Director, Sales

Transit Technologies

7h•Remote

About The Position

Ecolane is seeking a Director of Sales to lead its sales organization and drive growth within government, and public sector markets. This role owns sales strategy and execution, leads a distributed sales team, and builds scalable processes designed for long, complex, procurement-driven enterprise sales cycles. This is a highly visible leadership role requiring deep comfort operating in public-sector environments, where trust-based selling, multi-stakeholder alignment, and formal procurement processes are critical to success. The Director of Sales will partner closely with Product, Marketing, Client Support, Finance, and Executive Leadership to ensure go-to-market strategy aligns with customer realities and regulatory constraints.

Requirements

7+ years of progressive sales leadership experience in enterprise SaaS, with significant focus on government, public-sector, education, or highly regulated markets.
Demonstrated success selling enterprise software into public-sector organizations, including experience with formal procurement processes and long sales cycles.
Proven ability to consistently meet or exceed revenue targets.
Experience building and scaling high-performing sales teams in distributed environments.
Strong strategic mindset paired with hands-on execution capability.
Exceptional communication, negotiation, and executive-level presentation skills.
Ability to collaborate cross-functionally and influence without authority.
A mission-driven, growth-oriented leadership style aligned with Ecolane’s culture.

Responsibilities

Develop and execute a comprehensive sales strategy focused on government, public-sector, education, and regulated transportation markets.
Identify and prioritize target agencies, districts, cooperatives, and regional opportunities aligned with Ecolane’s growth objectives.
Partner with the Vice President of Sales and executive team on revenue planning, forecasting, and long-term go-to-market strategy.
Serve as a senior sales leader within the Transit Technologies ecosystem, representing Ecolane’s role and value.
Build, lead, and mentor a geographically distributed sales team across North America.
Establish clear performance expectations, coaching rhythms, and accountability standards aligned with enterprise and public-sector selling.
Define and manage activity expectations, including specific goals for prospecting activity, pipeline creation, client meetings, and travel.
Implement disciplined activity management practices to drive consistent pipeline generation and sales execution.
Recruit and develop sales leaders and individual contributors with proven success in complex, procurement-driven environments.
Foster a disciplined, customer-centric sales culture focused on long-term partnerships over transactional wins.
Lead and oversee enterprise-level sales cycles involving public agencies, school districts, municipalities, and transportation authorities.
Navigate complex procurement processes including RFPs, RFIs, cooperative purchasing agreements, budget cycles, and multi-layer approvals.
Build trusted relationships with senior decision-makers, administrators, operations leaders, and technical stakeholders.
Partner closely with Client Support and Customer Success to ensure strong handoffs, renewals, and expansion opportunities.
Represent Ecolane with executive presence at customer meetings, industry events, and public-sector forums.
Own and deliver quarterly and annual revenue targets.
Implement disciplined pipeline management, forecasting, and reporting practices appropriate for long-cycle public-sector sales.
Use data and analytics to identify bottlenecks, improve deal velocity, and drive predictable outcomes.
Collaborate with business unit leadership on pricing strategy, contract structure, and deal governance within public procurement frameworks.
Maintain deep awareness of market trends, regulatory considerations, and competitive positioning.