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Tractian

Posted 6 months ago

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Regional Sales Director - Mid-Market

TorontoRemoteFull-time

AI Summary

Regional Sales Director, Mid-Market at Tractian owns regional revenue growth by setting sales strategy, leading and coaching a mid-market sales team, and driving predictable outcomes.

About this role

Sales at TRACTIAN

The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. Backed by strategic investors with a track record of building unicorns, Tractian is poised to set new benchmarks in industrial technology. Recognized on the Forbes AI 50 list in 2024 and ranked in the 98th percentile by RepVue for inbound leads, we deliver undeniable value—boosting machine reliability, delivering immediate ROI, and achieving world-class revenue retention that matches the best in tech. At Tractian, top performers are recognized, rewarded, and empowered to overachieve their goals.


What you'll do

As a Regional Sales Director, Mid-Market at Tractian, you will own regional revenue growth by setting clear sales strategy, developing high-performing teams, and driving consistent, predictable outcomes. You will lead and coach Regional Sales Managers and senior Account Executives, define territory and account strategy, and maintain strong discipline around pipeline management and forecasting.

Working closely with Sales Engineering, Customer Success, and Marketing, you will expand Tractian’s presence across mid-market industrial customers, accelerate adoption of our maintenance and reliability platform, and ensure your region consistently delivers against growth targets.

Responsibilities

  • Set and execute regional mid-market sales strategy by balancing high-velocity execution, disciplined pipeline management, and repeatable sales motions
  • Build, lead, and scale a high-performing mid-market sales organization by coaching and developing Regional Sales Managers and Account Executives to consistently achieve and exceed revenue targets
  • Drive predictable revenue outcomes through structured pipeline reviews, deal prioritization, and active leadership in complex, competitive sales cycles
  • Own regional talent planning, including hiring, onboarding, performance management, and succession planning, to ensure sustained productivity and strong team continuity
  • Implement scalable onboarding, enablement, and operating cadences that reduce ramp time and improve sales effectiveness across the region
  • Establish and maintain executive-level relationships with key mid-market customers to support expansion, multi-site growth, and long-term account value
  • Design, evaluate, and refine territory structure, account segmentation, and coverage models to maximize focus, throughput, and regional scale
  • Ensure outbound sales activities across the region are conducted in compliance with applicable regulations, including Canada’s Anti-Spam Legislation (CASL)

    • Requirements

  • 3+ years of experience leading, coaching, and developing sales leaders and quota-carrying teams in a mid-market or high-velocity sales environment
  • 6+ years of experience in quota-carrying B2B sales roles, with a demonstrated track record of consistently achieving revenue targets across a high-volume book of business
  • Proven ability to drive predictable revenue outcomes through disciplined forecasting, pipeline management, and execution within repeatable sales cycles
  • Engineering background or significant experience selling into industrial, manufacturing, or asset-intensive mid-market organizations
  • Strong operational leadership skills, with experience designing and optimizing territory models, account segmentation, and scalable sales motions
  • Fluency in CRM-driven sales management (HubSpot preferred), with a data-informed approach to decision-making and performance management
  • Executive-level communication and negotiation skills, with the ability to engage senior decision-makers across multiple stakeholders, sites, and functions
  • Strategic, execution-oriented leader with a strong focus on growth, scalability, and operational excellence

    • Skills

    Account SegmentationB2b SalesCRMForecastingHubspotPipeline ManagementSalesforceTerritory Design

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