Digital Sales Director

Smiths Group • Edgewood, MD

10d • $127,419 - $191,129

About The Position

The Digital Sales Director drives recurring digital revenue growth across an assigned region by selling software, SaaS, and cybersecurity solutions. Working with Key Account Managers, Market Sales teams, and the Digital Business Unit, the role identifies, develops, and converts opportunities that improve customer outcomes and advance digital transformation and software adoption.

As the regional digital sales specialist, the role leads opportunity generation, customer engagement, and commercial execution for digital solutions. It also contributes to scalable sales methodologies, market strategies, and digital growth initiatives. The position owns annual recurring revenue and digital sales targets, manages end-to-end sales of digital and SaaS offerings, develops customer relationships, supports complex bids and tenders, and maintains accurate forecasting and pipeline reporting. The role prioritizes strategic aviation accounts while supporting growth in Ports & Borders, Urban Security, and other target markets. It operates in a matrixed structure and requires regional travel.

Requirements

• Bachelor’s degree or equivalent experience in business, sales, marketing, technology, or a related field.
• Proven B2B software or SaaS sales track record, ideally in aviation, ports and borders, defense, or another regulated, critical-infrastructure sector.
• Comfort selling an evolving product line and helping shape its pitch and playbook.
• Confidently engage technical, commercial, and C-level stakeholders with an outcome-led pitch.
• Disciplined pipeline and forecast management and fluency with CRM tools such as Salesforce.
• Comfort operating in a newly formed, matrixed structure with both a market line manager and a functional Digital Business Unit relationship.
• Excellent communication, presentation, and stakeholder management skills.
• Strong negotiation and influencing skills across organizational levels.
• Consultative, value-based, outcome-focused sales approach and a hunting mindset.
• Ability to translate technical concepts into clear business value propositions.
• Strong analytical and strategic thinking, planning, prioritization, and pipeline management skills.
• Resilience, self-motivation, accountability, and ability to work independently while collaborating across global teams.
• Strong relationship-building and customer engagement skills.
• Strong understanding of digital and IT technology, procurement processes, and industry regulations.
• Strong financial and commercial acumen, including developing business cases, evaluating ROI, understanding recurring revenue models, and conducting value-based commercial discussions.
• Willingness to travel within the region.

Nice To Haves

• Experience selling software attached to a hardware or equipment sale.
• Experience selling software and digital solutions integrated with hardware or equipment solutions.
• Knowledge of cybersecurity, cloud solutions, AI-enabled applications, or digital transformation programs.
• Experience participating in government procurement and tender processes.
• Exposure to selling to customers in aviation, Ports & Borders, and Urban Security market segments.

Responsibilities

• Deliver assigned annual recurring revenue (ARR) and digital sales targets within the designated territory, including net-new digital and SaaS revenue growth.
• Own end-to-end sales of digital and SaaS propositions, including the ELECTORA platform, iCMORE AI-enabled algorithms, Cloud Products & CRE, and cybersecurity solutions, as standalone offerings or attached to core detection equipment.
• Identify, qualify, and pursue software and digital opportunities across the installed base, new business prospects, and upcoming tenders.
• Develop and execute regional digital growth plans aligned with commercial objectives and Digital Business Unit priorities.
• Partner with Key Account Managers and Market Sales Directors to maximize software attachment opportunities and complement core equipment relationships.
• Build and maintain relationships with customer decision-makers, influencers, and executive stakeholders.
• Lead customer discussions focused on business outcomes, operational improvements, efficiency, compliance, and risk reduction.
• Collaborate with technical pre-sales engineers, solution architects, integration engineers, and digital subject matter experts to develop solutions, scope requirements, and support complex bids and tender responses.
• Support business case development, opportunity qualification, pricing discussions, contract negotiations, and recurring revenue growth using strong financial and commercial judgment.
• Maintain accurate forecasting, pipeline management, and ARR reporting through CRM systems and governance processes.
• Collaborate with prospects during the bid process and provide inputs required for approval to bid through Smiths Detection’s DOA.
• Monitor market trends, customer requirements, competitive developments, and emerging technologies to identify growth opportunities and support portfolio development.
• Prioritize strategic aviation accounts while expanding digital solutions in Ports & Borders, Urban Security, and other target market segments.
• Contribute to digital sales methodologies, customer use cases, and best practices to strengthen regional capability and execution.
• Support onboarding and enablement of future digital sales colleagues and contribute to regional digital sales capability growth.
• Ensure commercial activities comply with company policies, ethical standards, regulatory requirements, and governance processes.

Benefits

• Training and opportunities for career growth locally and globally.
• Flexible choice of benefits to suit lifestyle, with health, wellbeing, financial, and lifestyle support for employees and their families.
• Competitive Business Profit Plan.
• Medical insurance.
• Dental insurance.
• Vision insurance.
• 401(k) with company match.
• Paid time off.
• Other benefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Director