Head of Sales

MAIN PURPOSE:

Deliver rapid revenue growth by establishing and leading a disciplined sales cadence—meet revenue targets while building future pipeline through focused strategy, relationship management, and player-coach leadership of a high-performing sales team.

AREAS OF RESPONSIBILITY:

Strategy and Planning

● Define and execute short- and long-term B2B sales strategy (direct + channel) to drive substantial year-on-year revenue growth;

● Identify and foster strategically valuable industry relationships, that will deliver deals to the sales pipeline;

● Build a detailed annual bottom-up sales plan and multi-year outlook with relevant stakeholders;

● Grow existing accounts (upsell/cross-sell) and open new opportunities and markets;

● Represent the company at international trade shows; convert show leads into pipeline;

● Collaborate with Marketing on campaigns to ensure alignment with sales objectives;

● Research customer needs and market requirements to propose product improvements or new solutions;

● Monitor market trends, competitor activity, and customer feedback to guide decisions;

● Analyse sales by product, region, and segment, and refine sales strategies to improve performance.

Sales Execution & Operations

● Disciplined and systematic approach to ensure focus on lead conversion, quote-to-order conversion and pipeline growth;

● Manage the sales funnel end-to-end: lead capture, opportunity progression, and quotation control;

● Oversee channel management: selection, onboarding, offboarding, and performance tracking;

● Set per-customer targets for the top 30 customers and report on results quarterly;

● Oversee CRM data management and ensure continuous data clean-up and integrity;

● Oversee accurate and timely quotations, quotations pipeline reporting and follow-up to order conversion;

● Manage customer agreements, including MNDAs, End User Declarations, Terms & Conditions, and other relevant documents;

● Visit key global customers to strengthen relationships and gather product/application feedback;

● Support the negotiation and closing of major deals Manage sales expenses within the approved budget;

● Maintain and comply with the Quality Management System.

Leadership

● Lead and coach a high performing, target driven sales team;

● Set individual sales targets that cumulatively meet the annual budget;

● Resource planning, recruitment and onboarding in collaboration with People Management;

● Engage in ongoing skills development, weekly check-ins and performance evaluations of direct reports;

● Compliance with Safety, Health & Environmental policies.

Reporting

● Maintain a rolling, bottom-up sales forecast and update this quarterly;

● Present accurate, complete and timely monthly reporting on opportunities and quotes pipelines;

● Provide a quarterly report to the CEO on sales activity, results, and key risks and opportunities;

● Keep a year-end rolling gap-to-target forecast, informed by the opportunities and quotations pipelines;

● Track key sales metrics and report on activity levels, conversion rates, and pipeline health;

● Provide Supply Chain with a monthly product-level sales forecast for production planning;

● Report quarterly on distributor performance against agreed targets.

AUTHORITY:

● Approve up to $100,000

● Provide guidance and delegate responsibilities as appropriate to Sales Team

● Expenses within budget, see DOA

REQUIRED QUALIFICATIONS, EXPERIENCE AND SKILLS:

● Bachelor's degree in Engineering, Business/Commerce, or a related field (a strong technical diploma considered);

● 6-10+ years in B2B hardware sales, including international customers (e.g., US/UK/EU/Asia);

● 3+ years leading a sales team (player-coach);

● Proven record of meeting or exceeding revenue targets, building pipeline, and improving win rate and sales cycle;

● Able to understand and explain technical products; strong interest in learning LiDAR technology and its applications;

● Willing to travel and experience with international trade shows;

● Able to communicate, present, and influence clearly and credibly at all levels in the organisation;

● Proficiency in CRM systems and Microsoft Office Suite;

● Fluent, professional English. Able to communicate clearly with international audiences; strong written communication is critical;

Job Types: Full-time, Permanent

Work Location: In person