Senior Director, Sales

Xirgo

. Report directly to the Chief Operating Officer as a key member of the Senior Leadership Team .

Posted 10/8/2026full-timeRemote • United StatesSenior💰 $170,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in building and leading high-performing sales teams in B2B technology environments, with a strong focus on strategic sales planning, account management, and achieving double-digit sales growth. Proficient in utilizing CRM tools and developing sales enablement programs to drive revenue and enhance customer relationships.

Highest-signal resume keywords

B2B Sales ExperienceSales Team ManagementStrategic Sales PlanningAccount Management StrategiesSales CRM Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentP&L AdministrationSales ForecastingNegotiation SkillsBusiness Case DevelopmentSales Process ImplementationDouble Digit Sales GrowthTechnology Solutions SalesLocation Based Services KnowledgeIoT Product Experience

Soft Skills

Relationship BuildingTeam DevelopmentCoachingCommunicationAccountability

Tools & Technologies

SalesforceNetSuite CRMShowPadLinkedIn NavigatorMicrosoft Office SuiteAtlassian Suite

Industry Keywords

TransportationLogisticsIndustrial VehiclesFleet ManagementMaterials HandlingFortune 500OEMsTelecommunicationsAISensors

Tech Stack

Tools & technologies

IoT

About the role

Key responsibilities & impact

Report directly to the Chief Operating Officer as a key member of the Senior Leadership Team
Build, manage, and develop a world-class sales organization for complex, multi-region selling environments
Develop strategic plans to penetrate existing accounts and acquire critical new customer logos
Articulate corporate and product competitive positioning and create pricing structures
Formulate sales strategies to maximize revenue, protect margin, reduce sales cycles, manage cost of sales, and create repeatable sales processes
Build relationships with Resellers and TSPs and maintain visibility into forecasts, prospective end clients, and growth opportunities
Lead the Field Application Engineers team
Implement and evaluate sales strategy tools, including Discoveries, Trials/POCs, Pilots, ROI studies, solution demonstrations, RFPs, and technical reviews
Drive qualification and closure of key strategic, high-value, global, and/or named accounts
Create sales enablement programs, including selling with and through partners
Use CRM tools and internal processes to track account activity, sales performance, and customer interactions
Provide accurate forecasts and opportunity risk analyses to the C-Suite
Develop and train staff while enabling individual team-member success and accountability
Ensure the sales team can rapidly learn products, solutions, operations, processes, and internal tools
Conduct regular sales assessment, reporting, forecasting, resource planning, inventory forecasting, and strategic information sharing across Marketing, Product Management, Finance, Operations, and Engineering
Serve as a player/coach who exceeds sales objectives, enforces sales processes, implements new strategies, leverages relationships, and builds new relationships

Requirements

What you’ll need

Minimum of 12 years sales experience
8+ years managing sales teams
Proven record of success building and leading a highly distributed sales organization
B2B sales of technology solutions in transportation, logistics, industrial vehicles, fleet management, and/or materials handling
Executive track record of sales success and relationships selling technology to large corporations and through channels (Resellers, TSPs, Distributors)
Knowledge of buying practices of large corporations and Fortune 500 environment
Demonstrated annual double digit sales growth results
Knowledge of account management strategies and processes, including understanding customer needs, overcoming objections, developing business cases, and negotiating and closing new business
Developed strategic sales programs and penetration plans for technology systems
P&L, budget, and Sales Incentive Plan administration experience
Experience in location based services, IoT, Class 1–8, OEMs, and/or Telecommunications/Carriers
Experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI preferred
Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence)
Proficient in Sales CRM and Marketing tools (e.g. NetSuite CRM, Salesforce, ShowPad, LinkedIn Navigator, Impartner)
Bachelor’s degree in business, engineering, or a related field is preferred
Ability to travel, when necessary (expected <30%)
Must have unrestricted authorization to work in the U.S.

Benefits

Comp & perks

Commission plan
Ability to travel, when necessary (expected <30%)