Director of Sales

Inductive Automation; Folsom (CA); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Health insurance

Paid time off

401k with match

On-site HQ perks

Nature views nearby

Job summary

Inductive Automation in Folsom, CA is seeking a Director of Sales to lead its Account Executive organization, Sales Managers, and direct sales execution on-site. You will own the sales floor rhythm, coach managers, translate goals into targets, and partner with Marketing, Sales Ops, Customer Success, and distributors to drive revenue.

This leadership role requires 5+ years leading direct sales in industrial software or B2B tech, strong pipeline discipline, and a customer-first mindset.

Qualifications

• 5+ years of proven experience leading direct sales teams in industrial software, manufacturing software, SaaS, or complex B2B sales environments.
• Experience managing Sales Managers and developing frontline leaders.
• Strong coaching instincts and ability to develop junior and senior sellers.

Responsibilities

• Lead Account Executive teams and Sales Managers to meet or exceed sales goals.
• Maintain a consistent sales cadence with 1:1s, pipeline reviews, and forecast reviews.
• Develop frontline leaders through coaching, accountability, and performance management.
• Coach Account Executives per role level, experience, and performance expectations.
• Translate annual goals into team targets, pipeline expectations, and execution priorities.
• Monitor pipeline health, forecast accuracy, and sales metrics to improve execution.
• Partner with Sales Operations to ensure data, dashboards, and processes support leadership.

Skills

Sales leadership

Forecast discipline

Pipeline management

Team coaching

Account planning

Job description

Job Description

The Director of Sales is responsible for leading Inductive Automation’s Account Executive organization, Sales Managers, and direct sales execution. This role owns the sales floor operating rhythm, rep development, pipeline discipline, forecast accountability, and progress toward company sales goals. The Director of Sales provides one clear point of leadership for the AE teams while partnering closely with Business Development, Sales Operations, Sales Engineering, Marketing, Customer Success, Distributors, Integrators, and Leads Management. This is a full-time, on-site role.

The Director of Sales is responsible for leading Inductive Automation’s Account Executive organization, Sales Managers, and direct sales execution. This role owns the sales floor operating rhythm, rep development, pipeline discipline, forecast accountability, and progress toward company sales goals. The Director of Sales provides one clear point of leadership for the AE teams while partnering closely with Business Development, Sales Operations, Sales Engineering, Marketing, Customer Success, Distributors, Integrators, and Leads Management. This is a full-time, on-site role.

Responsibilities

• Leading the Account Executive teams and Sales Managers to meet or exceed company sales goals
• Establishing and maintaining a consistent sales operating cadence, including manager 1:1s, pipeline reviews, forecast reviews, opportunity inspection, account planning, and performance follow‑up
• Developing Sales Managers into strong frontline leaders through coaching, accountability, performance management, and leadership development
• Ensuring Account Executives are consistently coached, developed, and held accountable according to role level, experience, book of business, and performance expectations
• Translating annual company sales goals into clear team targets, pipeline expectations, monthly execution priorities, and measurable sales activities
• Monitoring pipeline health, forecast accuracy, account coverage, opportunity progression, close plans, and sales performance metrics to identify gaps and improve execution
• Partnering with Sales Operations to ensure sales data, reporting, tools, dashboards, and processes support effective sales leadership and rep productivity
• Partnering with Business Development to ensure leads, Core Sales transitions, distributor/channel activity, strategic initiatives, and demand-generation efforts are effectively converted into revenue
• Reinforcing customer‑first selling behavior, account stewardship, professional conduct, and adherence to company sales policies
• Leading the AE organization inside established account assignment, reassignment, extension, distributor, integrator, and credit policies without creating unnecessary escalation or exception‑driven behavior
• Supporting strategic account growth by improving account planning, executive engagement, multi‑site expansion, cross‑functional coordination, and long‑term customer development
• Maintaining a high‑accountability, low‑drama sales culture focused on growth, clarity, coaching, fairness, and professional behavior
• Identifying skill gaps across the AE organization and developing training, coaching, enablement, and performance‑improvement plans in partnership with Sales Effectiveness and Sales Managers
• Participating in hiring, onboarding, development, performance reviews, promotion readiness, and progressive discipline for Sales Managers and Account Executives
• Collaborating with Sales Engineering, Marketing, Customer Success, Order Processing, Business Development, and other internal teams to improve the customer and rep experience
• Providing regular reporting to the VP of Sales and senior leadership on sales performance, forecast, pipeline, risks, rep development, team health, and progress toward company goals

Requirements

• 5+ years of proven experience leading direct sales teams in an industrial software, manufacturing software, SaaS, technical platform or complex B2B sales environment
• 5+ years of experience managing Sales Managers and demonstrated ability to develop frontline sales leaders
• Strong sales credibility with Account Executives, including senior reps, without relying on hero‑selling or exception‑driven leadership
• Demonstrated ability to build repeatable sales cadences, improve forecast discipline, inspect pipeline, coach opportunities, and drive execution
• Strong coaching instincts with the ability to develop junior and senior level sellers
• Calm, direct, fair, and consistent leadership style
• Comfortable operating in a rules‑based sales environment with clear account ownership expectations, customer‑first policies, and cross‑functional decision processes
• Strong judgment in balancing revenue growth, customer experience, rep accountability, channel relationships, and long‑term account stewardship
• Ability to lead through change, reduce internal friction, and create clarity during periods of organizational transition
• Strong communication skills with the ability to align Sales Managers, Account Executives, peer leaders, and executive stakeholders

About Us

Who are we?

Champions for industrial automation innovation and driven by a mission statement to empower our customers to swiftly turn great ideas into reality by removing all technological and economic obstacles, we create and deliver solutions that relieve pain points, bring efficiency to operations and optimize integration.

Why Choose Inductive Automation?

Our passion goes beyond customers. We celebrate your personal and professional milestones, and we support our teams with meaningful work in a collaborative environment.

We find that great work-life balance inspires teams to do their best work and empowers people to live their best lives. That's why diversity, fun, and flexibility are ingrained into our work culture.

The Inductive Automation team understands the importance of personal growth and social connection. So things like time for professional development, or company and team activities are baked right into the schedule to keep us all engaged, connected, and prospering.

Benefits And Perks

• 100% Employee Covered Health Care: Don’t pay a dime for your medical, dental, and vision insurance
• Paid Time Off: Receive paid holidays, vacation, and sick time
• 401k with Match: Save for the future with our company-matching 401k program
• World-Class Headquarters: While on-site, enjoy complimentary snacks and beverages, then challenge a friend to a game of pool, table tennis, shuffleboard, or foosball
• Adjacent Nature Reserve: On-site employees enjoy breathtaking views and adventures that energize and inspire

Additional Information

At this time, we are unable to offer employment for individuals located outside of the United States and/or those who require sponsorship for employment visa status (e.g., H-1B visa status). We know you’ve got a lot of options when seeking an employer where your skills and talents will shine, so we really appreciate that you considered us.

Inductive Automation, LLC is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, sexual orientation, gender identity, and status as a protected veteran or individual with a disability. Verification of US employment eligibility required.