To lead, coach and develop a team of field-based mid-market Account Executives selling Klipboard ERP and connected solutions into distribution, automotive and rental customers across North America. The role covers opportunities in the $50,000 to $250,000 ARR range, spanning smaller owner-managed businesses through to 100 to 300 user ERP One implementations, and is accountable for the new business number across that segment. It is a player-coach position: the majority of the time is spent leading, coaching and directing the team, with the remainder spent personally in front of customers, sponsoring and helping to shape and close the most significant opportunities. The role also owns the Cary-based Business Development Representative function, led day to day by its Team Manager, working with that manager on strategy, targets and standards so that pipeline generation feeds new business conversion. Key Responsibilities: • Lead, coach, and develop a team of six to eight Mid-Market Account Executives, driving high performance and achievement of new business objectives across the distribution, automotive, and rental sectors in North America. • Provide leadership and oversight to the Business Development Representative function through the Team Manager, ensuring prospecting strategies, activity standards, qualification criteria, and pipeline targets are achieved. • Own and deliver new business revenue targets, including responsibility for pipeline generation, pipeline coverage, conversion rates, and forecast accuracy. • Operate as a player-coach by actively participating in customer meetings, presentations, negotiations, and strategic sales opportunities while supporting the team in closing key deals. • Establish and maintain consistent sales methodologies, qualification standards, and deal review processes across sales and business development teams. • Coach and develop consultative, value-based selling capabilities, supporting sales engagements within complex ERP software environments and owner-managed businesses. • Recruit, onboard, develop, and retain top sales talent, creating clear succession plans and career development pathways. • Manage team performance through regular coaching, performance reviews, recognition of achievements, and proactive resolution of performance concerns. • Build and maintain a strong, sustainable pipeline sufficient to achieve growth and revenue objectives. • Provide accurate sales forecasts and commercial insights to support business planning and decision-making by the North America leadership team. • Partner with Marketing, Presales, Professional Services, Product, and Finance teams to align go-to-market strategies, improve deal quality, and enhance customer outcomes. • Ensure customers experience a professional, consultative sales process that effectively identifies business needs, sets realistic expectations, and enables successful transition to delivery teams. • Drive continuous improvement in sales effectiveness, pipeline conversion, win rates, and business development performance. • Foster an inclusive, high-performance culture through visible leadership, clear direction, regular feedback, and ongoing employee development. • Develop strong cross-functional relationships and contribute to broader leadership initiatives across the North America business. • Support wider commercial, strategic, and transformation initiatives and undertake additional responsibilities aligned with the scope and level of the role. Skills, Knowledge and Experience: • Proven leadership of quota-carrying, field-based sales teams with accountability for a new business number • Track record of selling consultative, complex solutions such as ERP or other business-critical software into multi-stakeholder buying groups • Demonstrated ability to operate as a player-coach, balancing team leadership with personal involvement in significant opportunities • Capability to lead selling across both smaller owner-managed customers and larger 100 to 300 user system opportunities • Experience leading business development or inside sales functions through a team manager, translating commercial strategy into activity standards and targets • Strong forecasting, pipeline and sales process discipline, evidenced through consistent CRM rigour and deal review cadence • Commercial judgement in deal construction, pricing and negotiation, including multi-year and subscription-based agreements • Credible executive presence with customers, with strong communication, presentation and motivational skills • Effective management of internal stakeholders across marketing, presales, delivery, product and finance Preferred Qualifications and Experience • Sector knowledge of distribution, automotive or rental business models and their operational drivers • Experience in a software or SaaS business operating a recurring revenue model • Experience building or scaling a sales function through a period of growth or organisational change • Exposure to a global matrix organisation and international leadership colleagues • Experience integrating business development generated pipeline into a field sales motion #LI-Hybrid