Head of Sales

MAIN PURPOSE: DEPARTMENT: 4 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 over-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 LightWare 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; ● 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; ● Strong customer service approach with a focus on excellent customer experiences; ● Solid negotiation and persuasion skills;● Strong analytical skills; able to forecast, plan, and produce clear reports; ● Strong organizational and time management abilities, with attention to detail; ● Ability to work collaboratively across teams, including Marketing, Finance, Supply Chain, and Executive leadership; ● Self-motivated with the ability to manage multiple priorities in a fast-paced environment.