Job Description

ABOUT THE OPPORTUNITY

Fluent Software Group, part of Valsoft Corporation, is looking for a commercially sharp, transformation-oriented leader to step into the Business Lead/Managing Director role for one of our companies in the Industrial Vertical. This is a high-impact opportunity to take ownership of a profitable, established software business and drive the next phase of its evolution: modernizing the platform, embedding AI across operations and product, and capturing growth.

The right candidate is a next-generation operator who combines strategic clarity with commercial hunger. You don’t need decades in industrial software, but you understand complex B2B environments, earn trust quickly with operators, and know how to turn legacy potential into compounding growth. You’re equally at home reading a P&L, shaping a product roadmap, and challenging a sales team to close bigger.

You’ll operate with real autonomy, backed by Fluent’s portfolio leadership, proven playbooks, and leading a team of 20–30 people with room to grow.

ABOUT FLUENT SOFTWARE GROUP

Fluent Software Group is Valsoft Corporation’s operating group for vertical market software. We acquire, operate, and grow specialized software businesses where deep industry expertise creates durable competitive advantage. At Fluent, we partner with founders and operators to actively scale what they’ve built, bringing hands-on operators, proven playbooks, and the resources to accelerate growth so businesses don’t just continue; they compound and go further.

THE ROLE

As Managing Director, you own the business, strategy, revenue, product, and people. You’re accountable for scaling an established platform, building out the team, and positioning the division to lead its vertical for the next decade.

This role is designed for a business transformation leader who brings AI fluency, commercial edge, and the operational discipline to execute. You set direction, remove obstacles, and hold the team to outcomes that matter.

NOTE We welcome candidates from a range of backgrounds and experience levels — what matters is commercial sharpness, a people-first leadership style, and the AI mindset to push products further.

KEY RESPONSIBILITIES

P&L Ownership & Business Performance

• Own full P&L accountability for the Industrial Vertical, with targets covering ARR, EBITDA, Rule of 40, and NRR

• Set and communicate annual, quarterly, and monthly financial and operational goals across all functions

• Drive revenue growth through disciplined forecasting, pipeline management, and commercial team accountability

• Identify and execute strategies for cross-sell, upsell, and expansion into adjacent verticals within industrial distribution

• Report results and strategic progress to Fluent’s Portfolio Manager and Operating Group President

Business Transformation & AI Strategy

• Lead a structured transformation of the business: operating model, go-to-market motion, product positioning, and internal workflows

• Define and drive the division’s AI maturity roadmap, from assisted tooling to agentic workflows that reduce manual effort and compound value

• Champion AI adoption across sales operations, customer success, R&D delivery, and financial forecasting with accountability for measurable outcomes

• Partner with R&D to embed AI features directly into the product, evolving it from a system of record to a system of action

• Govern AI tool adoption across the division, maintaining data security, compliance, and vendor accountability

• Hold teams accountable for AI outcomes: time saved, decisions automated, costs avoided, and quality improvements

Sales & Commercial Leadership

• Lead and develop the sales organization across business development, account management, and sales operations

• Build best-in-class sales infrastructure: CRM hygiene, quota structures, compensation plans, and pricing optimization

• Maintain and grow key relationships with large accounts; serve as executive sponsor for strategic clients

• Establish KPIs and performance dashboards to measure CAC, LTV, MRR/NRR trends, and rep productivity

• Develop and maintain competitive intelligence programs to inform product and go-to-market strategy

Product & R&D

• Ensure clear, market-driven product roadmaps are established, prioritized, and executed

• Balance R&D investment between new feature development, platform modernization, and maintenance to maximize growth and retention

• Sponsor product initiatives including AI feature integration, embedded payments, and UX modernization

• Partner with Product Managers to align R&D capacity and deliver against strategic priorities

Client Partnership & Industry Presence

• Serve as a trusted partner to clients operating in industrial distribution and adjacent sectors

• Represent the business at industry events, tradeshows, and client forums

• Champion voice-of-customer inputs into the product roadmap, ensuring the platform evolves with market needs

• Oversee customer success programs, NPS processes, support metrics, and escalation handling

Professional Services & Customer Success

• Ensure professional services projects are delivered profitably, monitoring billable utilization and contribution margin

• Execute long-term customer success programs that drive retention, expansion, and NRR growth

• Oversee client onboarding, training, and implementation quality

People, Culture & Talent

• Build and retain a high-performing team across sales, product, customer success, and operations

• Partner with HR to drive talent development, compensation alignment, and compliance

• Foster a results-oriented culture where accountability, curiosity, and continuous improvement are the norm

WHAT WE’RE LOOKING FOR

• P&L Ownership: You’ve owned revenue targets and understand the fundamentals of P&L management. You know how to drive accountability, read the numbers, and make smart tradeoffs under pressure.
• Business Transformation Mindset: You have a track record of restructuring go-to-market motions, modernizing operations, and leading organizations through meaningful change — not incrementally, but with conviction and speed.
• AI Fluency: Genuinely excited about AI’s potential to transform vertical software — not as a feature checklist, but as a new operating paradigm. You know how to distinguish high-impact implementation from experimentation, and you hold teams to outcomes.
• Commercial & Sales Leadership: Track record building and leading commercial teams — business development, account management, and sales operations — with strong instincts for pipeline discipline, pricing strategy, and customer expansion.
• Industrial Domain Credibility: You don’t need to have spent a career in industrial distribution — but you understand complex B2B environments, speak plainly, and earn trust fast with operators who can spot a generalist from a mile away.
• Strategic & Operational Balance: Ability to set a clear vision and then roll up your sleeves to execute. Comfortable operating in ambiguity, prioritizing ruthlessly, and aligning teams around outcomes rather than activity.

NICE TO HAVE

• Experience with ERP or workflow platforms in industrial distribution, field service, or supply chain verticals

• Familiarity with embedded payments, fintech integrations, or billing platform modernization

• Experience working within a private equity or acquisition-focused software holding company

WHY JOIN FLUENT

• High Autonomy, High Impact Own your work from Day 1. No layers of approval, just results.
• Serious Career Growth Exposure to M&A, integration, and scaling operations across a growing portfolio.
• Entrepreneurial Energy No two days look the same. This is a builder’s role.
• Competitive Package Competitive compensation, health, dental, vision, PTO, and more.

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