Director Sales, Americas

About the role

Lead the development and execution of the regional go-to-market strategy to drive profitable growth, expand market share, and enhance customer and channel partner performance. This role provides strategic and operational leadership for the Americas sales organization, working closely across product management, marketing, operations, engineering, and finance to align commercial priorities, improve sales effectiveness, and execute business unit strategy. You will lead and further develop a high-performing sales organization, advance channel partner performance, and drive commercial transformation to support evolving growth priorities.

Responsibilities

• Develop and execute the Americas go-to-market strategy, translating business unit objectives into sales priorities, coverage models, account strategies, territory and channel plans, and measurable performance outcomes that drive market share growth.
• Lead and develop a high-performing sales leadership team, fostering clarity, accountability, customer focus, capability, and succession strength needed to achieve current and future growth objectives.
• Drive commercial excellence through disciplined pipeline management, forecasting accuracy, pricing execution, CRM and tool utilization, and data-driven decision making.
• Develop and lead the regional channel partner strategy, including partner selection, capability development, performance management, and executive-level relationship management to drive profitable growth and customer success.
• Leverage customer, market, competitive, and performance insights to identify opportunities and adjust strategy as needed. Establish and use clear performance measures to evaluate sales effectiveness, partner performance, pipeline quality, growth, margin, and execution progress.
• Partner cross-functionally with product management, marketing, engineering, operations, and finance to align commercial priorities with product strategy, operational capability, and financial plans.
• Build and maintain executive relationships with key customers, channel partners, and industry stakeholders to deepen partnerships, identify growth opportunities, and enhance the company's market position.
• Lead change across the sales organization by communicating the business case, aligning stakeholders, removing barriers, and driving adoption of new processes, tools, and ways of working.
• Consistently increase sales volume and profitability while ensuring execution is aligned with near-term financial commitments and long-term strategic priorities.

Requirements

• Bachelor’s degree in Business, Engineering, Marketing, or related field.
• Proven success developing and executing growth-oriented go-to-market strategies.
• Demonstrated experience managing distributor, dealer, or channel partner networks, including performance management and partner development.
• 10+ years of progressive sales leadership experience, including responsibility for building team capability, driving accountability, and delivering sustained business results.

Preferred Qualifications

• MBA or advanced business degree.
• Experience within industrial manufacturing, filtration, industrial equipment, process technologies, or related markets.
• Demonstrated success leading commercial transformation, change management, or sales force effectiveness initiatives.
• Experience managing complex channel ecosystems, including distributors, dealers, OEMs, and strategic partners.
• Experience with regional business planning, budgeting, and P&L management.
• Experience leading in a matrix, and with geographically dispersed teams across multiple countries, cultures and market environments.

Pay

Annual salary range: $180,080–$247,610. Actual salaries will vary based on several factors including applicable work experience, training, education, and performance. Geographic adjustment is included based on work location. This position is eligible for a sales incentive or commission plan based on sales targets under company policy.

Benefits

Donaldson offers a comprehensive benefits program including:

• Health benefits.
• Retirement plan (401k).
• Paid time away and paid leaves (including paid parental leave).

Immigration sponsorship is not available for this position. Applicants must be currently and legally authorized to work in the United States without the need for sponsorship.