Director of Sales

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Inductive Automation

WebsiteLinkedInAll Job Openings

201 - 500 employees

☁️ SaaS

🏭 Manufacturing

🤝 B2B

SaaS • Manufacturing • B2B

Inductive Automation is a software company that develops Ignition, a universal industrial automation platform used for SCADA, IIoT, MES, HMI, alarming, reporting, edge computing and related industrial applications. Ignition is a modular, server-centric platform with unlimited licensing that connects to PLCs, OPC UA, SQL databases, MQTT and many other systems; it supports web-deployed clients, cloud and edge editions, and a marketplace and community of integrators and modules. The company emphasizes digital transformation for industrial operations, training (Inductive University), an integrator program, and ecosystem partnerships.

📋 Description

• Lead the Account Executive teams and Sales Managers to meet or exceed company sales goals • Establish and maintain sales operating cadence, including 1:1s, pipeline reviews, forecast reviews, opportunity inspection, account planning, and performance follow-up • Develop Sales Managers through coaching, accountability, performance management, and leadership development • Coach and hold Account Executives accountable based on role level, experience, book of business, and performance • Translate annual sales goals into team targets, pipeline expectations, execution priorities, and measurable activities • Monitor pipeline health, forecast accuracy, account coverage, opportunity progression, close plans, and sales metrics • Partner with Sales Operations on sales data, reporting, tools, dashboards, and processes • Partner with Business Development on lead conversion, sales transitions, distributor/channel activity, strategic initiatives, and demand generation • Reinforce customer-first selling, account stewardship, professional conduct, and sales policies • Lead the AE organization within account assignment, distributor, integrator, and credit policies • Support strategic account growth through account planning, executive engagement, expansion, and customer development • Build a high-accountability sales culture focused on growth, clarity, coaching, fairness, and professional behavior • Identify skill gaps and develop training, coaching, enablement, and performance-improvement plans • Participate in hiring, onboarding, development, performance reviews, promotion readiness, and progressive discipline • Collaborate with Sales Engineering, Marketing, Customer Success, Order Processing, Business Development, and other teams • Report regularly to the VP of Sales and senior leadership on performance, forecasts, pipeline, risks, rep development, team health, and company-goal progress

🎯 Requirements

• 5+ years of proven experience leading direct sales teams in industrial software, manufacturing software, SaaS, technical platform, or complex B2B sales • 5+ years of experience managing Sales Managers and developing frontline sales leaders • Strong sales credibility with Account Executives, including senior representatives • Ability to build repeatable sales cadences, improve forecast discipline, inspect pipeline, coach opportunities, and drive execution • Strong coaching ability for junior- and senior-level sellers • Calm, direct, fair, and consistent leadership style • Comfort operating in a rules-based sales environment with clear account ownership, customer-first policies, and cross-functional decision processes • Strong judgment balancing revenue growth, customer experience, rep accountability, channel relationships, and account stewardship • Ability to lead through change, reduce internal friction, and create clarity during organizational transition • Strong communication skills for aligning Sales Managers, Account Executives, peer leaders, and executives • Must live within the United States and be legally authorized to work in the United States • Must not require employment visa sponsorship

🏖️ Benefits

• 100% employee-covered medical, dental, and vision insurance • Paid holidays, vacation, and sick time • 401(k) with company match • Flexible work culture and work-life balance • Time for professional development • Company and team activities • Complimentary snacks and beverages while on-site • Access to headquarters recreation facilities while on-site • Adjacent nature reserve for on-site employees