Sales Director, SaaS, SiliconExpert

About the role

SiliconExpert’s Americas Sales team targets and partners with some of the largest institutions in the world, providing software, AI, and data insights across the electronics supply chain to deliver innovation to the most complex global problems. We are looking for a dynamic, strategic sales leader to take our customer approach to the next level and scale our world-class AI & data solutions across enterprises and industries.

Responsibilities

• Provide world-class full-cycle sales leadership from lead generation and qualification through close.
• Build, iterate and execute a repeatable B2B SaaS, AI, and data solution selling motion, discovering high-value customer use cases, positioning SiliconExpert solutions, and scaling across industries and regions.
• Put in place processes and KPIs to accurately forecast and deliver on pipeline creation, new logo growth, and ACV growth to exceed industry standards for annual SaaS bookings growth and establish best practices across global teams.
• Partner with marketing, product, technology, and customer experience functions to execute and iterate on usage and outcome-based go-to-market strategies in a highly dynamic market.
• Create and execute business plans for key Americas customers, strategic selling programs and account management practices necessary to successfully execute market opportunities.
• Develop deep knowledge and relationships across our partners and channels to extend our reach and multiply the value of our solutions through cross-selling.
• Develop customer profiles, including identifying target customer needs and the most effective solutions to address those needs.
• Facilitate the individual growth and development of the sales team, setting objectives, performance standards and priorities while coaching and acting as a role model on sales approaches and account leadership.
• Affect and build relationships with senior stakeholders and executive-level customers to elevate strategic engagement and business outcomes.

Requirements

• BA/BS university degree, preferably in a technical field, e.g., Computer Science, Engineering, Math, Physics or similar; MBA is a plus.
• 10+ years enterprise SaaS selling experience, consistently exceeding sales quotas >$20mm.
• 2+ years defining GTM strategies and scaling sales for AI & data-powered products.
• Deep experience selling B2B software & data solutions such as supply chain software, PLM, ERP, CRM, ALM, or AI & Data into large enterprise accounts.
• Extensive experience in full-cycle sales from lead generation to closing significant enterprise agreements with distinguished organizations.
• Proven track record of leading and scaling B2B SaaS sales teams with measurable success scaling revenue and growth.
• Must have in-depth knowledge of value-selling techniques including problem identification, investigation and ROI metrics, value-propositions, proof-of-value, solutions, pricing strategies, contract negotiations, and deployment planning.
• Skill in identifying customer problems and aligning them with Silicon Expert’s solutions.
• Strong interpersonal and organizational intuition, with a talent for identifying key partners and change agents within companies.
• Exemplary aptitude for articulating SiliconExpert’s impact to diverse audiences, leveraging a communication style that accommodates both technical and non-technical audiences.
• Adaptive and introspective; willing to learn, guide, lead, coach, and follow.
• Strong analytical and problem-solving skills to identify data-driven growth opportunities and optimize sales strategies.
• Demonstrated ability to build high-trust relationships and drive transformational change within organizations.
• Willingness to travel as needed to support business development and customer engagement.

Qualifications

• BA/BS university degree, preferably in a technical field, e.g., Computer Science, Engineering, Math, Physics or similar; MBA is a plus.
• 10+ years enterprise SaaS selling experience, consistently exceeding sales quotas >$20mm.
• 2+ years defining GTM strategies and scaling sales for AI & data-powered products.
• Deep experience selling B2B software & data solutions such as supply chain software, PLM, ERP, CRM, ALM, or AI & Data into large enterprise accounts.
• Extensive experience in full-cycle sales from lead generation to closing significant enterprise agreements with distinguished organizations.
• Proven track record of leading and scaling B2B SaaS sales teams with measurable success scaling revenue and growth.
• In-depth knowledge of value-selling techniques including problem identification, investigation and ROI metrics, value-propositions, proof-of-value, solutions, pricing strategies, contract negotiations, and deployment planning.
• Ability to identify customer problems and align them with Silicon Expert’s solutions.
• Strong interpersonal and organizational intuition, with a talent for identifying key partners and change agents within companies.
• Aptitude for articulating SiliconExpert’s impact to diverse audiences, leveraging a communication style that accommodates both technical and non-technical audiences.
• Adaptive and introspective; willing to learn, guide, lead, coach, and follow.
• Strong analytical and problem-solving skills to identify data-driven growth opportunities and optimize sales strategies.
• Ability to build high-trust relationships and drive transformational change within organizations.
• Willingness to travel as needed to support business development and customer engagement.

Skills

• World-class full-cycle sales leadership.
• Building and executing a repeatable B2B SaaS, AI, and data solution selling motion.
• Creating and executing business plans for key customers.
• Partnering with marketing, product, technology, and customer experience functions.
• Developing customer profiles and deep knowledge of target customer needs.
• Facilitating the individual growth and development of the sales team.
• Identifying and executing strategic plans for new market segments, competitive opportunities, and new solution offerings.
• Effectively communicating with senior stakeholders and executive-level customers.
• Managing and scaling B2B SaaS sales teams.
• Implementing processes and KPIs to accurately forecast and deliver on pipeline creation, new logo growth, and ACV growth.
• Building high-trust relationships and driving transformational change within organizations.
• Traveling as needed to support business development and customer engagement.

Benefits

• Medical, Dental, Vision Insurance.
• 401k, With Matching Contributions.
• Short-Term/Long-Term Disability Insurance.
• Health Savings Account (HSA)/Health Reimbursement Account (HRA) Options.
• Paid Time Off.
• Tuition Reimbursement.
• Growth Opportunities.

Pay

$191,300.00 - $353,578.50

Schedule

Hybrid: Tuesday, Wednesday, Thursday required office days for Panorama Office site; Monday, Friday-work from home. For candidates in other states; Fully Remote: Must be able to travel to an Arrow office location as requested by Arrow leadership.

About SiliconExpert

Since 2000, SiliconExpert helps you make better data-driven decisions with a human-driven experience. Over 500 electrical, software and data engineers handcraft our component database of more than one billion parts to deliver the most comprehensive and current tools in the industry. Customers globally use our solutions to manage risk, avoid redesigns, and mitigate obsolescence in innovative industries such as consumer electronics, telecommunications, automotive, medical and aerospace. SiliconExpert's customers include: leading commercial and government OEMs, top tier authorized distributors, contract manufacturers and component suppliers.