Vice President of Sales

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

📋 Description

• Create and implement the sales strategy for systems integration, automation, controls, and ClarityWOS.

• Take ownership of bookings targets, recurring revenue growth, pipeline development, and sales forecasting.

• Identify key markets, target accounts, and growth opportunities within current customers.

• Develop account strategies that connect customer operational issues to financial and performance outcomes.

• Collaborate with executive leadership on annual sales plans, budgets, and growth objectives.

• Lead strategic opportunities from initial discovery through proposal, negotiation, and contract execution.

• Cultivate relationships with executives and leaders across supply chain, distribution, operations, IT, engineering, and procurement.

• Facilitate consultative sales discussions focusing on labor productivity, throughput, capacity, service levels, and ROI.

• Promote ClarityWOS and automation solutions across customer facility networks.

• Represent Top Hat Engineering at customer meetings, trade shows, industry events, and partner engagements.

• Recruit, mentor, and retain a sales team that specializes in selling complex technical solutions.

• Set expectations for prospecting, qualification, account planning, opportunity management, and overall performance.

• Formulate recommendations for compensation and incentives.

• Foster a culture of accountability, collaboration, preparation, and follow-through.

• Maintain accurate CRM records, opportunity stages, forecasts, and account plans.

• Set qualification standards and lead pipeline reviews.

• Collaborate with engineering and operations on scopes, estimates, schedules, and proposals.

• Work with finance and executive leadership on pricing, margins, payment terms, and commercial negotiations.

• Ensure a seamless transition from sales to delivery.

• Build relationships with OEMs, technology providers, consultants, and channel partners.

• Collaborate with marketing on lead generation, messaging, campaigns, and sales materials.

• Relay customer feedback and competitive insights for product development and positioning.

• Communicate the value of Top Hat Engineering's software, engineering, and automation capabilities.

• Work closely with the CEO and collaborate with engineering, software, operations, and finance.

⛳️ Requirements

• Bachelor’s degree in Engineering (Mechanical or Computer Science), Business Management, or a related field.

• Over 15 years of experience in account management, customer success, or sales roles, preferably within SaaS, supply chain, or enterprise software.

• Demonstrated history of leading sales teams and meeting revenue and bookings targets.

• Proven ability to retain and grow high-value accounts (six, seven, or eight-figure ARR) in complex sales cycles involving multiple stakeholders and extended timelines.

• In-depth knowledge of material handling systems, advanced automation, software, labor applications, inventory management challenges, and how technology addresses them.

• Strong comprehension of warehouse and distribution operations and the business justification for automation.

• Capability to create ROI-based proposals and negotiate commercially viable agreements.

• Proficient in engaging C-suite, IT, and operations leaders with executive presence and strategic insights.

• Ability to identify client pain points, construct ROI-driven business cases, and present customized solutions.

• Proficient in CRM tools, Microsoft Suite, and collaboration platforms (Slack, Teams).

• Willingness to travel up to 50% nationally or internationally as business needs dictate.

• Ability to safely lift, carry, push, and pull objects weighing over 40 pounds.

• Capability to stand and walk for extended periods, including throughout full work shifts.

• Ability to adhere to safety procedures, wear required personal protective equipment, and maintain a clean and organized work area.

• Consistent attendance and punctuality, with flexibility to work extended hours, overtime, or varying shifts as needed.

🏝️ Benefits

• Competitive base salary plus uncapped variable pay.

• Benefits designed for senior professionals.

• Opportunities for advancement into leadership roles or specialization in enterprise/strategic accounts.

• Personal development opportunities.

• Equal opportunity employment.