Director of Sales

Job Description:

Cyth Systems is seeking a Director of Sales to lead our sales organization, accelerate revenue growth, and strengthen our customer and strategic partner relationships across our Distribution and System Integration businesses. This role leads a geographically distributed team of technical sales professionals and our internal Sales Operations team, owns the sales management process from pipeline to forecast, and holds the team accountable to the activity and results that drive company growth.

A critical part of the role is owning Cyth's strategic relationship with National Instruments (NI), including Territory & Account Planning with NI channel teams, so that Cyth maximizes opportunities across product distribution, software, OEM programs, and system integration. This is a Leadership Team role that balances strategic business leadership with hands-on sales management, working closely with executive leadership, engineering, marketing, finance, and operations.

Cyth Systems is an Engineering Integration Company headquartered in San Diego, California. For more than 20 years we have specialized in Automated Test Equipment (ATE), Embedded Control Systems, and Machine Vision Systems, serving customers in nearly every industry. With a world-class engineering team and a culture that blends small-business familiarity with professional excellence, we offer an environment where employees can build long-lasting and fulfilling careers. Customers value both the technical expertise and the personal attention we bring to every project.

If you enjoy a collaborative environment where you can be a part of a team who build things and bring them to life, across a diverse range of industries and applications, come join our team at Cyth Systems!

Responsibilities & Duties

Sales Leadership & Team Development

· Lead, coach, and develop a geographically distributed team of technical sales professionals, including Business Development and Sales Development roles, and the Distribution team.

· Set individual quotas, sales objectives, and KPI accountability measures; conduct one-on-ones, pipeline reviews, performance evaluations, and compensation discussions.

· Recruit, hire, and onboard key sales staff; manage territory and account assignments.

· Promote consultative selling focused on customer business outcomes, technical differentiation, and long-term relationships.

· Foster a culture of ownership, collaboration, accountability, and continuous improvement.

Revenue Growth & Sales Strategy

· Build and execute strategies that achieve bookings, revenue, gross margin, and new-customer goals across Distribution and System Integration.

· Prioritize target markets, customer segments, product families, and geographic territories.

· Lead account planning for OEM and other strategic accounts, and build executive-level relationships with key customers and high-potential prospects.

· Grow software adoption, license renewals, and recurring revenue, and bundle products with engineering services.

· Evaluate and decide on transitioning house accounts into sales ownership.

NI & Strategic Partner Management

· Serve as Cyth's primary leadership contact for NI, and lead preparation and follow-up for NI Quarterly Business Reviews.

· Develop and execute Territory & Account Plans (T&AP) with NI Sales Area Managers and Territory Channel Managers.

· Oversee NI Partner Relationship Management (PRM) and deal registration, including lead assignment, follow-up, conversion, and reporting.

· Drive NI programs such as OEM development, promotions, software initiatives, and new product introductions.

· Manage joint pursuit plans with NI geo-sellers and communicate partner performance and market feedback to executive leadership.

Pipeline, CRM & Sales Operations

· Own pipeline health, forecast accuracy, and sales scorecards, tracking leading indicators (meetings, demos, lead response, conversion) and lagging indicators (bookings, revenue, margin, quota attainment).

· Set and enforce CRM data quality standards in Zoho CRM, including customer segmentation and tagging for targeted outreach.

· Oversee sales dashboards and reporting, including Power BI integration, to support data-driven decisions.

· Guide the long-term plan for sales tools, including AI-driven prospecting and contact generation.

· Provide key leadership in Cyth's Entrepreneurial Operating System (EOS), including Leadership Team scorecards and quarterly Rocks.

Commercial Management

· Oversee pricing, discounting, and inventory commitments in coordination with finance and operations.

· Conduct initial reviews of customer terms and purchase agreements, escalating legal or financial matters as appropriate.

· Support negotiations on engineering service rates, payment terms, and purchasing agreements; maintain approval and exception processes.

· Resolve customer escalations involving commercial terms, product availability, pricing, and project execution.

Sales Enablement & Marketing Alignment

· Partner with Marketing on product launches, campaigns, account-based marketing (ABM), demand generation, trade shows, NI events, and customer events.

· Review and improve sales messaging, customer presentations, and enablement and training materials.

· Coordinate with engineering leadership on technical resources for customer meetings, demonstrations, and proposals.

Performance Metrics

· Bookings, revenue, and gross margin against annual targets.

· Team quota attainment and new customer acquisition and account expansion.

· Pipeline health and forecast accuracy.

· NI partner-sourced revenue and program results (QBRs, deal registration, OEM).

· Zoho CRM adoption and data quality across the sales function.

· Development and retention of sellers, and impact of ABM and sales-marketing collaboration.

Skills & Experience

· Bachelor's degree in business, engineering, marketing, or a related technical field, or equivalent experience.

· 10+ years of B2B sales experience, preferably in technical products, engineering services, or industrial technology.

· 5+ years of sales leadership, including direct management of sales professionals.

· Proven record of executing sales strategies and managing complex, multi-stakeholder technical sales cycles.

· Strong CRM, forecasting, and KPI-based management experience (Zoho preferred).

· Sound commercial judgment on pricing, margins, and contract negotiation.

· Excellent communication, negotiation, and cross-functional collaboration skills.

Preferred

· Experience selling automated test equipment, instrumentation, embedded control, or engineering integration services.

· Familiarity with NI hardware, software, and the NI partner ecosystem.

· Experience with OEM sales programs and the Entrepreneurial Operating System (EOS).

· Experience managing geographically distributed sales teams.

Physical Requirements

This position requires:

· Valid driver's license and reliable transportation.

· Ability to travel domestically for customer meetings, partner engagements, team development, and industry events.

· Prolonged periods sitting at a desk and working on a computer.

· Ability to lift, carry, and maneuver up to 10 pounds of material.

Compensation Package

· 180-230k (salary will depend on location and experience)

· Full medical benefits

· 401K + match

· PTO