Director of Sales, Procell InSite

The Director of Sales leads the commercial organization for Procell InSite, serving as the head of operations for the segment's commercial function. This leader is responsible for defining and executing long-term commercial strategies (3-5 years) while driving the team to achieve short- and mid-term revenue and pipeline goals. The role requires building and leading a cross-functional commercial organization spanning three distinct vertical lanes: Hotel, Cruise, and OEM (Original Equipment Manufacturer) / ISP (Integrated Sales Partner), each with different buyers, sales cycles, and value propositions. This is a player-coach role for someone who can close enterprise deals personally while simultaneously architecting the GTM (Go-To-Market) motion, sales process, and team structure that will carry the business from early adoption to market leadership. Work requires a high degree of responsibility for resources and frequently influences decisions made by senior leadership. The right leader will recommend and implement new commercial processes, policies, and operating plans in support of the Segment and Sector strategy, bringing a disciplined commercial framework and genuine SaaS-Plus fluency.

QUALIFICATIONS

Must Haves 10+ years of B2B (Business-to-Business) enterprise sales experience, with at least 3 to 5 years in a SaaS (Software-as-a-Service), SaaS-Plus, or IoT (Internet of Things) business where hardware and software coexist in the sale. University degree required. Demonstrated success closing multi-year enterprise contracts ($50K to $500K+ ACV range) with complex, multi-stakeholder buying committees. Advanced management and leadership capability with a player-coach track record: has carried a personal quota while managing a small team. Requires mastery within enterprise sales and broad expertise across adjacent disciplines (marketing, product, operations). Can and will close deals personally. This is not a pure management role.

Deep understanding of subscription economics:

ARR, ACV, CAC

(Customer Acquisition Cost), LTV (Lifetime Value), NRR (Net Revenue Retention), churn. Can hold a proforma conversation with a CFO. Fluency in solution / Challenger Sales methodology. Can create insight-led friction. Not a product-feature presenter. Experience building a sales function from an early stage: ICP definition, playbook creation, CRM implementation, hiring. Demonstrated ability to improve upon entire commercial processes or systems using significant conceptualizing, reasoning, and interpretation. Comfortable navigating numerous and undefined problems where information is difficult to obtain, conducting extensive investigation through leadership teams to identify root causes across multiple products or customers.

Commercial discipline:

knows when not to sell, can hold pricing, and will not over-promise product capability to close a deal.

Nice-to-Haves Hospitality industry experience:

understands how hotels and cruise lines make procurement decisions, who the real buyer is, and what IT and Operations stakeholders need to hear.

OEM / channel sales experience:

has structured and closed white-label or integration partnerships with hardware or technology manufacturers. Familiarity with electronic lock, safe, or facility management ecosystems (Assa Abloy, Dormakaba, Allegion, and analogues). Salesforce power-user or administrator capability. Can build and enforce pipeline hygiene without a RevOps (Revenue Operations) team underneath them. Experience with a carve-out, spin-out, or early-stage growth business inside a larger corporate structure. Understands the internal selling required alongside the external selling.

KEY RESPONSIBILITIES

Commercial Strategy & Go-to-Market Planning Build and execute the long-term commercial strategy (3-5 year horizon) for Procell InSite, including target segments, value proposition, and route-to-market approach. Recommend and implement new products, processes, and operating plans in support of the Segment and Sector strategy. Work requires a high degree of responsibility for resources and frequently influences decisions made by the SVP/GM and Sector senior leadership team. Translate strategic priorities into measurable goals (pipeline, conversion, revenue, margin) and execution plans. Identify whitespace opportunities and create a prioritized account and partner target list. Revenue Architecture & GTM Execution Own Annual Contract Value (ACV) and Annual Recurring Revenue (ARR) targets across all three verticals. Design, build, and continuously improve the entire sales process and systems from Ideal Customer Profile (ICP) definition through contract execution. Responsible for improving upon entire commercial processes using significant conceptualizing, reasoning, and interpretation skills.

Define deal economics:

pricing model by vertical, deal structure, contract terms, and negotiation guardrails. Own Salesforce (CRM) pipeline hygiene and forecasting accuracy.

Lead commercial-readiness decisions:

what Procell InSite can credibly sell, to whom, and when. Vertical Lane Leadership Hotel (Phase 1 Launch): Build and execute the hotel sales motion targeting owner groups and management companies. Navigate hospitality IT complexity and property-level budget cycles. Cruise (POC / Co-Creation Mode): Lead co-creation partnerships with cruise lines through proof-of-concept (POC) deployments. Existing relationships are the pipeline. Not a product-sale motion in 2026, but a strategic partnership framing that earns the right to expand.

OEM / ISP

(Power Sprint Model): Run focused, targeted OEM conversations with strategic partners. Prove the model on one partner before staffing a team. Different buyer, proposition, and commercial structure than direct subscription. Team Building Build and lead a commercial unit with multiple departments and sub-teams of managers across Hotel, Cruise, and

OEM / BD

(Business Development) verticals as the pipeline warrants. Develop workforce and staffing plans to ensure the right sales talent is in place to accomplish mid- to long-term business goals. Has the authority to hire, promote, and reward within the Segment, in accordance with Sector and Global guidelines. Partner closely with internal Product and R D leadership to ensure technical credibility in enterprise conversations. Collaborate with the Director of Operations on deployment scheduling, installation unit economics, and post-sale handoff. Cross-Functional Alignment Serve as the voice of the customer to Product and R D. Routes feature requests through proper channels, never promises the roadmap. Represents the "face" of the organization to customers, partners, and industry stakeholders within the Procell InSite segment. Partner with Product on pricing architecture: subscription tiers, DaaS (Data-as-a-Service) upsell paths, and competitive positioning. Participate in weekly leadership calls and quarterly business reviews. Conduct direct reviews with senior leaders on budget, pipeline, and commercial strategy. Communicates pipeline reality and matters of significant importance to the business. Building credibility with internal stakeholders is part of the job. Coordinate with Marketing on Sales Ready Messaging. Launch Execution & Customer Operations Partner with Operations and Supply Chain to ensure launch readiness (service model, inventory approach, onboarding, and performance metrics). Ensure flawless execution of pilots and early launches; scale programs that meet success criteria. Establish standard work for customer onboarding, issue resolution, and ongoing account management (as applicable).