Software Sales Manager

About the role

Hygiena provides rapid microbiology diagnostic tests and solutions for mission-critical, time-sensitive processes worldwide. Headquartered in Camarillo, California with global offices, the company focuses on food safety. This full‑time, exempt, remote position seeks a seasoned sales executive with deep SaaS expertise in the food safety and diagnostics sector to drive commercial expansion of Hygiena’s digital platform portfolio serving food manufacturers, laboratories, and quality assurance operations.

Responsibilities

• Lead the global sales strategy for Hygiena’s software solutions.
• Drive revenue growth across the company’s SaaS portfolio.
• Identify new opportunities for software adoption within existing and new customers.
• Lead a high‑performance team to effectively achieve business objectives.
• Responsible for retaining, growing, and cross‑selling accounts under Enterprise model.
• Product Ownership (Commercial): Responsible for sales performance across two key software products Suretrend Cloud and Kleanz Software.
• Work with the entire sales organization to identify new SaaS opportunities and/or referrals, communicate value proposition, support them in intro calls, visit customers to explore SaaS opportunities and lead the closed won of the SaaS solution when required.
• Responsible for building relationships with both existing accounts and prospective accounts and partner with customers through a strategic and consultative approach to understand their business needs, issues, strategies and priorities to deliver value‑added business solutions.
• Provide insights from the market to the SaaS Product Managers to improve the solutions we are offering to the market.
• Work in collaboration with Marketing to communicate new platform improvements, new releases in SaaS.
• Work in collaboration with the SaaS product managers and developers preparing documentation and/or troubleshooting information.
• Prepares documentation for the web site and distributes internally for troubleshooting bugs and/or issues that arise at customer sites, provides documentation or appropriate weblinks when issues occur to resolve the problems.
• Submits de‑escalated level 1 and level 2 issues to customer service or account management team accordingly.

Qualifications

• 10+ years of B2B software sales experience, with at least 5 years leading teams in SaaS, preferably in life sciences, food diagnostics, or quality management systems.
• Experience selling enterprise or B2B software solutions.
• Demonstrated track record of achieving multi‑million‑dollar ARR and leading digital transformation discussions with enterprise accounts.
• Proven track record managing complex sales cycles.
• Strong knowledge of food safety testing operations (pathogen detection, allergen screening, environmental monitoring) and related regulatory frameworks (FDA, USDA, ISO/IEC 17025, GFSI).
• Familiarity with SaaS architectures, data integration (ERP/LIMS/API), and analytics dashboards for quality and compliance tracking.
• Expertise in building strategic partnerships with diagnostic technology providers, contract labs, and food manufacturers.
• Exceptional communication and consultative selling skills across technical and business audiences.
• Relevant degree in Business, Biotechnology, Microbiology, or Engineering; advanced degree preferred.
• Willingness to travel domestically and internationally as needed.
• Experience leading or mentoring sales teams.
• Strong customer‑facing and presentation skills.
• Bachelor's degree in business, Information Technology, Computer Science or equivalent work experience in a related field required.
• Understanding Microsoft Outlook, Excel, and Word.
• Support for Microsoft Suite experience preferred.
• Basic web site development or WordPress understanding is a plus.
• Preferred Experience: SaaS solutions within Food safety; Laboratory / testing environments; Compliance or quality management systems; Experience with software implementations and customer onboarding.

Skills/Abilities

• Proficient in use of Microsoft office applications (Word & Excel), email etc.
• Ability to see a task/project from beginning to end.
• Excellent follow‑up skills to ensure customer concerns are fully resolved.
• Comfortable with interacting and working with different departments; good interpersonal skills and an outgoing personality.
• Enjoy working with