Senior Director, Sales

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

📋 Description

• Report directly to the Chief Operating Officer as an essential member of the Senior Leadership Team.

• Build, manage, and develop a premier sales organization for complex, multi-region selling environments.

• Develop strategic initiatives to penetrate existing accounts and secure critical new customer logos.

• Clearly articulate corporate and product competitive positioning while establishing pricing structures.

• Formulate sales strategies aimed at maximizing revenue, safeguarding margins, reducing sales cycles, managing sales costs, and creating repeatable sales processes.

• Foster relationships with Resellers and TSPs while maintaining visibility into forecasts, prospective end clients, and growth opportunities.

• Lead the Field Application Engineers team effectively.

• Implement and assess sales strategy tools, including Discoveries, Trials/POCs, Pilots, ROI studies, solution demonstrations, RFPs, and technical reviews.

• Drive the qualification and closure of key strategic, high-value, global, and/or named accounts.

• Develop sales enablement programs, including strategies for selling with and through partners.

• Utilize CRM tools and internal processes to monitor account activity, sales performance, and customer interactions.

• Provide accurate forecasts and opportunity risk analyses to the C-Suite.

• Develop and mentor staff while promoting individual team member success and accountability.

• Ensure the sales team can quickly learn about products, solutions, operations, processes, and internal tools.

• Conduct regular assessments of sales performance, reporting, forecasting, resource planning, inventory forecasting, and strategic information sharing across Marketing, Product Management, Finance, Operations, and Engineering.

• Serve as a player/coach who surpasses sales objectives, enforces sales processes, implements new strategies, leverages relationships, and builds new connections.

⛳️ Requirements

• A minimum of 12 years of sales experience.

• At least 8 years of experience managing sales teams.

• A proven track record of success in building and leading a highly distributed sales organization.

• B2B sales experience of technology solutions in transportation, logistics, industrial vehicles, fleet management, and/or materials handling.

• An executive history of sales success and relationship building while selling technology to large corporations and through channels (Resellers, TSPs, Distributors).

• Familiarity with the purchasing practices of large corporations and within a Fortune 500 environment.

• Demonstrated annual double-digit sales growth results.

• Knowledge of account management strategies and processes, including understanding customer needs, overcoming objections, developing business cases, and negotiating and closing new business.

• Developed strategic sales programs and penetration plans for technology systems.

• Experience with P&L, budget management, and Sales Incentive Plan administration.

• Experience in location-based services, IoT, Class 1–8, OEMs, and/or Telecommunications/Carriers.

• Preferred experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI.

• Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and the Atlassian suite (Jira, Confluence).

• Skilled in Sales CRM and Marketing tools (e.g., NetSuite CRM, Salesforce, ShowPad, LinkedIn Navigator, Impartner).

• A Bachelor’s degree in business, engineering, or a related field is preferred.

• Willingness to travel as necessary (expected <30%).

• Must possess unrestricted authorization to work in the U.S.

🏝️ Benefits

• Commission plan.

• Opportunity to travel when necessary (expected <30%).