Position OverviewThe Director of Sales is responsible for defining and executing sales strategy to drive sustainable revenue growth, margin expansion, and customer penetration across priority markets. This executive will be accountable for translating enterprise strategy into commercial execution, building high-performing sales leaders and teams, and strengthening customer relationships at the most senior levels.
Key Responsibilities Commercial Strategy & Growth
- Define and execute an enterprise-aligned sales strategy grounded in market segmentation and clear customer value propositions.
- Drive profitable growth across new business, existing customers, and strategic accounts with strong ownership of revenue outcomes.
Sales Leadership & Execution
- Lead and develop a high-performing sales leadership team with clear accountability, consistent execution, and strong performance management.
- Establish and reinforce clear expectations, KPIs, operating rhythms, and disciplined opportunity, pricing, and deal governance.
- Build a robust, future-ready talent pipeline through succession planning, capability development, and selective external hiring.
Customer & Market Engagement
- Maintain direct executive-level engagement with key customers, strategic partners, and industry stakeholders.
- Represent the company externally with credibility, executive presence, and strong commercial acumen.
- Leverage customer and market insights to inform strategy, innovation, and investment decisions.
Enterprise Leadership
- Act as a collaborative enterprise leader, working cross-functionally to balance growth, margin, and operational excellence.
- Contribute to enterprise planning processes including AOP, multi-year growth planning, and transformation initiatives.
- Lead change effectively in complex, matrixed environments.
Qualifications & Experience - 10+ years of progressive commercial experience, with significant leadership roles in sales.
- Proven success leading large, multi-layered sales organizations (regional, global, or matrixed).
- Demonstrated track record of driving sustained revenue growth and margin improvement in complex B2B environments.
- Experience with enterprise customers, strategic accounts, and solution-based or engineered offerings strongly preferred.
- Prior accountability for forecasting, pipeline rigor, pricing, and commercial governance.
- Highly collaborative leader with an enterprise mindset; able to cultivate influence without relying on authority.
- Results-driven, accountable, and comfortable making decisions in ambiguous or high-pressure environments.
- Strategic and critical thinker with the ability to translate strategy into operational execution.
- Proven ability to build, develop, and retain top sales talent.
- Strong commercial and financial acumen, including understanding of P&L drivers, pricing, and margin management.
- Data-driven approach to decision-making, with comfort using analytics to drive performance and predict outcomes.
