Director of Sales

Director of Sales

Requirements

• Bachelor’s Degree
• 10+ years of sales experience in SaaS or enterprise software OR IOT solutions OR supply chain visibility solutions
• 5+ years in a senior sales leadership role
• 25% global travel

Responsibilities

• Develop and execute comprehensive global sales strategies aligned with company objectives, with particular emphasis on addressing the Food and Consumer & Industrial Vertical unique supply chain challenges
• Build, mentor, and lead high-performing sales teams across multiple regions, ensuring consistent performance and methodology implementation
• Establish and optimize sales targets, KPIs, and compensation structures for regional teams
• Create and maintain regional sales playbooks that address local market needs while maintaining global consistency
• Collaborate with executive leadership to define company direction and growth strategies
• Drive new business opportunities within the Food and Consumer & Industrial Vertical, with a focus on Fortune 500 and high-growth companies
• Create and maintain strategic partnerships with key stakeholders in the food supply chain ecosystem, including industry associations, technology partners, and consultancies
• Identify and capitalize on market trends and opportunities to expand our solution’s footprint
• Develop go-to-market strategies for new products and features specific to food industry requirements
• Lead complex, multi-stakeholder enterprise deals from initial contact through closure
• Oversee the full sales cycle from prospect identification through contract negotiation and closure
• Develop compelling value propositions that address specific needs across different food industry segments (manufacturers, distributors, retailers)
• Design and implement sales processes that optimize team efficiency and effectiveness
• Establish sales forecasting and pipeline management methodologies
• Monitor and analyze sales metrics to identify areas for improvement and implement corrective actions
• Manage the sales technology stack to ensure optimal team performance
• Collaborate with Product Management to influence product roadmap based on market demands and customer feedback
• Partner with Marketing & Communications to develop targeted campaigns and materials for the Food and Consumer & Industrial Vertical
• Work with Customer Success to ensure smooth handoffs and maintain high customer satisfaction
• Coordinate with Finance to develop pricing strategies and maintain healthy margins
• Engage with Legal to streamline contract processes and reduce sales cycle times
• Leverage deep understanding of Food and Consumer & Industrial Vertical supply chain challenges, including traceability, food safety, regulatory compliance, and sustainability
• Maintain comprehensive knowledge of industry trends, competitive landscape, and emerging technologies
• Serve as a thought leader through speaking engagements, industry publications, and social media presence
• Build relationships with industry analysts and maintain company positioning in relevant market reports
• Stay current with global food safety regulations and compliance requirements

Preferred Qualifications

• MBA or advanced degree preferred
• Sales methodology certifications desired
• Sales leadership roles managing a team of 20+ salespeople
• Proven track record of consistently exceeding revenue targets
• Demonstrated experience selling technology solutions to the Food and Consumer & Industrial Vertical
• Success in building and scaling global sales teams of 30+ people
• Strong understanding of supply chain management, visibility solutions, SaaS and IoT technologies
• Experience with M&A integration and post-merger sales organization alignment
• Track record of successful partnership development with system integrators and consulting firms