Global Director, Sales - Government Revenue Solutions

Crane Authentication (NXT)•Dubai, DUB

About The Position

The Global Director, Sales - Government Revenue Solutions leads Crane Authentication’s global Government Revenue Solutions (GRS) sales organization and is accountable for accelerating profitable growth across tax stamps, excise control, secure track-and-trace, and related government revenue protection programs. The role provides senior global leadership across account management and business development, protecting and expanding existing government programs while driving new-market development, strategic opportunity creation, disciplined pipeline conversion, and growth through government agencies, industry stakeholders, partners, and integrators. The position sets global sales strategy and leads globally dispersed sales, account management, and business development teams. It owns pipeline governance and sales cadence, develops strategic account and partner plans, and leads executive-level commercial engagement for priority opportunities. The role also identifies markets and use cases, shapes customer requirements and tenders, develops routes to market, and represents Crane Authentication in relevant industry and government forums. Working with Product, Technology, Commercial, and Operations leaders, the role provides market insight to inform product roadmaps, pricing, investment priorities, and go-to-market strategy. It supports commercial launch readiness and positions physical and digital tax stamps, secure identifiers, authentication, traceability, enforcement, data reporting, and program services. The work environment includes office and remote work. The role is sedentary and may require up to 40% domestic and international travel; a valid passport is required for international travel.

Requirements

Bachelor’s degree in Business Administration, Commerce, Sales, Marketing, or a related discipline.
10–15+ years of senior enterprise, government, or public-sector sales leadership experience in government revenue solutions, tax stamps, excise control, secure track-and-trace, anti-counterfeiting, authentication, or related regulated technology markets.
Proven success selling to government agencies, ministries of finance, tax authorities, customs agencies, enforcement bodies, public-sector bodies, or complex regulated markets.
Experience with physical and digital tax stamps, excise compliance programs, secure identifiers, authentication technologies, serialization, product traceability, track-and-trace platforms, and field enforcement solutions.
Strong understanding of revenue agency workflows, excise tax collection, customs enforcement, regulated product supply chains, government procurement, and public-sector program implementation.
Demonstrated ability to close multi-million-dollar opportunities and lead complex, multi-year sales cycles involving senior government stakeholders, industry participants, partners, technical decision-makers, and implementation teams.
Existing relationships with tax authorities, customs agencies, public-sector integrators, secure printing partners, industry associations, and government contract vehicles or framework agreements.
Significant experience leading globally dispersed sales, account management, and business development teams through growth, transformation, and disciplined execution.
Proven track record of expanding existing accounts, winning new business, opening new markets, and accelerating profitable revenue growth in complex global sales environments.
Experience developing account plans, territory strategies, partner strategies, tender strategies, and market-entry plans that produce measurable commercial outcomes.
Experience partnering with product, marketing, technology, implementation, and operations teams to shape go-to-market strategy, strengthen commercial execution, and support program delivery.
Fluent in English; proficient in CRM systems, preferably Salesforce, and the MS Office Suite.
Must possess a valid passport for international travel.
Able to sit at a desk and use a computer for extended periods.

Nice To Haves

An advanced degree, such as an MBA.
Experience with excisable goods programs involving tobacco, alcohol, beverages, pharmaceuticals, fuels, or other regulated products.
Background in secure printing, digital traceability, authentication, anti-counterfeiting, fraud prevention, revenue mobilization, or compliance technology ecosystems.
Sales leadership, strategic selling, or consultative sales certifications, such as Miller Heiman, Challenger, or Strategic Selling.
Languages other than English.

Responsibilities

Set and execute the global GRS sales strategy, with accountability for revenue growth, market expansion, new business acquisition, and growth within existing strategic government programs.
Lead, develop, and hold globally dispersed GRS sales, account management, and business development teams accountable for performance and commercial discipline.
Own the global GRS pipeline and sales cadence, including prospecting, qualification, account planning, forecasting, opportunity strategy, and conversion of priority opportunities.
Identify emerging markets, adjacent revenue streams, and new use cases, and turn market intelligence into prioritized growth plans and commercial action.
Shape government requirements, partner solution designs, tender specifications, and market standards to position GRS capabilities early in the buying cycle.
Lead executive-level commercial engagement for strategic opportunities, including stakeholder mapping, partner alignment, bid positioning, value proposition development, and negotiation support.
Establish global account plans for strategic customers and partners, covering relationship strategy, retention, renewal risk, share-of-wallet growth, cross-selling, and measurable commercial outcomes.
Build senior relationships with government agencies, industry stakeholders, secure document providers, system integrators, and other government revenue ecosystem influencers.
Create and scale routes to market, including direct government engagement, partner-led opportunities, component-supplier models, consortium participation, and co-selling arrangements.
Maintain executive visibility into program performance, customer satisfaction, margin health, contract risk, renewal opportunities, and expansion potential.
Lead global sales reviews, pipeline governance, account reviews, business development reporting, and performance updates for senior leadership.
Represent Crane Authentication at senior industry forums, partner meetings, and relevant tax, customs, excise, revenue protection, and track-and-trace events.
Provide market, customer, and partner insight to shape the GRS product roadmap, value proposition, investment priorities, pricing strategy, and go-to-market approach.
Partner with Product, Technology, Commercial, and Operations leaders to ensure GRS solutions are competitive, scalable, commercially attractive, compliant, and aligned with customer and market needs.
Oversee value-selling narratives and commercial positioning for GRS offerings, including physical and digital tax stamps, secure identifiers, authentication, track-and-trace, enforcement tools, data reporting, and program services.
Monitor competitor activity, market trends, regulatory developments, tender activity, and partner movements across relevant markets.
Define priority customer segments, geographies, and routes to market for GRS.
Translate customer, partner, and market insight into recommendations for product enhancements, pricing, commercial models, sales enablement, implementation models, and solution packaging.
Lead commercial launch readiness for new GRS capabilities, ensuring sales teams have messaging, proof points, partner strategy, target accounts, and pipeline priorities.