Paid holidays, vacation, and sick leave.

• 401(k) plan with company matching contributions.

• Complimentary snacks and beverages available at the headquarters.

• Access to recreational facilities including a pool, table tennis, shuffleboard, and foosball at the headquarters.

• Access to a nearby nature reserve for on-site employees.

• Opportunities for professional development.

• Engagement in company and team activities.

• A collaborative work atmosphere.

• Emphasis on work-life balance, flexibility, diversity, and enjoyment.