Job DescriptionPosition SummaryThe Director of Sales is responsible for driving profitable revenue growth, expanding market share, and executing targeted go-to-market strategies within the natural gas, compression, and industrial sectors. This role combines strategic leadership with hands-on execution, translating market opportunities into tangible revenue outcomes.
This leader owns the full commercial lifecycle-from identifying growth opportunities and building pipeline to closing deals and expanding key accounts-while ensuring disciplined execution, strong margin performance, and measurable business results.
ResponsibilitiesRevenue Growth & Market Expansion
- Drive year-over-year revenue and margin growth across target markets
- Identify and penetrate high-value segments (compression, midstream, mining, industrial)
- Execute account and territory plans with defined revenue and pipeline targets
- Build and maintain a pipeline supporting 3-5x sales coverage
Strategic Sales Execution
- Translate business goals into actionable sales and pricing strategies
- Own the full sales cycle from prospecting through close
- Lead complex deals with a focus on value-based selling and margin optimization
- Maintain accurate forecasting and pipeline visibility through CRM and reporting
Channel & Key Account Leadership
- Manage and grow strategic accounts and distributor relationships
- Conduct regular business reviews to track performance and drive growth plans
- Expand channel coverage by identifying and onboarding new partners
- Drive accountability through clear KPIs (revenue, growth, pipeline)
Market Intelligence & Commercial Insight
- Analyze market trends, customer needs, and competitive dynamics to identify opportunities
- Provide data-driven input on pricing, positioning, and market strategy
- Develop strong understanding of customer applications to effectively position solutions
Cross-Functional Execution
- Partner with product, engineering, and operations to align solutions with customer needs
- Collaborate with marketing on messaging, campaigns, and lead generation
- Ensure smooth transition from sales to delivery to support customer success
Performance Management & Accountability
- Track and report on key metrics: revenue, margin, pipeline, and win rates
- Deliver consistent forecasts with clear visibility into risks and opportunities
- Manage budgets and refine sales processes to improve efficiency and profitability
Minimum Qualifications- 10+ years of sales experience in industrial, oil & gas, or energy-related markets, with consistent quota attainment
- 5+ years of experience in natural gas compression, power generation, or rotating equipment (OE or aftermarket)
- Proven track record of closing complex, high-value deals ($500K-$5M+) and managing long sales cycles
- Demonstrated success managing both direct sales and channel/distributor networks
- Strong technical understanding of engines, compressors, turbochargers, and related systems
- Hands-on ability to manage pipeline, pricing, and deal execution while driving strategy
- Strong financial acumen, including pricing, margin management, and forecasting
- Proficiency with CRM systems (e.g., Salesforce) and sales reporting tools
- Established network within the natural gas, midstream, or industrial equipment sectors
- Experience scaling new markets or launching new product lines
- Background working in multi-channel (direct + distributor) sales environments
