Inductive Automation · Sacramento
Sales & BusinessSalesFullTime
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.
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
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.
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.
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
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.