Director of Sales and Account Management

2 days ago

United States DWYER INSTRUMENTS, INC. Full time $120,000 - $250,000 per year

Position Summary:

We are seeking a dynamic and strategic Director of Sales and Account Management to lead our global revenue expansion across the rapidly growing IoT monitoring market. This individual will manage a team of sales and account management professionals, oversee major enterprise and GPO (Group Purchasing Organization) accounts, and drive entry into new international markets. The ideal candidate will bring a mix of strategic vision, operational discipline, and hands-on leadership to scale our sales operations and revenue performance.

Key Responsibilities:
Sales Leadership & Strategy
  • Develop and execute the global sales strategy aligned with corporate objectives.
  • Lead and inspire a high-performing team of sales manager, sales representatives and account managers across regions.
  • Define KPIs, set sales targets, and drive performance accountability across all team members.
  • Lead territory planning, pipeline management, and forecasting processes.
Account Management & Expansion
  • Oversee strategic relationships with large enterprise clients such as hospital IDNs and GPOs.
  • Expand key account penetration through upsell, cross-sell, and renewal strategies.
  • Maintain senior leadership relationships and ensure customer success and long-term retention.
New Market Expansion
  • Drive market entry strategies in international geographies and underdeveloped verticals.
  • Identify and prioritize new segments and regions, develop go-to-market playbooks, and allocate resources accordingly.
  • Collaborate with business development and product teams to tailor offerings to local market needs.
Cross-functional Collaboration
  • Partner closely with Marketing to align on lead generation, brand positioning, and campaign effectiveness.
  • Collaborate with Product Management and Engineering teams to relay customer insights and support roadmap development.
  • Support Finance and HR in sales compensation planning and hiring initiatives.
Operational Excellence
  • Design, implement and maintain scalable sales processes, tools, and systems (e.g., CRM, reporting dashboards).
  • Develop and refine the sales compensation structure to drive motivation and results.
  • Monitor competitive activity, market trends, and customer feedback to inform sales strategy.
Qualifications:
  • 8+ years of experience in sales, with at least 5 years in a leadership role.
  • Experience in IoT, SaaS, IoT, compliance-driven industries, and monitoring technologies.
  • Demonstrated success managing large accounts and complex enterprise sales cycles.
  • Proven ability to lead remote and globally distributed teams.
  • Strong understanding of GPOs, distribution models, and international market dynamics.
  • Analytical mindset with experience in forecasting, territory planning, and compensation modeling.
  • Exceptional communication and executive presentation skills.
Preferred Attributes:
  • Entrepreneurial mindset with a bias for action and growth.
  • Comfortable in a fast-paced, scaling company environment.
  • Cultural sensitivity and global business acumen.

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