Digital Sales Director

Smiths Group • Edgewood, MD

9d

About The Position

The Digital Sales Director drives recurring digital revenue 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 accelerate digital transformation and software adoption. The role serves as the regional digital sales specialist, leading opportunity generation, customer engagement, and commercial execution while contributing to scalable sales methods, market strategies, and digital growth initiatives.

The position owns assigned annual recurring revenue (ARR) and digital sales targets, including net-new digital and SaaS revenue growth. It leads end-to-end sales of solutions such as the ELECTORA platform, iCMORE AI-enabled algorithms, Cloud Products & CRE, and cybersecurity offerings, both independently and alongside core detection equipment. The role prioritizes strategic aviation accounts while supporting expansion across Ports & Borders, Urban Security, and other target markets.

The Digital Sales Director develops regional growth plans; builds relationships with customer decision-makers, influencers, and executives; and leads outcome-focused discussions about operational improvements, efficiency, compliance, and risk reduction. The role works with technical and commercial colleagues on solution development, complex bids, tenders, business cases, pricing, and negotiations. It also manages pipeline, forecasts, and ARR reporting; monitors market and technology developments; contributes to sales methodologies and use cases; supports future colleagues’ onboarding and enablement; and ensures commercial activity complies with company policies, ethical standards, regulations, and governance processes.

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 & Borders, defence, or another regulated, critical-infrastructure sector.
• Comfort selling a newer, evolving product line and helping shape its pitch and playbook as the offer matures.
• Confident engagement with technical, commercial, and C-level stakeholders using an outcome-led pitch.
• Disciplined pipeline and forecast management, with fluency in CRM tools such as Salesforce.
• Ability to operate 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 multiple 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 skills, planning, prioritization, and pipeline-management capability.
• Resilience, self-motivation, and accountability.
• Ability to work independently and collaborate effectively across global teams.
• Strong relationship-building and customer-engagement skills.
• Strong understanding of digital/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 with executives and procurement stakeholders.
• 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.

Responsibilities

• Own and deliver assigned annual recurring revenue (ARR) and digital sales targets, 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 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 attach opportunities and strengthen 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 gains, 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.
• Apply financial and commercial expertise to business cases, opportunity qualification, pricing discussions, contract negotiations, and recurring revenue growth.
• Maintain accurate forecasting, pipeline management, and ARR reporting through CRM systems and governance processes.
• Support the prospect-to-bid process and provide inputs needed to obtain approval to bid under 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 across 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 for future digital sales colleagues and contribute to regional digital sales capability growth.
• Conduct commercial activities in accordance with company policies, ethical standards, regulatory requirements, and governance processes.

Benefits

• Career growth opportunities locally and globally.
• Training and development opportunities.
• Inclusive environment with strong leadership and a focus on safety and wellbeing.
• 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