Senior Digital Sales Director, Passenger Rail

Wabtec•Pittsburgh, PA

6d•$164,900 - $235,000

About The Position

The Digital Sales Director, Passenger Rail drives business growth and commercial success for Wabtec’s Digital Intelligence portfolio in the North American passenger rail market. The role develops and executes sales strategies to accelerate adoption of digital technologies, expand market share, and strengthen customer partnerships across transit agencies, passenger rail operators, engineering firms, and prime contractors. The director oversees a sales team and serves as the primary executive interface between Wabtec and key customers across North America. The position reports to the Vice President, Passenger Rail and collaborates across sales, engineering, product management, finance, contracts, and customer support. The director leads commercial strategy, revenue growth, customer and market development, sales execution, team leadership, cross-functional coordination, and customer success. The role covers solutions including signaling systems, Positive Train Control (PTC), train dispatch systems, SCADA, passenger information systems, and wayside inspection technologies. The position is based at an HQ site or may be remote, with travel of up to 50%. The salary range is $164,900–$235,000. The salary offered may depend on factors such as training, transferable skills, work experience, education, business needs, market demands, and work location. Benefits include health, welfare, and retirement offerings; an annual bonus may also be available if eligible.

Requirements

Bachelor’s degree in Business Administration, Engineering, Computer Science, Transportation/Logistics, or a related discipline from an accredited university.
At least 10 years of commercial leadership experience in the rail industry, including sales, business development, product management, or account management.
Demonstrated experience selling complex technology, systems, or digital solutions in rail transportation or a related industry.
Proven success developing and executing growth strategies in project-based sales environments.
Ability to travel up to 50%.
Strong understanding of transit and passenger rail capital project environments.
Proven ability to lead teams, develop talent, and build high-performance sales organizations.
Strategic thinking combined with strong execution.
Exceptional relationship-building, stakeholder management, and influencing skills.
Expertise in consultative, solution-based selling in complex customer environments.
Strong business acumen and ability to navigate organizational, financial, and political dynamics within customer organizations.
Executive presence and outstanding communication, presentation, and negotiation skills.
Ability to lead through change and thrive in a dynamic, growth-oriented environment.
Deep understanding of rail technologies, digital transformation initiatives, and industry trends.

Nice To Haves

Master’s degree, MBA, or related advanced degree.
Experience working with passenger rail operators, transit agencies, engineering consultants, and EPC/prime contractors.
Knowledge of rail signaling, PTC, dispatch, SCADA, passenger information, and digital rail technologies.
Extensive professional network across the passenger rail industry.
Passion for continuous learning, collaboration, innovation, and commercial excellence.

Responsibilities

Lead commercial strategy and revenue growth for Wabtec’s Digital Intelligence solutions across the North American passenger rail market.
Develop and execute market growth strategies to expand Wabtec’s presence with transit agencies and prime contractors.
Identify and develop new business opportunities and expand existing customer relationships.
Drive profitable growth through strategic account planning, opportunity development, and disciplined pipeline management.
Build and maintain influential relationships with executives and operations leaders at customer and partner organizations.
Develop account strategies that align customer business objectives with Wabtec’s technology and digital solutions.
Expand Wabtec’s footprint in signaling systems, PTC, train dispatch systems, SCADA solutions, passenger information systems, and wayside inspection technologies.
Understand customers’ operational challenges and provide outcome-based solutions as a trusted advisor.
Lead, coach, and develop a high-performing sales team.
Promote a consultative sales approach to address complex customer business and operational challenges.
Lead opportunity reviews, capture planning, bid strategies, and proposal development.
Meet annual sales targets, growth objectives, and key performance metrics.
Collaborate with Commercial Operations, Product Management, Engineering, Finance, Contracts, and Customer Support to deliver integrated customer solutions.
Align internal resources around strategic customer initiatives and growth opportunities.
Coordinate communication throughout the sales lifecycle, from opportunity identification through project execution.
Establish customer satisfaction objectives and oversee improvement plans.
Maintain long-term customer relationships through proactive engagement and successful project outcomes.
Serve as executive sponsor for strategic customer accounts and major opportunities.