Business Development Director

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Trackunit is a fast‑growing company and a leading supplier of IoT solutions, operating out of many offices worldwide. Trackunit specializes in digital solutions that connect machines, people, and systems in the global construction industry. The construction industry is the least digitalized industry of all. This lack of digitalization has left construction far behind a global economy on the rise and placed the industry as one of the least productive industries too.

What’s in it for you?

• A place in an agile growth SaaS business , with possibilities to grow internally in the company. We are moving quickly, so fasten your seat belt and prepare to adjust. Back in 2020 we were 150 employees at Trackunit and we have just passed 450 employees.
• International environment with regular check‑ins and social events across teams, departments and borders.
• We take your personal and professional development goals seriously and we support them through training, coaching and mindfulness as well as with an open feedback culture to enable you to identify your strengths and opportunities. We do this by touching upon your impact on our triple focus: impacting yourself, impacting teams/relations and impacting the organisation/strategy.
• Flexibility and hybrid working is not just a cliché for us or something we state in a job posting. We do offer you a flexible setup and believe that you best can structure how your routines look like. And once you have chosen how you work best, let us know what you need: we got you covered with the IT equipment you need for your work.
• Turning the Tide. At Trackunit, we aim to create and contribute to an inclusive workplace. And this priority starts with our hiring - we do not discriminate on the basis of gender identity, sexual orientation, personal expression, ethnicity, religious belief or disability status. We only assess candidates on their qualifications and merit. Learn more about TIDE and other DE&I initiatives here.

Who are you ideally?

• 5+ years experience in sales with at least 5 years in B2B SaaS sales.
• Experience selling into upper mid‑market and large enterprise customers ($500M+) in North America.
• Undergraduate degree preferably in Business, Engineering, Marketing, or similar discipline (MBA degree is an asset).
• Have a highly polished personal brand (especially on Social) and an expansive professional network.
• Savvy with latest B2B SaaS sales processes and buyer engagement techniques leveraging digital and social tools to build your pipeline pipeline.
• Great presentation skills to be able to speak comfortably and effectively in front of large audiences at virtual or onsite events.
• Willing and able to travel on‑demand up to 50% of the time (in North America).

Don't meet every single requirement? No worries - this is what we're looking for ideally, but if you're super excited about this role but your past experience doesn't align perfectly with every qualification, we encourage you to apply.

Primary responsibilities:

• Identify short, medium, and long‑term opportunities to achieve growth targets, and maximize Annual Recurring Revenue.
• Devise the most suitable sales plan to capture the identified growth potential.
• Stakeholder Management
• Ensure an accurate and up‑to‑date understanding of the customer, corporate strategy, buying process, decision‑making unit, and buyer personas.
• Build and foster the network of key stakeholders (within the account and Trackunit) required to execute the account development plan including executive customer relationships.
• Leads and coordinate cross‑functional teams by planning short and long‑term strategies, implementing that strategy, and assessing the outcomes.
• Project manages the execution and achievement of the account development plan.
• Commercial Governance
• Manage new accounts with a P&L mentality, ensuring optimal profitability of the account through land and adoption phases leveraging effective and efficient use of internal resources.
• Ensure a reliable forecast of booked and billed IoT units and ARR.
• Strategic Value Creation
• Influence and add value to the customer’s strategic planning with regards to telematics.
• Leverage the relationship with key accounts to generate growth opportunities within key accounts’ ecosystems.
• Advise of key movements within accounts, as well as industry trends, that may lead towards key enhancements of our product offering that strengthen our market position.

Key KPIs:

Relationship strength, opportunity pipeline, signed MTA agreements, net new ARR, shipped IoT units, contract renewals.

Our hiring process

• Initial phone conversation with a People Business Partner to get to know each other a bit better.
• Virtual meet and greet. Meet with the Vice President of Sales .
• Personality‑based interview. You will be asked to fill out an online personality assessment using Hogan prior to the interview. Our Hogan assessment enables us to understand your abilities and how you align with our team culture. Instead of seeking ‘appropriate’ responses, the priority is to develop a meaningful exchange that illustrates your synergy with the Trackunit team.
• Assignment‑specific interview. We want you to get an insight into some of the concrete work tasks or projects related to the role. You will be given a case to prepare prior to the interview, and at the interview, you will present the case to relevant colleagues from across Trackunit, who you’ll also work closely with in the job.
• If needed, throughout the process we will obtain references from former employers and do background checks for level specific, if you have not provided these yourself.
• Offer presentation and walk‑through. We’re lucky to have you!

The question is: Are you in?

Trackunit is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, colour, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.

Trackunit also prioritizes providing reasonable accommodations for qualified people with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, please let our People & Talents team know.