Director of Sales, Hardware-Enabled SaaS
Overview
You own the US revenue target for Outpost Gate Automation™, a hardware-enabled SaaS platform that streamlines truck terminal operations. Backed by $1B from Greenpoint Partners, Outpost is scaling the most valuable logistics network in the country. You lead a team of Account Executives, execute the proven sales playbook, and build outbound demand. This role offers the chance to shape a nascent business within a high-growth company, carrying your own quota on strategic accounts.
What You'll Do10
- 1Own the US revenue target for Gate Automation™, including bookings, margin, and forecast accuracy.
- 2Hire, onboard, ramp, and lead a team of Account Executives, coaching each rep to the number.
- 3Drive consistent execution of the existing sales playbook, refining it with field evidence.
- 4Build and lead the outbound motion that complements inbound demand.
- 5Run a weekly operating rhythm: pipeline review, deal inspection, forecast call, and one-on-ones.
- 6Carry a personal quota on strategic and enterprise accounts, including national logistics providers.
- 7Lead complex deals across operations, IT, security, facilities, and procurement, approving proposals and pricing.
- 8Deliver and coach tailored demos of the Gate Automation platform, covering software and hardware.
- 9Own HubSpot as the system of record, partnering with Sales Ops on quotas and enablement.
- 10Coordinate with engineering, product, and operations to scope and deliver solutions, and travel to customer sites and trade shows.
Requirements8
- 18+ years of full-cycle B2B sales experience in enterprise software, industrial automation, or access control.
- 23+ years directly managing quota-carrying Account Executives, including hiring, ramping, and performance management.
- 3Proven track record of closing six-figure deals with complex stakeholders.
- 4Experience building an outbound motion, not just managing an existing one.
- 5Experience working cross-functionally in startup or growth-stage environments.
- 6Familiarity with CRM systems and data-driven pipeline management; HubSpot a plus.
- 7Based in Austin or willing to relocate, with 40–50% travel.
- 8Hardware-enabled SaaS experience selling software with a physical hardware component (IoT, access control, industrial automation).
Salary Insight
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