Vice President of Sales

Top Hat Engineering

. Develop and execute the sales strategy across systems integration, automation, controls, and ClarityWOS .

Posted 10/27/2026full-timeRemote • Florida • United StatesLead💰 $350,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing sales strategies for complex technical solutions, with a strong focus on account management, revenue growth, and consultative sales. Proven ability to engage with C-suite executives and lead sales teams to achieve significant bookings and recurring revenue targets.

Highest-signal resume keywords

Sales Strategy DevelopmentAccount ManagementRevenue GrowthConsultative SalesCRM Tools Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingROI-Based ProposalsPipeline DevelopmentContract NegotiationMaterial Handling SystemsAdvanced AutomationInventory ManagementLabor ApplicationsWarehouse OperationsSaaS Sales

Soft Skills

Executive PresenceRelationship BuildingCoachingCollaborationCommunication

Tools & Technologies

Microsoft SuiteCRM ToolsSlackTeams

Industry Keywords

Supply ChainEnterprise SoftwareAutomation SolutionsCustomer SuccessTechnical Solutions

About the role

Key responsibilities & impact

Develop and execute the sales strategy across systems integration, automation, controls, and ClarityWOS
Own bookings targets, recurring revenue growth, pipeline development, and sales forecasting
Identify priority markets, target accounts, and expansion opportunities within existing customers
Establish account strategies connecting customer operational challenges to financial and performance outcomes
Partner with executive leadership on annual sales plans, budgets, and growth priorities
Lead strategic opportunities from discovery through proposal, negotiation, and contract execution
Build relationships with executives and leaders across supply chain, distribution, operations, IT, engineering, and procurement
Guide consultative sales discussions around labor productivity, throughput, capacity, service levels, and ROI
Expand ClarityWOS and automation solutions across customer facility networks
Represent Top Hat Engineering at customer meetings, trade shows, industry events, and partner engagements
Recruit, coach, and retain a sales team selling complex technical solutions
Establish expectations for prospecting, qualification, account planning, opportunity management, and performance
Develop compensation and incentive recommendations
Create a culture of accountability, collaboration, preparation, and follow-through
Maintain CRM records, opportunity stages, forecasts, and account plans
Establish qualification standards and lead pipeline reviews
Partner with engineering and operations on scopes, estimates, schedules, and proposals
Work with finance and executive leadership on pricing, margins, payment terms, and commercial negotiations
Ensure thorough handoff from sales to delivery
Develop relationships with OEMs, technology providers, consultants, and channel partners
Partner with marketing on lead generation, messaging, campaigns, and sales materials
Communicate customer feedback and competitive insights for product development and positioning
Articulate the value of Top Hat Engineering's software, engineering, and automation capabilities
Work directly with the CEO and collaborate with engineering, software, operations, and finance

Requirements

What you’ll need

Bachelor's degree in Engineering (Mechanical or CS), Business Management, or related field
15+ years in account management, customer success, or sales roles, preferably in SaaS, supply chain, or enterprise software
Proven track record of leading sales teams and achieving revenue and bookings targets
Proven track record of retaining and growing high-value accounts (six, seven, or eight-figure ARR) in complex sales cycles involving multiple stakeholders and extended sales cycles
Deep understanding of material handling systems, advanced automation, software, labor applications, inventory management challenges and how technology solves them
Strong understanding of warehouse and distribution operations and the business case for automation
Ability to develop ROI-based proposals and negotiate commercially sound agreements
Ability to engage C-suite, IT, and operations leaders with executive presence and strategic insights
Ability to diagnose client pain points, build ROI-driven business cases, and deliver tailored solutions
Skilled in CRM tools, Microsoft Suite, and collaboration platforms (Slack, Teams)
Willingness to travel up to 50% nationally or internationally as business needs require
Ability to safely lift, carry, push, and pull objects weighing 40+ pounds
Ability to stand and walk for extended periods of time, including throughout full work shifts
Ability to follow safety procedures, wear required personal protective equipment and maintain a clean and organized work area
Reliable attendance and punctuality, including flexibility to work extended hours, overtime, or varying shifts when required

Benefits

Comp & perks

Competitive base salary + uncapped variable pay
Benefits tailored to senior professionals
Opportunities to advance into leadership roles or specialize in enterprise/strategic accounts
Personal development opportunities
Equal opportunity employment