Director of Sales

Duties

• Own overall revenue performance, including sales strategy, go-to-market execution, pipeline growth, forecasting, and team performance
• Manage the full sales process from lead qualification through deal closure
• Drive revenue targets across monthly, quarterly, and annual goals
• Set sales quotas, monitor performance, and implement corrective actions when needed
• Maintain predictable pipeline coverage and accurate revenue forecasting
• Support renewal and expansion forecasting with Customer Success
• Develop and refine go-to-market strategy, customer segmentation, and ideal customer profiles
• Partner with Marketing on inbound and outbound sales strategies
• Support pricing, positioning, and competitive strategy with leadership and Product Management
• Lead, coach, and develop Account Executives and sales leaders
• Establish sales processes, expectations, accountability standards, and performance reviews
• Conduct regular pipeline reviews and support team onboarding and development
• Ensure consistent CRM usage, accurate forecasting, and disciplined sales execution
• Maintain qualification standards and ensure smooth handoff between Sales, Presales, and Customer Success
• Prevent scope misalignment and ensure accurate deal documentation before closing
• Oversee sales materials, presentations, demo processes, competitive tools, and objection-handling resources
• Ensure consistent sales messaging aligned with Product Management
• Collaborate with Customer Success on renewals and expansion opportunities
• Partner with Operations on order processing and billing coordination
• Align sales commitments with product capabilities and operational requirements
• Provide executive reporting on revenue performance, pipeline health, risks, and opportunities
• Track key sales metrics including revenue attainment, win rate, sales cycle length, customer acquisition, deal size, and growth rate

Qualifications

• Bachelor’s degree in Business, Engineering, Information Technology, or a related field (a plus)
• 2 to 8+ years of B2B or enterprise technology sales; manage a team of up to 10 AEs
• Minimum 1 to 3 years specifically selling telematics, IoT devices, GPS tracking, or fleet management software
• Understanding of vehicle tracking, asset monitoring, SaaS platforms, and wireless or cellular IoT infrastructure
• Experience using CRM platforms like Salesforce, HubSpot, or ZoomInfo for pipeline tracking and lead generation
• Ability to translate complex technical software and hardware specs into clear business value for fleet or corporate clients
• Proven track record of managing teams, hitting quotas, forecasting revenue, and executing contracts
• Strong negotiation, presentation, and interpersonal skills to bridge technical and business talks
• High self-motivation with an aggressive “hunter” mindset for new business acquisition