Director Sales – Connected Services

This is a fully remote position, open to applicants in California, +6 more states.

📋 Description

• Formulate and implement the commercial strategy for Connected Services, along with the annual operating plan and growth priorities.

• Take ownership of global objectives related to revenue, bookings, annual recurring revenue, renewals, expansion, pipeline, and profitability.

• Enhance market penetration and attract enterprise customers through consultative and value-driven selling techniques.

• Create operational rhythms for forecasting, conducting pipeline reviews, account planning, and managing performance.

• Guide, mentor, and cultivate Sales Representatives and Business Development Managers.

• Develop qualified pipelines encompassing new logos, installed bases, channels, renewals, and upsell opportunities.

• Oversee strategic pursuits, engage with executives at customer organizations, conduct commercial negotiations, and finalize deals.

• Craft go-to-market strategies and empower channel partners to effectively position connected solutions.

• Direct Customer Success initiatives to optimize adoption, utilization, satisfaction, retention, and account growth.

• Implement customer health evaluations, Quarterly Business Reviews, success plans, and routines for executive engagement.

• Coordinate corrective measures across commercial, product, and support teams.

• Develop renewal and expansion strategies that translate realized value into sustainable long-term customer growth.

• Lead Deployment Engineers responsible for onboarding, account activation, device or user configuration, commissioning, and training.

• Ensure smooth transitions from sales to deployment, and from deployment to customer success.

• Establish deployment standards, readiness criteria, playbooks, escalation paths, and quality benchmarks.

• Collaborate with Technical Support and Engineering to enhance uptime, resolve issues, and improve customer experience.

• Integrate customer and market insights into product roadmaps, service design, and commercialization priorities.

• Align Sales, Marketing, Product Management, Engineering, Operations, and Support around customer outcomes and growth objectives.

• Track competitive activities, market trends, and customer needs.

• Represent the Connected Solutions business in executive customer meetings, partner discussions, and industry forums.

• Achieve performance targets across revenue, bookings, ARR, acquisitions, pipeline, renewals, retention, adoption, deployment, expansion, forecasting, margin, and cost-to-serve KPIs.

⛳️ Requirements

• Over 10 years of commercial leadership experience in fields such as industrial technology, software, SaaS, IoT, automation, connected products, or services.

• Proven track record of leading multi-functional teams that encompass sales and customer delivery.

• Demonstrated ability to increase recurring revenue, subscriptions, services, or other lifecycle-based commercial models.

• Experience in managing complex enterprise sales cycles and fostering executive customer relationships.

• Strong financial expertise, including forecasting, pipeline management, pricing, margins, and investment trade-offs.

• A Bachelor's degree in engineering, business, technology, or a related discipline is preferred.

• An MBA or advanced business degree is considered advantageous.

• Experience with Industrial IoT, connected worker solutions, industrial safety, asset management, operational technology, or digital transformation.

• Background in the Gas Detection industry is beneficial.

• Experience in scaling a new offering, commercial model, or regional go-to-market organization.

• Familiarity with channel enablement and direct enterprise selling models.

🏝️ Benefits

• Employer-subsidized Medical, Dental, Vision, and Life Insurance.

• Short-Term and Long-Term Disability coverage.

• 401(k) matching program.

• Flexible Spending Accounts available.

• Health Savings Accounts offered.

• Employee Assistance Program (EAP) provided.

• Educational Assistance for career development.

• Parental Leave policy in place.

• Paid Time Off for vacation, personal matters, sick leave, and parental leave.

• 12 Paid Holidays annually.

• Competitive salary structure.

• Opportunity to work on leading-edge projects.

• Collaborate in developing solutions alongside dedicated experts.

• Fully remote work schedule available.

• 50% travel required for domestic and international engagements.