Key Responsibilities

Global Sales Leadership & Execution

• Lead global sales execution across direct, channel, and representative models
• Define and enforce quotas, targets, territory design, and coverage models
• Set clear performance expectations and accountability standards

Operating Cadence & Forecast Discipline

• Run a disciplined sales operating rhythm including:
• Weekly pipeline and deal reviews
• Monthly forecast and commit calls
• Deal-level risk assessment and mitigation planning
• Drive improvements in sales productivity, win rates, and sales cycle duration

Pipeline Ownership & Quality

• Own pipeline structure, quality, and hygiene
• Ensure sufficient pipeline coverage 
• Enforce stage definitions and probability discipline
• Provide transparent visibility into risks, upside, and mitigation actions
• Customer Segmentation & Sales-Led Marketing Focus
• Execute the approved customer segmentation framework

Ensure sales and marketing efforts are focused on:

• Target customers
• Priority markets
• Strategic growth segments
• Translate customer insights into:
• Account prioritization
• Value proposition refinement
• Sales enablement materials

Travel & External Engagement

• Travel as required to meet customers, attend industry events, and build executive networks
• Expected domestic and international travel: approximately 35%

Qualifications & Experience

• Bachelor’s degree required (BSc preferred)
• MBA a strong advantage
• 10+ years of global B2B sales leadership experience
• Proven ownership of revenue and bookings targets
• Experience selling engineered, industrial, or technical solutions
• Demonstrated leadership of global sales teams and channel models
• Strong, hands-on Salesforce.com and CRM-driven execution experience
• Ability to operate independently across IT, CRM, and sales systems
• Comfortable leading through structure, cadence, rigor, and transparency