Sales Director, Industrial Sales US

Swift Navigation is hiring. Let us introduce ourselves. Swift is changing the way we navigate and understand the world. Swift’s precise positioning technology platform improves location accuracy from several meters to centimeter-level and is used by millions of devices across the globe. Swift’s technology is trusted by users across industries, enabling safer driving, improving efficiency for last-mile delivery and commercial transport operations, increasing accuracy for mobile devices, and creating new possibilities for rail, robotics, and machine control. That’s what we offer our customers and partners, but it’s the work we do together as a team that is the best part of our days. We collaborate—across the globe—to tackle problems, to pursue our mission, and to make a real impact in the world. We are diverse, flexible, and supportive, and we believe our team is our most important asset, and we offer a host of benefits and programs to ensure that they know it.

Now a little more about what you could be doing as part of our team and contributing to Swift’s mission and vision. As Sales Director of Industrial Sales on the team, you will be responsible for building strong customer relationships with full life-cycle ownership of Swift’s customers in the assigned market segments and territories. Target applications are where precise position determination, autonomous, and semi-autonomous applications can be greatly improved when augmented with Swift GNSS solutions and services. The primary focus will be on long-term contracts with strategic, Enterprise, and OEM customers and their related suppliers. 

Duties/Responsibilities

• Prospect, engage, and close multi-year $5M+ contracts with high-growth customers aligned with our core market segments, with a focus on subscriptions and royalty-bearing business.
• Deeply engage our Partners’ sales and business development teams to secure Proof of Concepts (POCs) with common Customers that translate into bookable business.
• Maintain accurate customer opportunity forecasts and deal status at all times in our SalesforceTM CRM system.
• Create and regularly maintain concise account plans for major accounts, with a bias toward action and a clear path to deal closure. Review account plans quarterly and deal closure plans weekly with Sales leadership and partners in Engineering and Marketing.
• Draft, review, negotiate, and manage a wide variety of inbound contracts, including NDAs, statements of work, Proof of Concept (PoC), software IP licenses, and cloud services agreements.
• Develop productive and durable senior management relationships with our customers, partners, and the Swift Leadership team, wherever they may be.
• Champion customer needs in technology features and business models by regularly engaging our Engineering and Leadership teams to influence roadmaps and support.
• Partner with our Product Marketing team to creatively develop new business with IOT and Robotics customers who are new to high-precision positioning technology. Activities include educating customers in our technology, working with customers on product strategy and financial models, and securing PoCs that translate into bookable business.
• Work efficiently with all functions of Swift Engineering, Marketing and Operations. Synchronize planning and business development with other sales team colleagues, and champion productive teamwork and alignment of purpose.
• Work with and support Swift Marketing to ensure that marketing and sales goals align.
• Actively participate in selected industry functions, such as association events, trade shows, and conferences, and provide feedback and information on market and competitive trends.
• Other duties or tasks may be assigned on an as-needed basis by the VP of Industrial Sales and BD to meet Swift’s objectives.

Required Skills/Abilities

• Proven and verifiable success closing 7-figure contracts,
  revenue-bearing contracts with strategic partners or customers in silicon, IP, software in the telecommunication / mobile industry.
• Strong strategic thinking and analytical skills, with the ability to translate customer insights into actionable plans
• Able to develop, negotiate and close complex royalty, revenue share-based, or subscription agreements.
• Working with marketing and product teams, proven ability to draft product launch plans with partnerships and see through to completion with material and measurable success.
• Able to credibly represent Swift and its technologies to Partners and Customers, and to understand the Customer’s issues, needs, and motivations.
• Able to credibly represent customer requirements to Swift and to motivate Swift to meet these requirements.
• Able to synthesize multiple viewpoints, perspectives, and opinions with objective and impartial analysis to solve problems, gain consensus, and drive decisions.
• Good communication and presentation skills in English, and able to present to many levels -- executive, management, and engineering (both to Partners and within Swift).

Desired Skills/Experience

• More than 10 years of sales experience with a successful track record in long-sales-cycle, highly technical software and services sales in Enterprise Software, SaaS or IP markets.
• Startup mentality, proven problem-solving ability, and success in dealing with ambiguity.
• Highly motivated, tenacious, and reliable.
• Good interpersonal skills: communicative (written and verbal), organized, and entrepreneurial.
• Customer-focused and Customer-sensitive; able to motivate team members and co-workers.
• Outgoing and skilled at building relationships and developing effective internal and external Partnerships.
• Capable of working as a team member or independently, as required.
• A passion for continuous learning.
• Able to work and communicate at a detailed or high level, as required.
• Able to thrive in a dynamic, hyper-growth environment with evolving and expanding responsibilities.
• Willing to travel as needed to win partnerships and business, up to 50% during peak times.
• Native or excellent English language skills (reading, writing, speaking, listening).

Benefits:

We are located in San Francisco, close to public transportation and we are well financed. We offer Flexible vacation, competitive salary, employer covered health insurance, 401(k), flexible spending, HSA. Tech talks, mentorship programs, employee events. Growth and learning opportunities from a tech environment include working closely with an international team of scientists, engineers, platform architects, programmers, executive staff and professionals.

Swift Navigation is a diverse and inclusive team. We are an equal opportunity employer. We welcome applicants from all backgrounds to apply regardless of race, ethnicity, religion, gender, sexual orientation, age, disability status or other defining characteristics. Come join us!

The US base salary range for this full-time position is $150,000 - $175,000 + Variable Compensation + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.

Swift Navigation will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of SFPC Art.49