Senior Director, Sales

Job not on LinkedIn

🔥 10 minutes ago

🇺🇸 United States – Remote

💵 $170k - $200k / year

⏰ Full Time

🟠 Senior

🤑 Sales

👻 Ghost score 0%

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Xirgo

WebsiteLinkedInAll Job Openings

201 - 500 employees

📦 Logistics

🚘 Automotive

💼 Consulting

Logistics • Automotive • Consulting

Xirgo is a leader in Smart Fleet Logistics, providing a comprehensive portfolio of IoT solutions that integrate hardware, software, and analytics for fleet management. Their technologies include telematics for vehicle monitoring, asset tracking, driver safety, and optimization of logistics operations, ensuring real-time visibility and control across various industries. Their customizable, modular systems leverage AI-driven insights to enhance safety and operational efficiency, making them an invaluable partner for businesses managing fleets and supply chains.

📋 Description

• Report directly to the Chief Operating Officer as a key member of the Senior Leadership Team • Build, manage, and develop a world-class sales organization for complex, multi-region selling environments • Develop strategic plans to penetrate existing accounts and acquire critical new customer logos • Articulate corporate and product competitive positioning and create pricing structures • Formulate sales strategies to maximize revenue, protect margin, reduce sales cycles, manage cost of sales, and create repeatable sales processes • Build relationships with Resellers and TSPs and maintain visibility into forecasts, prospective end clients, and growth opportunities • Lead the Field Application Engineers team • Implement and evaluate sales strategy tools, including Discoveries, Trials/POCs, Pilots, ROI studies, solution demonstrations, RFPs, and technical reviews • Drive qualification and closure of key strategic, high-value, global, and/or named accounts • Create sales enablement programs, including selling with and through partners • Use CRM tools and internal processes to track account activity, sales performance, and customer interactions • Provide accurate forecasts and opportunity risk analyses to the C-Suite • Develop and train staff while enabling individual team-member success and accountability • Ensure the sales team can rapidly learn products, solutions, operations, processes, and internal tools • Conduct regular sales assessment, reporting, forecasting, resource planning, inventory forecasting, and strategic information sharing across Marketing, Product Management, Finance, Operations, and Engineering • Serve as a player/coach who exceeds sales objectives, enforces sales processes, implements new strategies, leverages relationships, and builds new relationships

🎯 Requirements

• Minimum of 12 years sales experience • 8+ years managing sales teams • Proven record of success building and leading a highly distributed sales organization • B2B sales of technology solutions in transportation, logistics, industrial vehicles, fleet management, and/or materials handling • Executive track record of sales success and relationships selling technology to large corporations and through channels (Resellers, TSPs, Distributors) • Knowledge of buying practices of large corporations and Fortune 500 environment • Demonstrated annual double digit sales growth results • Knowledge of account management strategies and processes, including understanding customer needs, overcoming objections, developing business cases, and negotiating and closing new business • Developed strategic sales programs and penetration plans for technology systems • P&L, budget, and Sales Incentive Plan administration experience • Experience in location based services, IoT, Class 1–8, OEMs, and/or Telecommunications/Carriers • Experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI preferred • Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence) • Proficient in Sales CRM and Marketing tools (e.g. NetSuite CRM, Salesforce, ShowPad, LinkedIn Navigator, Impartner) • Bachelor’s degree in business, engineering, or a related field is preferred • Ability to travel, when necessary (expected <30%) • Must have unrestricted authorization to work in the U.S.

🏖️ Benefits

• Commission plan • Ability to travel, when necessary (expected <30%)