Vice President of Sales

Top Hat Engineering Corp • St. Petersburg, FL

2d

About The Position

Top Hat Engineering is seeking a highly motivated, results-driven Vice President of Sales with a background in advanced warehouse automation. This hands-on executive leader will own the company’s sales strategy, build and develop a high-performing sales organization, and drive profitable growth across automation solutions and ClarityWOS software. The role balances large capital projects with recurring software revenue while ensuring customer commitments align with delivery capabilities and financial objectives.

The VP of Sales will develop enterprise relationships, personally lead complex opportunities from discovery through negotiation and contract execution, and establish a disciplined, repeatable sales process. The position works directly with the CEO and collaborates with engineering, software, operations, finance, and marketing. The role may be based anywhere in the United States and requires travel nationally or internationally as business needs require.

Requirements

• Bachelor’s degree in Engineering (Mechanical or CS), Business Management, or a related field.
• 15+ years in account management, customer success, or sales roles, preferably in SaaS, supply chain, or enterprise software.
• Proven track record of leading sales teams and achieving revenue and bookings targets.
• Proven ability to retain and grow high-value accounts (six-, seven-, or eight-figure ARR) through complex sales cycles involving multiple stakeholders and extended timelines.
• Deep understanding of material handling systems, advanced automation, software, labor applications, inventory management challenges, and how technology addresses them.
• Strong understanding of warehouse and distribution operations and the business case for automation.
• Ability to develop ROI-based proposals and negotiate commercially sound agreements.
• Ability to engage C-suite, IT, and operations leaders with executive presence and strategic insights.
• Ability to diagnose client pain points, build ROI-driven business cases, and deliver tailored solutions.
• Proficiency with CRM tools, Microsoft Suite, and collaboration platforms such as Slack and Teams.
• Willingness to travel up to 50% nationally or internationally as business needs require.
• Ability to safely lift, carry, push, and pull objects weighing 40+ pounds.
• Ability to stand and walk for extended periods, including throughout full work shifts.
• Ability to follow safety procedures, wear required personal protective equipment, and maintain a clean and organized work area.
• Reliable attendance and punctuality, including flexibility to work extended hours, overtime, or varying shifts when required.

Responsibilities

• Develop and execute sales strategy across systems integration, automation, controls, and ClarityWOS.
• Own bookings targets, recurring revenue growth, pipeline development, and sales forecasting.
• Identify priority markets, target accounts, and expansion opportunities within existing customers.
• Establish account strategies that connect customer operational challenges to measurable financial and performance outcomes.
• Partner with executive leadership to establish annual sales plans, budgets, and growth priorities.
• Personally lead strategic sales opportunities from initial discovery through proposal, negotiation, and contract execution.
• Build relationships with executives and leaders across supply chain, distribution, operations, IT, engineering, and procurement.
• Guide consultative sales discussions on labor productivity, throughput, capacity, service levels, and return on investment.
• Develop opportunities to expand ClarityWOS and automation solutions across customers’ facility networks.
• Represent Top Hat Engineering at customer meetings, trade shows, industry events, and partner engagements.
• Recruit, coach, and retain a sales team capable of selling complex technical solutions.
• Set expectations for prospecting, qualification, account planning, opportunity management, and performance.
• Develop compensation and incentive recommendations that reward profitable growth and long-term customer value.
• Create a culture of accountability, collaboration, preparation, and consistent follow-through.
• Stay actively involved in key deals while developing the team’s ability to execute independently.
• Maintain accurate CRM records, opportunity stages, forecasts, and account plans.
• Establish qualification standards assessing customer need, budget, decision process, timing, and solution fit.
• Lead regular pipeline reviews and communicate risks, next steps, and resource needs.
• Partner with engineering and operations to develop achievable scopes, estimates, schedules, and proposals.
• Work with finance and executive leadership on pricing, margins, payment terms, and commercial negotiations.
• Ensure thorough sales-to-delivery handoffs, including scope, assumptions, exclusions, and customer commitments.
• Develop relationships with OEMs, technology providers, consultants, and channel partners.
• Partner with marketing to improve lead generation, messaging, campaigns, and sales materials.
• Communicate customer feedback and competitive insights to inform product development and positioning.
• Articulate the value of Top Hat’s combined software, engineering, and automation capabilities.

Benefits

• Competitive base salary plus uncapped variable pay.
• Benefits tailored to senior professionals.
• Opportunities to advance into leadership roles or specialize in enterprise or strategic accounts.

What This Job Offers

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