Sales Director

Burnett Specialists Staffing | Recruiting; Austin (TX); Hybrid; USD 150,000 - 210,000; Full time

Job summary

Burnett Specialists Staffing | Recruiting seeks a Director of Sales to lead the company's sales strategy and revenue growth in the B2B tech/telematics space. The role reports to the CEO and collaborates with leadership while managing key accounts; a hybrid presence is required for success.

You will oversee the entire sales process from qualification to close, drive forecasting, pricing, and competitive positioning, and partner with Sales Ops, Marketing, Customer Success, and Product Management

Qualifications

• Bachelor's degree or related industry experience.
• Experience in the telematics/GPS/transportation sectors.
• 3+ years leading a software/technology sales team.
• Experience defining sales strategy with executives and pricing.

Responsibilities

• Own revenue targets and define quotas by role and territory.
• Refine GTM strategy and align outbound/inbound with Marketing.
• Lead and coach Account Executives and sales leadership roles.
• Ensure CRM governance and forecasting accuracy.
• Oversee pricing, decks, and competitive materials.
• Collaborate with Customer Success, Operations, and Product Management.

Skills

Leadership

Strategic sales

Forecasting

Cross-functional collaboration

Education

Bachelor's degree

Tools

Salesforce

CRM

Excel

Job description

A B2B technology company that specializes in telematics and fleet-management is looking to hire a Director of Sales to lead the overall performance of the sales strategy, sales team, revenue generation and go-to-market execution. This is a market leading digital software company that utilizes AI powered solutions and is rapidly growing in vertical markets around the world!

This is a highly visual leadership role so the SD will need to be present in a HYBRID capacity to be successful.

Position overview:

The Sales Director reports directly to the CEO and works closely with the leadership team touching product management, Sales Ops, Marketing and Customer Success. The SD oversees the entire sales process: from lead qualification through deal closure and ensures structured execution, disciplined forecasting, competitive positioning, and measurable growth. The Director of Sales also directly manages key strategic accounts and participates in high-impact negotiations.

Key Objectives:

• Revenue Ownership & Target Achievement - Lead company level revenue targets. Define and manage sales quotas by role and territory. Ensure predictable pipeline coverage ratio. Monitor performance vs targets and implement corrective actions.
• Sales Strategy - Define and refine GTM strategy. Establish ICP definition and segmentation logic. Align outbound and inbound strategies with Marketing. Define pricing positioning strategy in coordination with CEO and Product Management.
• Team Leadership & Performance Management - Lead, coach, and develop Account Executives and sales leadership roles. Define structured sales process and stage exit criteria. Conduct weekly pipeline reviews and performance reviews.
• Sales Process Governance - Ensure disciplined CRM usage and forecasting accuracy. Maintain clear qualification standards. Oversee structured handoff from Sales to Presales and Customer Success.
• Commercial Infrastructure & Enablement - Oversee development and maintenance of Sales decks, Demo scripts, Competitive battle cards, Objection-handling frameworks and pricing tools.
• Cross-Functional Alignment - Align closely with: Customer Success Team Leader (renewals & expansion), business Operations Manager (order processing & billing handoff) and director of Product Management (roadmap & positioning alignment).
• Forecasting & Executive Reporting - Deliver accurate monthly and quarterly revenue forecasts. Maintain transparency of pipeline risk and upside. Present structured sales performance updates to executive leadership.

Qualifications:

• Bachelor’s degree desired but not required with relatable industry experience
• Previous experience in the telematics space (GPS, cameras, transportation etc.)
• 3+ years of experience leading a software/technology sales team
• Proven track record of owning the sales strategy and achieving metrics/goals
• Previous experience working with executives/upper management making key decisions and defining strategy and pricing
• Excellent leadership skills and communication skills