Sales Head: CCO (ID 1446)

• Architect the SaaS Shift: Design and execute the sales playbook to transition legacy, one-time hardware and project engineering accounts into multi-year Software-as-a-Service (SaaS) and Platform-as-a-Service (PaaS) recurring revenue streams.

• Value-Based AI Selling: Position our proprietary Industrial AI agents and data platforms not as IT add-ons, but as critical business drivers that directly improve OEE (Overall Equipment Effectiveness), reduce energy footprint, and maximize uptime.

• Pricing & Packaging Collaboration: Partner with Product and Finance teams to iterate on subscription tier structures, consumption-based pricing metrics, and hardware+software bundling strategies.

• Build a Modern SaaS Pipeline: Implement predictable data-driven sales methodologies (e.g., MEDDPICC, Challenger) focused on Net New ARR, Net Revenue Retention (NRR), and Customer Lifetime Value (LTV).

• Talent Transformation: Upskill and evolve the existing industrial hardware sales team into consultative software evangelists, while selectively hiring top-tier enterprise AI/SaaS account executives.

• Cross-Functional Alignment: Work hand-in-hand with Customer Success to ensure high adoption rates, driving seamless renewals and expansion sales within heavy asset industries.

• C-Suite Engagement: Move relationships past traditional plant managers and procurement offices to successfully pitch the digital transformation vision directly to manufacturing CIOs, CDOs (Chief Digital Officers), and COOs.

• Strategic Partnerships: Leverage global system integrators (GSIs), cloud providers, and OEM partners to accelerate market penetration and scale delivery capabilities.

• Experience: 15+ years of B2B sales leadership experience, with at least 5 years leading high-growth teams in Enterprise SaaS, Cloud, or industrial AI tech.

• Proven Track Record: Demonstrated success leading a company through a business model pivot (e.g., hardware-to-software, perpetual licensing to SaaS) with clear ARR growth metrics.

• Domain Knowledge: Deep familiarity with industrial ecosystems, including IoT, SCADA, PLCs, manufacturing execution systems (MES), or factory floor operations. You must speak the language of both Automation (OT) and Cloud (IT).

• Sales Metrics Mastery: Deep expertise in managing SaaS pipelines, churn mitigation, customer acquisition cost (CAC) efficiency, and enterprise contract negotiations.

• Education: Bachelor’s degree in Engineering, Computer Science, or Business; an MBA or relevant technical master's degree is highly preferred.