Your Role at a GlanceThe Vice President, Global Direct Sales leads Mastercam's global direct-sales organization and is accountable for developing, implementing, and executing the direct-sales strategy in alignment with Mastercam's overall commercial objectives. This role owns the global direct-sales operating model, including direct account ownership, strategic account management, regional and territory strategy, customer segmentation, new customer acquisition, customer retention, expansion revenue, and direct seller productivity. The position requires strong executive presence, the ability to build trusted customer and internal relationships, and the discipline to drive measurable performance through quota ownership, pipeline rigor, forecast accuracy, and consistent execution.
*This position is open to candidates located in the US, Canada, UK, Ireland, France, Italy, Spain, Germany or Portugal.* How You'll Drive SuccessLeadership- Lead the global direct sales organization to expand the existing customer base, acquire new direct customers, and deliver clear, measurable annual, quarterly, and monthly targets.
- Own direct-sales bookings, annual recurring revenue, quota attainment, pipeline coverage, forecast accuracy, win rate, win-loss analysis, sales cycle length, and margin contribution while providing timely performance updates to Executive leadership and key stakeholders.
- Engage regularly with internal and external leaders across Mastercam and Sandvik to drive alignment, reinforce accountability, and ensure direct-sales processes are clearly defined, consistently implemented, and proactively managed.
- Create a collaborative, performance-oriented culture that encourages employee development, continuous learning, and clear communication of expectations, priorities, goals, and progress.
- Evaluate performance, review work quality, and provide constructive coaching and feedback to support continuous improvement, leadership development, and strong execution across the organization.
- Lead employees and regional sales leaders across multiple geographies, cultures, and time zones by establishing an inclusive operating rhythm that balances global alignment with local responsiveness.
- Communicate clearly with international audiences, adapting messaging, pace, and level of detail to support team members and stakeholders for whom English may be a second language.
Strategy- Develop and recommend short- and long-term direct-sales strategies that maximize performance across regions, territories, and customer segments.
- Establish a disciplined sales operating cadence, including weekly pipeline reviews, monthly forecast calls, quarterly business reviews, CRM data quality standards, opportunity inspection, deal-risk mitigation, and standardized sales-stage governance.
- Translate approved direct-sales strategy into regional execution plans, measurable targets, and structured forecasts.
- Propose territory design, account segmentation, coverage models, quota allocation, sales capacity planning, hiring plans, onboarding standards, coaching cadence, and succession planning for regional sales leaders.
- Partner with Finance, Sales Operations, Business Development, and Executive leadership to align pricing strategy, discount governance, and sales incentive programs with direct-sales priorities.
- Ensure pricing and compensation plans support quota performance, sales productivity, deal velocity, win rate improvement, profitability, and sustainable margin contribution.
- Set measurable sales goals and provide the support, communication, and development needed to align individual, regional, and company objectives with the global direct-sales strategy.
- Align direct-sales resources with approved budgets and capacity plans.
- Partner with Finance to communicate forecast, pipeline, lead generation, sales review, and customer performance insights during the organizational planning cycle.
- Identify risks and opportunities across active and upcoming sales activities and enable the sales team to translate insights into fact-based sales approaches that support sales processes, OKRs, and strategic initiatives.
Oversight- Analyze business needs and recommend direct-sales solutions that support long-term strategy while delivering near-term commitments and measurable sales outcomes.
- Improve sales effectiveness and efficiency by defining, implementing, and supporting scalable sales plans, enablement programs, training priorities, and career development initiatives.
- Partner with Marketing, Product, Customer Success, Finance, Sales Operations, Business Development, and Technical Sales to align the direct-sales organization with go-to-market priorities, pipeline generation, product launch readiness, customer retention, expansion opportunities, and actionable customer feedback loops.
- Champion sales initiatives, incentives, and programs; enable internal sales teams; lead with data; and maintain standardized reporting and dashboards for pipeline, forecast, revenue, and productivity performance.
- Prepare clear internal reports, including budgetary, operational, pipeline, and performance updates, and revise them as needed to ensure timely executive visibility and decision-making support.
Collaboration- Partner with internal and external stakeholders across Mastercam and Sandvik to ensure protocols, processes, and priorities are aligned, consistently executed, and positioned to support future growth.
- Work with senior leadership to advance departmental initiatives through clear analysis, proactive communication, and well-structured execution plans.
- Maintain clear communication and alignment with senior leadership on priorities, performance, risks, and opportunities across the global direct-sales organization.
Knowledge- Maintain current knowledge of departmental activities, direct-sales best practices, market dynamics, and industry trends to support informed decision-making and high-performance execution.
- Understand relevant legislation, regulatory requirements, and internal policies across applicable jurisdictions, and ensure direct-sales activities remain compliant.
Other Duties- Perform other duties as assigned.
The Talents We're SeekingEducation & Experience- Bachelor's degree required, preferably in Sales, Business, Engineering, or a related field; MBA preferred.
- 15+ years of progressive direct B2B sales leadership experience, including 7+ years managing global, customer-facing sales teams and regional sales leaders. Proven ownership of quota performance, revenue or ARR targets, CRM discipline, forecast rigor, pipeline management, and sales operating cadence, with demonstrated success scaling high-performing direct-sales teams in a technical, manufacturing software, CAM, or related environment.
- Significant experience leading direct sales for complex Capex, subscription, and services offerings between $20K and $5M involving software, hardware, or professional services. Demonstrated success managing performance through measurable KPIs, including revenue versus plan, percentage of sales representatives at or above quota, pipeline coverage, forecast accuracy, win rate, average deal size, sales cycle duration, representative ramp time, retention and expansion contribution, and CRM hygiene. Technical sales, manufacturing software, CAM, or related industry experience strongly preferred.
- Proven experience leading direct-sales teams in a technical B2B environment, driving end-to-end sales execution through direct account ownership, strategic account planning, customer acquisition, expansion opportunities, and disciplined opportunity management. Demonstrated ability to improve direct seller productivity, align technical sales resources to customer needs, and deliver measurable results through a structured, customer-focused direct-sales process.
Required Skills- Demonstrated leadership, mentoring, relationship-building, and problem-solving skills.
- Creative, critical thinker with strong analytical, troubleshooting, and risk-assessment capabilities.
- Strong organizational skills with the ability to plan, budget, prioritize, and manage company resources with precision.
- Excellent written and verbal communication skills, with the ability to present complex information clearly, succinctly, and appropriately for global audiences.
- Proficiency with Microsoft Office Suite, including Word, Excel, and PowerPoint.
- Ability to work independently and collaboratively, drive objectives and projects to completion, manage multiple priorities, and maintain a positive, professional executive presence.
