Job Description

About the Role

Sensitech is a global leader in supply chain visibility and intelligence solutions, delivering data-driven insights and SaaS-enabled capabilities that help customers protect product quality, support compliance, and improve performance across complex life science supply chains.

The North American Sales Leader leads revenue growth, customer expansion, and commercial execution for Sensitech Life Sciences across the region. This leader drives a high-performing sales organization focused on value-based solutions that combine advanced data, analytics, digital capabilities, and services to solve complex supply chain challenges for leading global customers. The role is accountable for achieving revenue targets, strengthening strategic relationships, and ensuring consistent execution in a sophisticated, multi-stakeholder environment—partnering cross-functionally to deliver differentiated outcomes and advance commercial excellence.

This position can be located anywhere in the United States close to a major airport.

Key Responsibilities

Sales Strategy, Revenue Leadership & Commercial Execution

• Develop and execute the North America sales strategy in alignment with Sensitech, Life Sciences vertical, and Carrier objectives.
• Own regional revenue performance, pipeline health, forecast accuracy, account coverage, quota planning, and resource allocation.
• Lead a consistent operating cadence: pipeline reviews, forecast calls, deal and account plan reviews, and performance management.
• Partner with Finance and Revenue Operations on capacity planning, territory optimization, and commercial performance measurement.
• Use data analysis and commercial insights to identify revenue risks, growth opportunities, and expansion priorities.
• Champion adoption of AI-enabled sales tools to improve opportunity management, forecasting, and productivity.

Value-Based Solution Selling Leadership

• Lead a consultative, value-based solution selling motion across integrated digital, data, SaaS, and service-enabled offerings.
• Drive commercial discipline around discovery, business value articulation, ROI development, stakeholder mapping, and executive engagement.
• Partner with Solutions Consulting, Product, Marketing, and Professional Services to deliver differentiated customer solutions.
• Drive retention, expansion, and recurring revenue growth through strong customer value realization.

Strategic Account Management & Enterprise Customer Growth

• Provide leadership and direction for account planning across key pharmaceutical, biotech, logistics, and enterprise Life Sciences customers.
• Ensure account plans are aligned and actionable, with clear opportunity strategies, stakeholder maps, and growth objectives.
• Support teams through complex enterprise motions: RFP/RFQ, contracting, SOW development, pricing, and executive engagement.
• Build executive-level relationships in strategic accounts and high-value opportunities.
• Communicate market trends, competitive insights, and product feedback to inform strategy.

People Leadership, Coaching & Talent Development

• Lead, coach, and develop Key Account Managers, Inside Sales, and other commercial team members.
• Create a culture of accountability, collaboration, and continuous improvement while maintaining high standards.
• Coach account strategy and customer engagement through time in the field with team members and customers.
• Clarify priorities, roles, and account ownership to support focused, scalable execution.
• Identify talent gaps, succession opportunities, and capability-building priorities with Sales Enablement and HR.

Cross-Functional Alignment & Business Leadership

• Serve as a visible member of the Sensitech Life Sciences leadership team, providing clear regional updates, risks, and recommendations.
• Collaborate across Finance, Operations, Product, Marketing, Solutions Consulting, Professional Services, and Customer Success to improve sales effectiveness.
• Contribute to sales meetings, trade shows, customer events, and leadership reviews.
• Build trust, leverage data, and influence outcomes in a matrixed environment.

Required Qualifications

• Bachelor's degree.
• 3+ years commercial experience managing large strategic accounts, complex buying committees, and executive-level engagement
• 3+ years’ experience leading, coaching and developing sales teams
• 1+ year of experience selling complex solutions across SaaS, IoT, hardware/software platforms, analytics, or supply chain technology.
• Ability to travel up to 50% within the U.S. and Canada, as required.

Preferred Qualifications

• Master's degree.
• 5+ years of commercial experience leading sales or enterprise sales organizations
• Experience in Life Sciences, healthcare, logistics, cold chain, or regulated supply chain markets.
• Experience in SaaS-enabled, recurring revenue, or value-based selling environments.
• Strong command of sales process, opportunity management, forecasting, and CRM execution; Salesforce strongly preferred.
• Ability to coach teams on discovery, value creation, negotiation, and close planning.
• Proven track record delivering revenue results and leading high-performing teams.
• Experience with AI-enabled sales technologies and digital selling tools.
• Experience in a global, matrixed organization with influence-based leadership.

Leadership Expectations

• Operates with ownership, accountability, urgency, and sound judgment.
• Balances strategic vision with operational rigor and revenue discipline.
• Builds trust through transparency, credibility, and consistent execution.
• Creates clarity in complex environments and leads with authenticity and resilience.
• Holds high standards while coaching team members to succeed.