(Confidential) Director, Sales North America

Insight Global; Beverly (MA); On-site; USD 200,000 - 320,000; Full time

Job summary

Insight Global is seeking a Director of Sales to lead its North American business unit. The role demands a true player-coach who can drive revenue growth, manage forecasting, and build a high-performing sales organization across enterprise accounts and new markets.

You will own the revenue strategy, pipeline development, and cross-functional collaboration with operations, finance, product, and marketing to accelerate commercial expansion.

Qualifications

• 10+ years of B2B sales leadership experience.
• Experience leading teams of sales professionals.
• Proven success carrying revenue responsibility.
• Strong forecasting and pipeline management experience.
• Experience selling complex solutions rather than transactional products.
• Executive-level customer relationship management capabilities.
• Experience operating in matrixed organizations.
• Strong Salesforce or CRM utilization.

Responsibilities

• Own revenue objectives and growth for a North American unit generating ~$100M in annual revenue.
• Build and maintain a healthy, predictable sales pipeline.
• Drive expansion within existing enterprise customers and pursue new markets.
• Lead forecasting, CRM discipline, and sales execution.
• Develop and coach a commercial organization and strategic account plans.
• Partner with operations, customer success, finance, product, and marketing to drive growth initiatives.
• Balance strategic customer conversations with hands-on leadership of the sales team.

Skills

Sales leadership

Revenue ownership

Forecasting

CRM proficiency

Selling complex solutions

Executive relationships

Matrix organization

Salesforce

Tools

Salesforce

Job description

Job Description

Overview

We are partnering with a global technology organization that provides connected hardware, software, and data-driven solutions used throughout complex supply chains. Their solutions help customers monitor, protect, and optimize high-value and temperature-sensitive products as they move through distribution networks.

The company is undergoing a major evolution from a predominantly hardware-focused business to a broader technology and data solutions organization. As a result, they are seeking a Director of Sales to lead a significant North American business unit and drive the next stage of commercial growth. This leader will own revenue performance, sales strategy, forecasting, pipeline development, team leadership, and expansion across both existing customers and new markets.

What This Person Will Own

This role carries full commercial accountability for a North American business generating approximately $100M in annual revenue.

• Achieving revenue and growth objectives
• Building and maintaining a healthy, predictable sales pipeline
• Driving expansion within existing enterprise customers
• Identifying and pursuing new market opportunities
• Leading forecasting, CRM discipline, and sales execution
• Developing and coaching a commercial organization
• Creating strategic account and channel growth plans
• Partnering closely with operations, customer success, finance, product, and marketing teams to execute growth initiatives

This is not a pure management role. The ideal candidate is a true player-coach who enjoys being involved in strategic customer conversations while simultaneously leading a team.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to [e-mail] learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

Skills and Requirements

Must-Haves

• 10+ years of B2B sales leadership experience
• Experience leading teams of sales professionals
• Proven success carrying revenue responsibility
• Strong forecasting and pipeline management experience
• Experience selling complex solutions rather than transactional products
• Executive-level customer relationship management capabilities
• Experience operating in matrixed organizations
• Strong Salesforce or CRM utilization

Preferred

• IoT or connected technology experience
• Supply chain or logistics technology exposure
• Experience selling hardware + software solutions together
• Channel partner management experience
• SaaS and recurring revenue business model experience
• Background leading commercial transformations or business modernization efforts