Position Summary

The Director of Sales is a strategic and hands-on management leader responsible for driving ECI’s revenue growth and building a high-performing, predictable sales engine. This role owns both the strategy and execution required to meet and exceed annual revenue targets across new logo acquisition and expansion within existing customers.

Leading a team of Account Executives, the Director of Sales will refine ECI’s go-to-market motion, strengthen pipeline generation and conversion, and scale a repeatable sales process for our MES (Manufacturing Execution System) SaaS and IoT solutions sold into manufacturers. This leader will play a critical role in shaping how ECI wins in the market, delivering measurable customer value, and translating product innovation into commercial success.

Key Responsibilities

Revenue Strategy & Execution

• Executes the overall sales strategy to achieve and exceed annual and quarterly revenue targets
• Drive a balanced focus on new logo acquisition and expansion revenue
• Develop clear territory, segment, and account strategies across mid-market and enterprise manufacturing customers

Pipeline & Forecasting

• Build and maintain a healthy, predictable pipeline with appropriate coverage ratios
• Implement rigorous forecasting discipline and provide accurate weekly, monthly, and quarterly forecasts
• Use data to identify funnel gaps and improve conversion rates across the sales cycle

Team Leadership & Development

• Lead, coach, and develop a team of AEs to consistently perform at a high level
• Establish clear performance expectations, accountability, and development plans
• Recruit and onboard high-caliber sales talent as the company scales
• Foster a culture of ownership, customer focus, and continuous improvement

Go-To-Market Optimization

• Operationalize ECI’s sales methodology, playbooks, and qualification frameworks
• Partner closely with Marketing, Product, and Customer Success to align messaging, ICP definition, and value propositions
• Provide structured feedback from the field to influence product roadmap and positioning

Revenue Operations & Systems

• Ensure clean data hygiene and process adherence to support scalable growth
• Improve sales productivity through process clarity and tool optimization

Customer & Market Engagement

• Build strong relationships with key customers and strategic prospects in the manufacturing sector
• Represent ECI in the market at industry events, customer meetings, and executive briefings
• Stay close to market trends, competitor positioning, and buyer behavior in industrial and manufacturing segments

Qualifications

• 5 years of B2B SaaS sales management experience, with a strong record of exceeding quota and building teams
• Success selling into industrial or manufacturing markets preferred
• Experience leading teams responsible for selling products at similar ACVs and sales cycles
• Proven ability to design and execute sales strategies that deliver predictable growth
• Skilled at both high-level strategy and hands-on execution
• Strong people leader and team builder
• Data-driven operator who uses metrics to drive performance and assess effectiveness
• Exceptional communicator with the executive presence to represent the company externally
• Able to travel

Preferred Qualifications

• Experience selling solutions that combine software, data, and connected devices
• Familiarity with factory operations, Industry 4.0, or digital transformation in manufacturing

Success Factors

• Consistently meets or exceeds revenue targets with improved predictability
• Builds a scalable, repeatable sales motion
• Elevates AE performance through strong coaching and accountability
• Improves pipeline quality and conversion rates
• Establishes credibility with manufacturing buyers and executives