Position Summary:
We're seeking a highly motivated and results-driven Vice President of Sales with a strong background in advanced automation within warehouses to join our team as a dedicated leader, and "hunter," for new business. The individual will lead Top Hat Engineering's sales strategy, build and develop a high-performing sales organization, and drive profitable growth across automation solutions and ClarityWOS software.
This is a hands-on executive role for a leader who can develop enterprise relationships, close complex opportunities, and build a disciplined, repeatable sales process. The VP of Sales will work directly with the CEO and collaborate with engineering, software, operations, and finance to turn customer challenges into solutions with measurable business value.
Success requires balancing large capital projects with recurring software revenue while ensuring commitments align with Top Hat's delivery capabilities and financial objectives.
Primary Duties and Responsibilities:
Sales Strategy and Revenue Growth
- Develop and execute the sales strategy across systems integration, automation, controls, and ClarityWOS.
- Own bookings targets, recurring revenue growth, pipeline development, and sales forecasting.
- Identify priority markets, target accounts, and opportunities for expansion within existing customers.
- Establish account strategies that connect customer operational challenges to clear financial and performance outcomes.
- Partner with executive leadership to establish annual sales plans, budgets, and growth priorities.
Enterprise Business Development
- Personally lead strategic opportunities from initial discovery through proposal, negotiation, and contract execution.
- Build relationships with executives and leaders across supply chain, distribution, operations, IT, engineering, and procurement.
- Guide consultative sales discussions around labor productivity, throughput, capacity, service levels, and return on investment.
- Develop opportunities to expand ClarityWOS and automation solutions across customers' facility networks.
- Represent Top Hat Engineering at customer meetings, trade shows, industry events, and partner engagements.
Sales Team Leadership
- Recruit, coach, and retain a sales team capable of selling complex technical solutions.
- Establish clear expectations for prospecting, qualification, account planning, opportunity management, and performance.
- Develop compensation and incentive recommendations that reward profitable growth and long-term customer value.
- Create a culture of accountability, collaboration, preparation, and consistent follow-through.
- Remain actively involved in key deals while developing the team's ability to execute independently.
Sales Operations and Commercial Discipline
- Maintain accurate CRM records, opportunity stages, forecasts, and account plans.
- Establish qualification standards that assess customer need, budget, decision process, timing, and solution fit.
- Lead regular pipeline reviews and communicate risks, next steps, and resource needs.
- Partner with engineering and operations to develop achievable scopes, estimates, schedules, and proposals.
- Work with finance and executive leadership on pricing, margins, payment terms, and commercial negotiations.
- Ensure a thorough handoff from sales to delivery, including scope, assumptions, exclusions, and customer commitments.
Partnerships and Market Positioning
- Develop productive relationships with OEMs, technology providers, consultants, and channel partners.
- Partner with marketing to improve lead generation, messaging, campaigns, and sales materials.
- Communicate customer feedback and competitive insights to inform product development and positioning.
- Clearly articulate the value of Top Hat's combined software, engineering, and automation capabilities.
Qualifications:
- Bachelor's degree in Engineering (Mechanical or CS), Business Management, or related field.
- 15+ years in account management, customer success, or sales roles, preferably in SaaS, supply chain, or enterprise software.
- Proven track record of leading sales teams and achieving revenue and bookings targets.
- Proven track record of retaining and growing high-value accounts (six, seven, or eight-figure ARR) in a complex sales cycles involving multiple stakeholders and extended sales cycles.
- Deep understanding of material handling systems, advanced automation, software, labor applications, inventory management challenges and how technology solves them.
- Strong understanding of warehouse and distribution operations and the business case for automation.
- Ability to develop ROI-based proposals and negotiate commercially sound agreements.
- Trusted Advisor: Ability to engage C-suite, IT, and operations leaders with executive presence and strategic insights.
- Problem-Solver: Passion for diagnosing client pain points, building ROI-driven business cases, and delivering tailored solutions.
- Tech Proficiency: Skilled in CRM tools, Microsoft Suite, and collaboration platforms (Slack, Teams).
- Willingness to travel up to 50% nationally, or internationally, as business needs require.
- Ability to safely lift, carry, push, and pull objects weighing 40+ pounds.
- Ability to stand and walk for extended periods of time, including throughout full work shifts.
- Ability to follow safety procedures, wear required personal protective equipment and maintain a clean and organized work area.
- Reliable attendance and punctuality, including flexibility to work extended hours, overtime, or varying shifts when required.
Why Join Us?
- Impact: Shape the success of industry-leading companies while advancing your career at the forefront of supply chain tech.
- Growth: Opportunities to advance into leadership roles or specialize in enterprise/strategic accounts.
- Rewards: Competitive base salary + uncapped variable pay, and benefits tailored to senior professionals.
- Culture: Join a team that values empathy, curiosity, and a relentless focus on customer outcomes.
Locations: ANYWHERE IN WITHIN THE U.S.
