Regional Sales Director - Americas

Full-time, US remote position with travel required.

About the Role

Luna Innovations is the global leader in distributed fibre-optic sensing, offering an unmatched portfolio in breadth and depth. This role is for a builder who will grow revenue, integrate teams, and define the regional go-to-market strategy. The Regional Sales Director will hold full commercial responsibility for Luna's sensing business across their region, reporting directly to the VP of Sales & Marketing for the Sensing Business Unit.

Responsibilities

• Grow revenue by leading the team to win new business and expand existing accounts, personally driving key opportunities.
• Build key-account capability across high-priority accounts, cross-selling the full portfolio to maximize revenue potential.
• Partner with the Regional Operations Director to ensure proposals and customer commitments are deliverable.
• Rapidly build and integrate a regional sales organization, breaking down silos and aligning teams under shared objectives.
• Assess team capability objectively, ensuring the right people are in the right roles, and coach a high-performing team.
• Carry full responsibility for sales performance, including revenue, margin, pipeline, and forecast accuracy.
• Translate Business Unit strategy into a regional plan with measurable targets and a disciplined operating rhythm.
• Own the regional go-to-market plan, designing territories and deploying resources aligned with opportunity.
• Build a regional partner ecosystem to scale indirect channels efficiently where direct coverage is not justified.
• Contribute to Business Unit commercial strategy as a member of the Sales Leadership team, providing regional intelligence to inform product and marketing decisions.
• Resolve issues at the level they arise and foster a culture of direct, accountable problem-solving.
• Represent Luna credibly at customer, partner, and industry events, including conferences and exhibitions.

Requirements

• Technical degree in a relevant field or equivalent industry experience.
• Business-fluent English; additional region-relevant languages are an advantage.
• Digitally fluent with strong CRM and sales-tooling skills; quick adoption of new technologies, including AI for productivity.

Key Competencies

• Technical aptitude to engage credibly with deep-tech solutions and technical customers.
• High IQ and EQ, combining analytical and strategic thinking with emotional intelligence.
• Strategic thinker and exceptional operator, capable of setting direction and executing in detail.
• Outstanding leader with a track record of building, integrating, and developing high-performing commercial teams.
• High integrity, doing the right thing even when difficult or unseen.
• Self-starter with high agency and ownership; leads by example and works alongside the team.

Experience and Background

• Demonstrable success leading sales in a technical or industrial B2B environment, including team building and integration.
• Experience selling complex technical solutions to enterprise and infrastructure customers, including framework and strategic account agreements.
• Experience building and managing indirect channels (agents, resellers, service partners) to extend coverage.
• Ownership of go-to-market planning, territory design, and sales-coverage decisions, ideally tied to investment cases.
• Knowledge of the assigned region and its key end-user markets; existing network is a strong advantage.

Preferred Domain Knowledge

• Fibre-optic or distributed sensing experience (preferred but not essential).
• Experience in served markets such as oil and gas, energy, power and utilities, telecoms, data centres, transport, infrastructure, mining, security, or defence (advantageous).
• Familiarity with application areas like subsurface imaging, production monitoring, pipeline integrity, security, or power-cable monitoring (helpful but not essential).

Schedule

Approximately 50% travel within the assigned region.