Director, Sales

Director of Sales

Kodiak understands that our most valuable resource is our employees, and in order to provide industry-leading service and runtime, you must attract and retain premier talent. To accomplish this, Kodiak focuses on providing internal professional development and training, as well as the best benefits package in the industry.

Reporting directly to the Regional Vice President of Sales, the Director of Sales is responsible for driving revenue growth, achieving performance targets, and increasing market share for Kodiak's full suite of services. This role executes sales strategies aligned with regional objectives while maintaining accountability to defined KPIs. The Director in a player coach capacity leads and develops a team of Account Managers, providing coaching, performance management, and strategic direction. Acting as a bridge between frontline execution and regional strategy, the Director translates high-level sales priorities into actionable plans that drive consistent results. This role requires a strong balance of strategic thinking and hands-on execution, with the ability to navigate complex customer organizations and opportunities, directly manage Strategic Accounts, and align internal resources to deliver exceptional customer experiences. The ideal candidate will possess deep knowledge of gas compression equipment, financial and analytical skills, and leadership capabilities to support Kodiak's growth objectives.

Essential Duties & Responsibilities

Sales Strategy & Growth

• Collaborate with the Regional Vice President of Sales to develop and execute business plans aligned with Kodiak's growth strategy and achieve budgeted revenue and financial KPIs established by the Commercial Leadership Team.
• Perform due diligence and basin research targeting customers who align with Kodiak's strategic growth goals.
• Forecast growth-capital needs and collaborate with the Regional Vice President of Sales to deploy capital in a manner that maximizes value for Kodiak

Customer Engagement & Negotiation

• Serve as the primary point of contact for assigned Strategic Accounts building enterprise wide and executive relationships.
• Communicate Kodiak's value proposition and educate Strategic Accounts on the value Kodiak provides in the industry.
• Maintain an evergreen customer organizational chart highlighting key relationships, decision makers, and influencers.
• Provide routine reports on strategic goals, milestones, and customer's total available market.
• Lead preparation of customer quotes and manage internal resources required to respond to customer RFQs.
• Navigate complex organizational structures and build relationships with key decision-makers.
• Track project status and update CRM with real-time information on releases, moves, and sets forecasting all activities in advance.
• Track customer equipment utilization and lead optimization initiatives based on current and forecasted needs.
• Coordinate field evaluations, new build equipment, and make-ready processes from kickoff to RTS.

• Maintain M2M units at or below KPIs set by Commercial Leadership.
• Facilitate negotiations for all lines of business, including Master Service Agreements (MSAs).
• Oversee contract logistics and execution, monitor aging reports, and resolve collections issues.
• Act as the escalation point for critical situations and negotiations.

Pricing & Financial Management

• Provide accurate sales forecasting, revenue projections, and market analysis for Team and assigned Strategic Accounts.
• Execute pricing strategies that align with corporate objectives.
• Forecast unit needs to Fleet and Engineering for make ready and new build configurations.

Operational Coordination

• Collaborate with Operations leadership on manpower needs, customer activity, and operational issues.
• Support Operations and align internal resources to ensure successful execution of sold jobs and escalate issues to support teams for timely resolution.
• Report material changes to Kodiak leadership promptly.

Sales Performance & Reporting

• Oversee CRM utilization for pipeline management, customer interactions, and competitor intelligence.
• Deliver reporting on sales performance, trends, and pipeline health.
• Manage team budgets, including travel, training, and commission plans.

Leadership & Team Development

• Lead, mentor, and grow the sales team to achieve performance targets.
• Conduct quarterly KPI and bi-annual performance reviews and provide structured feedback.
• Partner with Training and HR to develop and oversee completion of development plans for direct reports.

Market & Regulatory Awareness

• Monitor customer activity, market conditions, emerging technologies, and industry developments within the region, and communicate material insights to Commercial Leadership
• Communicate demand for novel solutions and work with Operations, Engineering, Fleet, and FP&A to develop a business case.
• Track regulatory and technical requirements, collaborating with Fleet and Engineering to explore alternative offerings.

Education & Certifications

• Bachelor's degree in Business Administration, Marketing, Engineering, or a related field. A Master's degree (MBA) is preferred.
• Possess and maintain a valid driver's license, a clean driving record, and reliable transportation
• Pass the required physical examination, including drug and alcohol screening (scheduled and random)

Work Experience

• Minimum of seven (7) of progressive sales experience in the oil and gas industry, with at least 5 years in an Account Manager role. Experience in gas compression preferred.
• Proven track record of developing and executing strategic sales plans and achieving revenue growth targets.
• Experience managing large strategic accounts and negotiating complex contracts.
• Strong understanding of gas compression equipment and upstream/midstream oil and gas operations.

Skills & Abilities

• Strong integrity and ethical decision-making.
• Ability to develop and execute long-term business strategies.
• Deep understanding of customer business drivers and Kodiak's value proposition.
• Financial literacy.
• Extensive knowledge of gas compression equipment and upstream/midstream oil and gas operations.
• Familiarity with regulatory requirements, safety standards, and operational constraints.
• High-level negotiation and contract management skills.
• Excellent communication and presentation skills (written and verbal).
• Proficiency in CRM systems and sales forecasting tools.
• Ability to collaborate effectively with operations, engineering, finance, and executive leadership.
• Skilled at navigating internal dynamics and aligning sales with delivery capabilities.
• Ability to lead through change, uncertainty, and market volatility.

Physical Demands

• Predominantly operates in an office environment. Some periods will be spent in a field operations setting. Some work (less than 10%) requires frequent bending, moving, and lifting.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, power tools, and other computer components.
• Up to 75% travel required.

Kodiak Gas Services is an Equal Employment Opportunity Employer: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status.