Senior Sales Executive, Industrial Verticals

About NetFoundry:

NetFoundry is the leader in zero trust Cloud Native Networking by design. We enable businesses to securely and efficiently connect distributed applications and machines across edges, clouds, and service meshes via our global overlay fabric. The NetFoundry platform, delivered as NaaS, enables businesses to connect applications without the costs and complexity of VPNs/SD-WAN/MPLS, custom hardware, and private circuits. NetFoundry’s platform offers zero trust agile connectivity for the embedded edge and app-embedded solutions to securely connect while greatly minimizing threats from bad actors. The platform is accessed via APIs, SDKs, and DevOps tools integrations, enabling practitioners, application developers, and network administrators to get the levels of automation and agility that are only possible with connectivity-as-code. NetFoundry is headquartered in Charlotte, North Carolina, and operates globally.

About the Role:

This position is located in the US.

We are currently seeking a driven, dynamic, and proven Sales Executive to lead our premium and OEM platform sales opportunities in the Industrial space, working with the world’s largest Operational Technology (OT) focused organizations.   

As Senior Sales Executive, Industrial Verticals, you will be responsible for driving the growth and success of NetFoundry with global organizations focused on industrial automation and the next wave of digital transformation in the Operational Technologies (OT) space. You will build OEM solution partnerships with major industrial process automation companies, machine builders, system integrators, and other large enterprises, embedding, building, and delivering secure, connected products at the industrial edge and beyond. The successful candidate will have a proven track record of hunting, defining, closing, and managing large, multi-year OEM contracts.

This highly strategic revenue-generation role collaborates closely with our go-to-market and technology teams to win strategic design-in business through direct sales efforts, partnerships, and digital channels.

Key Responsibilities:

• Cultivate and maintain strong client relationships to build pipeline, referrals, and exponential revenue growth.
• Schedule and attend meetings with clients to understand their needs and identify opportunities for collaboration.
• Attend strategic industry conferences and events to build OEM partnerships and new leads.
• Design, implement, and manage sales strategies for the execution of the OEM, design-in-wins strategy.
• Propose and oversee POCs and solution pilots that move sales cycles toward final contracts.
• Generate and manage a measurable pipeline of multi-million dollar, multi-year sales opportunities.
• Lead the sales process from discovery to closure on complex solution sales’ leveraging key resources at strategic points in the process.
• Work cross-functionally to identify and close deals.
• Up to 50% travel is expected.

About You:

• Proven track record of named account pipeline development and forecasting accuracy to exceed sales quotas consistently.
• Successful experience working at a tech startup(s) with a strong desire to deliver on ambitious goals and achieve notable rewards for significant outcomes.
• Extensive network of key industry contacts in OT to leverage to build strategy, partnerships, and forecastable pipeline.
• Exceptional ability to leverage core resources to find, develop, and close deals, navigating all levels of organizations from developers (bottom-up) to C-suite executives (top-down).  
• Strong relationship skills and proven ability to become a trusted advisor across large organizations and business units.
• Excellent written and verbal communication skills, with the ability to articulate complex technical concepts and value propositions.
• Intellectually curious, with a hunger for continuous learning and the ability to influence and shape perspectives.
• Technical background (preferably secure networking related) and a clear understanding of OT environments with a strong business acumen are essential.

Minimum Qualifications:

• Proficient comprehension of the entire sales journey, from generating leads to successfully finalizing deals (MEDDPICC or similar sales process experience).
• 10+ years of experience selling OT-enabling solutions (embedded products and solutions), specifically solutions at the industrial edge, IoT, or secure remote access requiring complex connectivity and manageability.
• 7+ years of Sales experience driving complex premium or OEM solutions within Industrial Verticals. Solutions sales experience specifically for Application Development, Cyber Security, or Networking is a big plus.
• Proven track record of closing significant deals at or above $1M annual recurring revenue (ARR) and annual quota achievement of $3M+ in total contract value (TCV).
• Bachelor's degree in engineering, computer science, or a related field. An MBA is a plus.

Environment and Location:

We are fully remote and always have been! You will work in a fast-paced, high-performance startup environment as part of a globally distributed team. In-person client meetings and occasional travel are a requirement.

What We Offer:

We have a range of excellent and expanding benefits and perks, including:

• Fully remote with flexible working hours
• Comprehensive health benefits (Medical, Dental, and Vision) with expanded well-being benefits
• Employer-paid Life, AD&D, Short-Term & Long-Term Disability
• Learning and Development Budget
• 401K with company match
• Paid Holidays
• Unlimited PTO
• Technology Stipend

This is a unique opportunity to join a rapidly growing company at the forefront of zero-trust technology and play a pivotal role in shaping its success in North America.

If you are passionate about cybersecurity, possess a strong sales leadership background, and thrive in a dynamic and innovative environment, we invite you to apply for the position of Senior Sales Executive, Industrial Verticals, and join our globally distributed team as we revolutionize networking and the cybersecurity landscape and redefine the future of secure connectivity!