Director of Sales, North America | IoT, Food & Supply Chain Technology

Position Summary

The Director of Sales, North America is responsible for leading and growing a $100M business across the cold chain logistics ecosystem. This is one of the organization’s most important commercial positions, with direct accountability for regional revenue performance and meaningful influence across the broader business.

The Director will shape and execute the North America commercial strategy across Food, Consumer and Industrial verticals. The role leads a multidisciplinary sales organization, develops channel and enterprise account strategies, builds a sustainable pipeline, and drives profitable growth across a portfolio of smart connected hardware, software, and professional services.

This leader must combine strategic perspective with rigorous operating discipline. Success requires the ability to mobilize talent, translate market opportunity into focused execution, create executive-level customer and partner relationships, and work effectively across a multinational, matrixed organization. This position can sit remotely, with 50%+ travel. The target base compensation for this opportunity is $150K-180K, with total compensation being in the $250K-300K range.

Strategic Importance and Business Impact

• Own the commercial performance and annual revenue objectives of the $100M North America business.
• Position the region to capture major revenue opportunities across the cold chain logistics ecosystem.
• Shape commercial priorities and influence cross-functional investment and execution across Marketing, Product Management, Operations, Finance, Customer Success, and Professional Services.
• Build enduring executive relationships with customers, partners, and industry stakeholders that strengthen customer success and long-term growth.
• Represent the North America business in customer meetings, industry events, and executive business reviews.

Leadership Scope and Expectations

• Lead, coach, and develop a team that includes Account Executives, Sales Engineers, and Inside Sales professionals.
• Establish clear priorities, performance expectations, accountability, and an inclusive, high-performance commercial culture.
• Recruit, retain, and develop top-performing commercial talent while strengthening succession depth and future leadership capability.
• Ensure close collaboration across direct and matrixed teams, aligning resources behind the region’s most important opportunities.
• Balance executive-level strategic leadership with visible engagement in key accounts, partner relationships, pipeline reviews, and team development.

Commercial Growth and Transformation Agenda

• Develop and execute integrated sales, channel, and strategic account plans that deliver sustainable, profitable growth.
• Accelerate new customer acquisition while expanding value and share within existing enterprise accounts.
• Build a robust, qualified pipeline and improve opportunity conversion through disciplined account planning and sales execution.
• Advance the commercial model for a portfolio spanning connected devices, SaaS, analytics, and professional services.
• Drive forecasting accuracy, pipeline visibility, and sales process discipline through Salesforce.com CRM.
• Use customer, partner, and market insight to inform priorities across product, marketing, service, and operational teams.
• Strengthen partner and channel effectiveness to extend market reach and improve customer outcomes.

Key Responsibilities

• Own and achieve annual revenue and growth objectives for North America.
• Translate enterprise and global commercial priorities into a clear regional strategy, operating plan, and execution rhythm.
• Establish segment, channel, territory, and account priorities across Food & Consumer and Industrial verticals.
• Maintain executive sponsorship of the region’s most strategic customers, partners, and opportunities.
• Lead regular forecasting, pipeline, account, and talent reviews with high standards for accuracy and follow-through.
• Coach the team on complex solution selling, value articulation, commercial negotiation, and executive engagement.
• Partner cross-functionally to remove barriers, improve customer and partner success, and deliver commitments.
• Develop organizational capability through hiring, onboarding, coaching, development planning, and succession management.
• Operate with sound judgment, strong commercial discipline, and the ability to influence effectively in a matrixed environment.
• Travel approximately 50% to support customers, partners, industry engagement, and team development.

Critical Experience and Capabilities

• 15+ years of progressive B2B sales leadership experience, including accountability for significant revenue and growth objectives.
• Demonstrated record of consistent achievement against revenue, growth, and commercial transformation goals.
• Experience leading multidisciplinary commercial teams, including Account Executives, Sales Engineers, and Inside Sales professionals.
• Proven success selling complex, integrated solutions that combine hardware, software, SaaS, analytics, and professional services.
• Strong enterprise account management, channel partner development, and executive relationship-building experience.
• Ability to set strategy and translate it into focused priorities, operating cadence, measurable execution, and team accountability.
• Strong command of forecasting, pipeline management, CRM discipline, and data-informed commercial decision-making.
• Ability to influence across functions, geographies, and organizational levels in direct and matrixed structures.
• Executive presence with excellent communication, presentation, negotiation, and stakeholder management skills.
• Ability to travel extensively throughout North America.

Education and Preferred Background

Required

• Bachelor’s degree in Business, Engineering, Supply Chain, Logistics, Technology, or a related discipline.

Preferred

• MBA or advanced degree.
• Experience in cold chain logistics, supply chain visibility, IoT, telematics, transportation, retail, food distribution, or industrial markets.
• Experience within multinational and matrixed organizations.
• Background commercializing connected devices, SaaS, analytics, and professional services.