Director, Strategic Sales (IoT)

Zipit Wireless, Inc.; United States; On-site; USD 180,000 - 240,000; Full time

Job summary

Zipit Wireless, Inc. seeks a Director, Strategic Sales – Cellular IoT to win and grow high-value strategic customers across North America.

This senior individual contributor and hunter role requires deep cellular IoT experience, an established network, and a track record of originating and closing significant connectivity agreements. You will target mid-market organizations deploying connected devices, engaging from engineering to C-suite levels, and shaping multi-year deals.

Qualifications

• 8+ years' experience in cellular IoT, connectivity or closely related technology sales.
• Experience selling to mid-market organizations (not start-up, not enterprise).
• Proven ability to originate and close high-value, multi-year IoT connectivity agreements.

Responsibilities

• Identify and pursue strategic cellular IoT opportunities across North America.
• Build relationships with OEMs, device manufacturers, solution providers and system integrators.
• Lead senior-level discovery and develop commercial propositions for complex deals.
• Own opportunities from initial engagement through to commercial agreement.

Skills

Strategic sales

C-suite engagement

Negotiation & closing

Relationship building

Market development

Job description

Zipit Wireless is looking for an accomplished Director, Strategic Sales – Cellular IoT to win and grow high-value strategic customers across North America.

This is a senior individual contributor and hunter role for someone with deep experience in cellular IoT, an established network across the market and a track record of originating and closing significant, complex connectivity agreements.

You'll target middle market organizations (not start-up, not enterprise) deploying connected devices at scale, developing relationships from engineering and product teams through to C‑suite decision makers.

You know the market. You create opportunities. You shape complex deals. And you close them.

Zipit Wireless helps businesses connect, manage and monetize IoT devices at scale.

For more than 15 years, we've worked with leading cellular networks and connected-product companies to simplify the complexity of deploying and managing IoT solutions.

As an authorized MVNO, our proposition combines multi-carrier cellular connectivity, connectivity management and subscription billing, giving customers greater flexibility and control over how they deploy and monetize connected products.

We're now looking for an experienced strategic sales leader to accelerate our growth across North America.

Win Strategic New Customers

Your primary objective is to originate and close high-value new business.

You’ll:

• Identify and pursue strategic cellular IoT opportunities across North America.
• Build relationships with major OEMs, device manufacturers, solution providers, system integrators and connected-product businesses.
• Leverage an established network across the IoT ecosystem to create opportunities.
• Develop strategic account plans around high-value target organizations.
• Engage senior decision makers and build relationships at C‑suite level.
• Navigate complex and multi‑stakeholder sales cycles.
• Win significant, profitable, multi‑year connectivity agreements.

You’ll have the support of Marketing, Product and technical specialists, but you’ll be expected to create your own opportunities and build your own path into strategic accounts.

Shape & Own Complex Deals

You’ll own opportunities from initial engagement through to commercial agreement.

You’ll:

• Lead senior‑level discovery around customer strategy, deployment requirements and commercial objectives.
• Develop sophisticated commercial propositions and business cases.
• Coordinate technical, product and commercial stakeholders throughout the sales process.
• Engage confidently with everyone from engineers to CEOs.
• Navigate procurement, legal and commercial negotiations.
• Structure agreements that balance customer value with Zipit’s long‑term commercial objectives.
• Maintain executive sponsorship throughout complex sales cycles.
• Personally drive opportunities through to close.

Sell Value, Not Just Connectivity

You’ll understand modern cellular IoT technologies, including:

• LTE / 4G / 5G
• LTE‑M and NB‑IoT
• eSIM
• SGP.22 and SGP.32
• Roaming and coverage
• Security and device management

More importantly, you’ll understand how these capabilities affect a customer’s business model, operating costs, deployment strategy and ability to scale.

You’ll be comfortable discussing the economics of large IoT deployments—including SIM volumes, activations, data consumption, recurring revenue, pricing, gross margin and customer lifetime value.

You’ll sell on business value rather than commodity connectivity pricing.

Drive Profitable Growth

You’ll combine sales ambition with strong commercial judgement.

You’ll:

• Maintain clear ownership of revenue and gross‑margin performance.
• Understand the underlying economics of every major opportunity.
• Protect margin through disciplined pricing and negotiation.
• Prioritize opportunities based on strategic and commercial value.
• Maintain a high‑quality, well‑qualified pipeline.
• Forecast accurately.
• Provide clear visibility of major opportunities, risks and next actions.

You’ll be measured not simply by how much you sell, but by the quality and profitability of the business you create.

We’re looking for someone with:

• 8+ years' experience in cellular IoT, connectivity or closely related technology sales.
• Significant experience selling cellular connectivity within an MVNO environment.
• A strong track record of personally originating and closing high‑value new business.
• Experience selling to mid‑market customers (not start‑up, not enterprise).
• Evidence of winning significant, complex, multi‑year IoT connectivity agreements.
• An established senior network across the North American cellular IoT ecosystem.
• Strong relationships with OEMs, connected‑product companies, solution providers and other IoT market participants.
• Deep understanding of cellular IoT technologies and connectivity models.
• Strong commercial judgement across pricing, recurring revenue and gross margin.
• Experience navigating complex procurement, legal and commercial negotiations.
• The credibility to engage technical stakeholders and influence at C‑suite level.
• A structured, data‑driven approach to strategic account planning, pipeline and forecasting.

WHAT WILL MAKE YOU SHINE AT ZIPIT

• You’re a strategic hunter.
• You don’t wait for opportunities—you create them.
• You know how to get into difficult accounts, identify the real decision makers and develop relationships that competitors struggle to replicate.
• You’re equally comfortable discussing connectivity architecture with a technical team and presenting the commercial case to a CEO.
• You know when to bring technical and product specialists into an opportunity, but you retain ownership of the customer and the deal.

You’re commercially disciplined and understand that profitable recurring revenue matters more than headline contract value.

And while you’re operating at Director level, you’re still happiest when you’re in front of customers and winning business.

Build a Strategic Pipeline

Develop a strong pipeline of high‑value North American opportunities through your existing network and targeted account development.

Personally originate and close strategic customers with meaningful IoT deployments and long‑term revenue potential.

Deliver Profitable Growth

Generate substantial recurring revenue while protecting gross margin and long‑term customer value.

Develop Strategic Accounts

Turn initial wins into broader relationships spanning additional devices, services, geographies and Zipit capabilities.

Create Market Influence

Develop senior relationships across the North American IoT ecosystem that strengthen Zipit’s market position and create future commercial opportunities.

Build Predictability

Bring structure and discipline to strategic sales through strong account planning, pipeline management and accurate forecasting.

Zipit has spent more than 15 years solving the complexity behind cellular IoT.

You’ll have a differentiated proposition combining connectivity, management and monetization, backed by an experienced team that understands what it takes to successfully deploy connected products.

You’ll also have the autonomy and commercial freedom expected of a senior strategic seller.

If you’re an established cellular IoT sales leader who knows the North American market, can open doors at senior level and has a track record of turning complex opportunities into significant, profitable customer relationships, we’d love to talk.