Sales Director (ITS Sector)

Tiger Resourcing Group; Polska; Hybride; PLN 612 000 - 917 000; Plein temps

Résumé du poste

Tiger Resourcing Group is seeking a Senior Director of Sales to build and lead the European sales function. This player-coach role requires personally carrying quotas while recruiting and coaching a distributed regional team of reps as we scale across Europe.

You will own strategic opportunities, drive GTM across ITS verticals, manage distributors and partners, and lead pipeline forecasting in HubSpot. The role demands travel across Europe and strong leadership of cross-functional efforts.

Qualifications

• 8+ years of B2B sales experience in technical or tender-driven markets.
• Proven track record as a quota-carrying individual contributor (hunter).
• Experience building or leading a distributed regional sales team across multiple European countries.

Responsabilités

• Build and lead the European sales organization, recruiting and coaching country and regional reps.
• Own and close strategic opportunities while the team scales.
• Develop and execute GTM strategy across ITS and related verticals.
• Manage relationships with distributors, OEMs, system integrators, and end-user agencies.
• Own the European sales pipeline and forecast in HubSpot with disciplined deal management.
• Represent the company at European trade shows and customer meetings.
• Collaborate with engineering for qualification and scoping on major opportunities.
• Work with leadership on regional pricing, deal structuring, and account planning.
• Establish rep KPIs and weekly activity tracking.

Connaissances

B2B sales

Quota carrying

Leadership

Distributed team management

Public sector/tender experience

Description du poste

We are looking for a Senior Director of Sales to build and lead the sales function across Europe.

This is a player-coach role. We need someone who has personally carried and exceeded a sales quota — not a candidate whose background is purely sales operations or account management — and who can also recruit, coach, and manage a small, distributed team of regional reps as the European organization scales.

What You'll Do

• Build and lead the European sales organization, recruiting, onboarding, and coaching country and regional sales representatives.
  
• Personally own and close strategic opportunities while the regional team is being built out, transitioning toward a team-quota model as the organization scales.
  
• Develop and execute go-to-market strategy across both verticals: urban intersection management and inter-urban highway/tunnel/tolling detection.
  
• Manage and grow relationships with European distributors, system integrators, and OEM partners, alongside direct engagement with end-user agencies and pilot customers.
  
• Own the European sales pipeline and forecast in HubSpot, maintaining accurate deal ownership, stage progression, and close-date discipline.
  
• Represent them at European trade shows, industry events, and customer meetings.
  
• Partner with the European engineering team on technical qualification and solution scoping for major opportunities.
  
• Collaborate with the Head of Global ITS Business and BU leadership on regional pricing, deal structuring, and strategic account planning.
  
• Establish clear rep-level KPIs that balance new-business generation with existing-account growth, supported by weekly activity tracking.
  

What We're Looking For

• 8+ years of B2B sales experience, ideally in ITS, smart infrastructure, industrial IoT/sensors, or another technical, tender-driven market.
  
• A proven personal quota-carrying track record as an individual contributor — a genuine “hunter,” not primarily an account manager or sales-ops leader.
  
• Experience building or leading a distributed regional sales team, ideally spanning multiple European countries.
  
• Comfort managing both channel relationships (distributors, OEMs, system integrators) and direct end-user/agency sales cycles.
  
• Experience navigating public-sector or government tender processes is a strong plus.
  
• Fluent English required; German or another major European language is a plus.
  
• Willingness to travel extensively across Europe.
  

Nice to Have

• An existing network in European traffic management, tolling, or highway agencies.
  
• Experience selling LiDAR, radar, or other sensor-based detection technologies.
  
• Familiarity with HubSpot or a comparable CRM.