Director of Sales and Market Expansion – IoT

Director of Sales and Market Expansion – IoT

Location: Remote / Nationwide (U.S.)

About the Opportunity

Our client is a rapidly scaling provider of intelligent infrastructure and remote-monitoring technology that helps enterprises protect critical assets, boost uptime, and cut operating costs. They are opening new verticals and need a proven hunter to architect go-to-market strategy, land lighthouse accounts, and turn pilots into long-term contracts. Reporting to executive leadership, you will own top-line growth and have the runway to build a team as revenue accelerates.

Key Objectives

• Deliver double-digit year-over-year revenue through net-new customer acquisition.
• Launch at least three new industry verticals in your first 18 months.
• Build and maintain a qualified pipeline of $40 M + with reliable weekly forecasts.

Responsibilities

• Craft and execute a nationwide go-to-market plan for industrial and enterprise IoT customers.
• Prospect, qualify, and nurture VP- and C-suite relationships, positioning our intelligent infrastructure management (IIM) platform as a driver of safety, operational efficiency, and cost reduction.
• Lead proof-of-concept projects, translating successful pilots into multi-year commercial agreements.
• Negotiate complex hardware-plus-SaaS deals and consistently exceed quarterly bookings targets.
• Maintain impeccable CRM hygiene, delivering data-driven forecasts and pipeline health metrics.
• Partner with marketing to create vertical-specific collateral, case studies, and social content.
• Monitor market and competitor activity, feeding insights to product and leadership teams.
• Represent the company at key conferences and industry events.
• Travel up to 50 percent to engage clients and partners nationwide.

Required Experience

• 7 + years of quota-carrying success selling connected hardware and SaaS solutions (IoT, industrial automation, remote monitoring, or similar).
• Demonstrated ability to break into new markets and convert pilots into large-scale deployments.
• Track record closing six- and seven-figure deals with multiple stakeholders.
• Fluent in executive-level value storytelling and economic justification.
• Proficiency with modern CRM platforms (Salesforce preferred).
• Bachelor’s degree in business, engineering, or related field (or equivalent experience).

Preferred

• Background in telecom, energy, utilities, or critical-infrastructure operations.
• Experience hiring, mentoring, and leading high-performing sales teams.
• Channel or systems-integrator sales experience.

What We Offer

• Competitive base salary with uncapped commission upside.
• Comprehensive benefits package: medical, dental, vision, life, 401(k), and more.
• High-visibility role with direct line to senior leadership and influence over market strategy.
• Remote flexibility with company-funded home-office setup.
• Opportunity to shape how industry leaders leverage IoT data to transform operations.

About Blue Signal:

Blue Signal is an award-winning, executive search firm specializing in various specialties. Our recruiters have a proven track record of placing top-tier talent across industry verticals, with deep expertise in numerous professional services. Learn more at bit.ly/46Gs4yS