Director of Sales

The Director of Sales – North America Labs is accountable for the overall sales strategy, organization, and performance of the Labs portfolio across North America. This leader will partner closely with the Vice President of Labs, Lab business leaders, operations, finance, and marketing to define differentiated growth strategies, strengthen commercial execution, improve pricing and margin discipline, and expand strategic customer relationships.

This role directly reports to the Vice President, Labs, and dotted line reports to the Global Sales Director Labs, to ensure alignment across regions on commercial methodology, tools, operating cadence, and performance management standards. The Director of Sales – North America Labs will centralize the sales organization, establish a consistent operating model, and lead inside and outside sales managers while preserving the market knowledge and customer relationships that make each Lab business successful. Success will be measured by profitable growth and the development of a high-performing sales organization. The role requires a combination of strategic range and execution discipline. This is a high-impact opportunity for a proven sales leader who has scaled growth in a rapidly expanding business and knows how to build the systems, talent, cadence, and culture needed to consistently deliver revenue and margin improvement.

Key Responsibilities

• Drives disciplined execution of the North America commercial process, including opportunity qualification, pipeline development and management, and forecasting, ensuring revenue within the commercial remit meets or exceeds annual targets established by Business Unit Leaders.

• Centralize and lead the Labs sales organization across North America, creating clear roles, decision rights, governance, and accountability across inside and outside sales teams.

• Establish a disciplined sales operating cadence, including pipeline reviews, forecasting, account planning, performance management, and action-oriented business reviews.

• Establish and own the end-to-end lead management process, including qualification, routing, unassigned lead time, and conversion.

• Establishes a structured interface with Marketing for lead generation and handoff, defines MQL/SQL criteria, and maintains a feedback loop on lead quality.

• Drive CRM adoption and standardize CRM utilization, performance metrics, sales tools, incentive alignment, and reporting to enable consistent execution and informed decisions across the portfolio.

• Directly lead, coach, and develop inside and outside sales managers; establish a high-performance culture grounded in ownership, accountability, collaboration, customer focus, and measurable results.

• Assess sales organization capability and capacity; recruit, retain, and develop the talent required to support continued growth and evolving business needs.

• Identify and pursue opportunities for cross-selling, national and multi-Lab accounts, new customer acquisition, geographic expansion, and commercialization of new or underpenetrated services.

Required Qualifications

• Minimum of 10 years of progressive B2B sales experience, preferably in testing, inspection, and certification industry.

• Experience designing, building, and managing high performing sales organizations.

• Exceptional leadership, coaching, communication, and executive presentation skills, with the demonstrated ability to lead organizational change.

• Demonstrated success scaling revenue and margin in a rapidly growing, complex, or multi-business organization.

• Track record of centralizing, transforming, or professionalizing a distributed sales organization while maintaining strong local customer and market connectivity.

• Strong commercial and financial acumen, including pricing, margin management, sales mix, pipeline economics, resource allocation, and investment decisions.

• Strong CRM discipline, preferably with Dynamics 365, and experience with conviction-tier forecasting.

• Bachelor's degree in business, sales, marketing, engineering, or a related discipline.

• Willingness and ability to travel frequently across North America to engage teams, customers, and operating locations.

Leadership Profile

• Enterprise strategist: Sees across the portfolio, identifies the few choices that will drive disproportionate growth, and adapts the approach to each business rather than forcing a one-size-fits-all model.
• Execution-oriented operator: Turns strategy into owners, actions, metrics, and cadence; follows through and intervenes early when performance is off track.
• Builder and change leader: Creates scalable structure, process, and capability in environments where the model is still evolving.
• Talent multiplier: Sets a high bar, develops people, creates accountability, and builds a team that can scale with the business.
• Commercially and financially rigorous: Balances growth ambition with pricing discipline, margin improvement, capacity realities, and return on investment.
• Collaborative, customer-centered partner: Builds trust with business and functional leaders, listens to local expertise, understands customer economics and decision drivers, and aligns stakeholders around differentiated value and enterprise priorities.