Global Director, Sales – Government Revenue Solutions

This is a fully remote position, open to applicants in United States, +2 more countries.

📋 Description

• Direct the global Government Revenue Solutions sales organization at Crane Authentication.

• Develop and implement a comprehensive global GRS sales strategy aimed at enhancing revenue, expanding market reach, acquiring new business, and fostering strategic program growth.

• Lead, nurture, and hold accountable globally distributed sales, account management, and business development teams.

• Own the global GRS sales pipeline and cadence, which includes prospecting, qualification, account planning, forecasting, opportunity strategy, and conversion.

• Identify emerging markets, adjacent revenue streams, and innovative use cases.

• Influence government requirements, partner solution designs, tender specifications, and market standards.

• Lead high-level commercial engagement, stakeholder mapping, partner alignment, bid positioning, value proposition development, and negotiation support.

• Create global account plans for strategic customers and partners.

• Forge senior relationships with ministries of finance, tax authorities, customs agencies, enforcement teams, industry associations, system integrators, and other ecosystem stakeholders.

• Develop and scale routes to market, including direct government engagement, partner-led opportunities, consortium participation, and co-selling initiatives.

• Monitor program performance, customer satisfaction, margin health, contract risk, renewal opportunities, and expansion potential.

• Conduct global sales reviews, pipeline governance, account reviews, business development reporting, and performance updates.

• Represent Crane Authentication at industry forums, partner meetings, and events related to tax, customs, excise, and revenue protection.

• Provide market, customer, and partner insights to influence product roadmap, pricing, investments, and go-to-market strategy.

• Collaborate with Product, Technology, Commercial, and Operations leaders to ensure competitive and scalable solutions.

• Supervise value-selling narratives and commercial positioning for tax stamps, authentication, traceability, enforcement tools, data reporting, and program services.

• Keep track of competitor activities, market trends, regulatory developments, tender activities, and partner movements.

• Define priority customer segments, geographic focus, and routes to market.

• Translate market insights into actionable recommendations for product enhancement, pricing, commercial models, sales enablement, implementation strategies, and solution packaging.

• Lead the readiness for the commercial launch of new GRS capabilities.

⛳️ Requirements

• A Bachelor’s degree in Business Administration, Commerce, Sales, Marketing, or a related field is required.

• 10–15+ years of senior leadership experience in enterprise, government, or public-sector sales, particularly in government revenue solutions, tax stamps, excise control, secure track-and-trace, anti-counterfeiting, authentication, or related technology markets.

• Proven track record of successful sales to government agencies, ministries of finance, tax authorities, customs agencies, enforcement bodies, public-sector organizations, or complex regulated markets.

• Familiarity with physical and digital tax stamps, excise compliance programs, secure identifiers, authentication technologies, serialization, product traceability, track-and-trace platforms, and field enforcement solutions.

• Strong comprehension of revenue agency workflows, excise tax collection processes, customs enforcement, regulated product supply chains, government procurement, and public-sector program implementation.

• Demonstrated ability to close multi-million-dollar deals and navigate complex, multi-year sales cycles.

• Experience with excisable goods programs in sectors such as tobacco, alcohol, beverages, pharmaceuticals, fuels, or other regulated products is highly desirable.

• Established relationships with tax authorities, customs agencies, public-sector integrators, secure printing partners, industry associations, and government contract vehicles or framework agreements.

• Significant experience managing globally dispersed sales, account management, and business development teams.

• Proven success in expanding existing accounts, securing new business, entering new markets, and driving profitable revenue growth.

• Experience in developing account plans, territory strategies, partner strategies, tender strategies, and market-entry plans.

• Experience collaborating with product, marketing, technology, implementation, and operations teams.

• Fluency in English is required; proficiency in other languages is a plus but not mandatory.

• Sales leadership, strategic selling, or consultative sales certifications are preferred.

• Proficiency in CRM systems, preferably Salesforce, and MS Office Suite.

• Must possess a valid passport for international travel.

• Ability to sit at a desk and use a computer for extended periods is essential.

• Up to 40% international and domestic travel may be required.

🏝️ Benefits

• Flexible remote work environment.

• Combination of office and remote work opportunities.

• Up to 40% international and domestic travel may be required.

• Commitment to equal employment opportunities and reasonable accommodations for individuals with disabilities.