The Role
Lead and scale an enterprise sales organization to drive revenue growth across complex, multi-site industrial accounts. Define territory and account strategy, coach senior AEs and sales leaders, oversee pipeline and forecasting, manage high-stakes negotiations, and build executive customer relationships to enable multi-year expansions and enterprise rollouts.
Summary Generated by Built In
Sales at TRACTIAN
What you'll do
Responsibilities
Requirements
Compensation & Benefits
The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.
As a Sales Director, Enterprise at TRACTIAN, you will own enterprise revenue growth by defining strategy, scaling leadership, and driving predictable outcomes across complex, high-value accounts. You will lead and develop senior Account Executives and sales leaders, define enterprise account and territory strategy, and maintain rigorous forecasting discipline. In close partnership with Sales Engineering, Customer Success, Product, and Executive Leadership, you will expand Tractian’s presence within large, multi-site industrial organizations and drive adoption of our maintenance and reliability platform at scale.
Responsibilities
- Define and execute enterprise sales strategy focused on penetrating complex, multi-site organizations and expanding strategic accounts.
- Build, lead, and develop a senior enterprise sales organization, coaching top-tier Account Executives and sales leaders to consistently win and expand high-value deals.
- Drive predictable enterprise revenue outcomes through rigorous pipeline inspection, deal governance, and hands-on leadership in complex, multi-stakeholder negotiations.
- Own enterprise talent strategy, including hiring, succession planning, and performance management for senior sales leadership and top-performing Account Executives.
- Establish enterprise-grade onboarding, enablement, and operating rhythms that support long sales cycles, complex deployments, and high-stakes deal execution.
- Develop and maintain executive-level relationships with strategic customers to unlock enterprise-wide rollouts, long-term expansion, and multi-year growth.
- Architect and continuously refine enterprise territory design, account coverage, and whitespace strategy to maximize penetration and long-term value creation.
Requirements
- 3+ years of experience leading enterprise sales leaders and senior quota-carrying Account Executives in complex, long-cycle sales environments.
- 6+ years of consistent quota-carrying experience selling complex B2B or industrial solutions into large, enterprise-scale organizations.
- Proven ability to close and expand high-value, multi-year enterprise deals involving multiple stakeholders, buying committees, and approval layers.
- Engineering background or deep experience selling into large industrial, manufacturing, or asset-intensive enterprises.
- Strong command of enterprise sales strategy, including account-based selling, whitespace analysis, territory architecture, and long-range forecasting.
- Fluency in CRM-driven enterprise sales management (HubSpot preferred), with exceptional forecasting accuracy and pipeline governance discipline.
- Executive presence and advanced negotiation skills, with experience engaging C-suite and senior operational leadership.
- Strategic, patient, and outcome-driven leader with a track record of scaling enterprise revenue and building durable, repeatable sales motions.
- Competitive Salary
- Premium Medical, Dental, and Vision Coverage
- Paid Time Off (PTO): 15 Days
- 401(k) Retirement Plan
- Wellhub Membership - Access a wide range of gyms and training programs.
- Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities.
- Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.
Skills Required
- 3+ years leading enterprise sales leaders and senior quota-carrying Account Executives in long-cycle sales environments.
- 6+ years of consistent quota-carrying experience selling complex B2B or industrial solutions into large, enterprise-scale organizations.
- Proven ability to close and expand high-value, multi-year enterprise deals involving multiple stakeholders and buying committees.
- Engineering background or deep experience selling into large industrial, manufacturing, or asset-intensive enterprises.
- Strong command of enterprise sales strategy, including account-based selling, whitespace analysis, territory architecture, and long-range forecasting.
- Fluency in CRM-driven enterprise sales management.
- Experience with HubSpot (preferred).
- Executive presence and advanced negotiation skills with experience engaging C-suite and senior operational leadership.
- Track record of scaling enterprise revenue and building durable, repeatable sales motions.
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The Company
What We Do
Tractian is a machine-intelligence company delivering integrated hardware, cloud software and AI to prevent machine failures and boost industrial uptime. Their offering combines vibration and condition sensors, TracOS maintenance-management software, and AI-driven analytics to enable predictive maintenance, energy optimization and operational visibility for factories and asset-heavy operations globally.
