Description
Job Type: Full-time
Position Summary
We are seeking a dynamic and strategic Director of Sales and Account Management to lead our global revenue expansion across the rapidly growing IoT monitoring market. This individual will manage a team of sales and account management professionals, oversee major enterprise and GPO (Group Purchasing Organization) accounts, and drive entry into new international markets. The ideal candidate will bring a mix of strategic vision, operational discipline, and hands‑on leadership to scale our sales operations and revenue performance.
Key Responsibilities
Sales Leadership & Strategy
* Develop and execute the global sales strategy aligned with corporate objectives.
* Lead and inspire a high‑performing team of sales manager, sales representatives and account managers across regions.
* Define KPIs, set sales targets, and drive performance accountability across all team members.
* Lead territory planning, pipeline management, and forecasting processes.
Account Management & Expansion
* Oversee strategic relationships with large enterprise clients such as hospital IDNs and GPOs.
* Expand key account penetration through upsell, cross‑sell, and renewal strategies.
* Maintain senior leadership relationships and ensure customer success and long‑term retention.
New Market Expansion
* Drive market entry strategies in international geographies and underdeveloped verticals.
* Identify and prioritize new segments and regions, develop go‑to‑market playbooks, and allocate resources accordingly.
* Collaborate with business development and product teams to tailor offerings to local market needs.
Cross‑functional Collaboration
* Partner closely with Marketing to align on lead generation, brand positioning, and campaign effectiveness.
* Collaborate with Product Management and Engineering teams to relay customer insights and support roadmap development.
* Support Finance and HR in sales compensation planning and hiring initiatives.
Operational Excellence
* Design, implement and maintain scalable sales processes, tools, and systems (e.g., CRM, reporting dashboards).
* Develop and refine the sales compensation structure to drive motivation and results.
* Monitor competitive activity, market trends, and customer feedback to inform sales strategy.
Qualifications
* 8+ years of experience in sales, with at least 5 years in a leadership role.
* Experience in IoT, SaaS, IoT, compliance‑driven industries, and monitoring technologies.
* Demonstrated success managing large accounts and complex enterprise sales cycles.
* Proven ability to lead remote and globally distributed teams.
* Strong understanding of GPOs, distribution models, and international market dynamics.
* Analytical mindset with experience in forecasting, territory planning, and compensation modeling.
* Exceptional communication and executive presentation skills.
Preferred Attributes
* Entrepreneurial mindset with a bias for action and growth.
* Comfortable in a fast‑paced, scaling company environment.
* Cultural sensitivity and global business acumen.
#J-18808-Ljbffr