Vice President of Sales

Top Hat Engineering Corp • St. Petersburg, FL

8d

About The Position

Top Hat Engineering is seeking a hands-on, results-driven Vice President of Sales with experience in advanced warehouse automation to lead sales strategy, build a high-performing sales organization, and drive profitable growth across automation solutions and ClarityWOS software. The role involves developing enterprise relationships, closing complex opportunities, and establishing a disciplined, repeatable sales process. The VP of Sales works directly with the CEO and collaborates with engineering, software, operations, and finance to develop solutions with measurable business value. The role balances large capital projects with recurring software revenue while aligning customer commitments with delivery capabilities and financial objectives.

The position is based anywhere within the United States and requires travel up to 50% nationally or internationally as business needs require. The role offers a competitive base salary, uncapped variable pay, and benefits tailored to senior professionals.

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.
• Proven track record of leading sales teams and achieving revenue and bookings targets.
• Proven track record of retaining and growing high-value accounts, including six-, seven-, or eight-figure ARR accounts, through complex sales cycles involving multiple stakeholders.
• Deep understanding of material handling systems, advanced automation, software, labor applications, inventory management challenges, and how technology solves 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, develop 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.

Nice To Haves

• Experience in SaaS, supply chain, or enterprise software.

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.
• Develop account strategies that connect customer operational challenges to financial and performance outcomes.
• Partner with executive leadership to establish annual sales plans, budgets, and growth priorities.
• Lead strategic opportunities from discovery through proposal, negotiation, and contract execution.
• Build relationships with executives and leaders in supply chain, distribution, operations, IT, engineering, and procurement.
• Lead consultative sales discussions about labor productivity, throughput, capacity, service levels, and return on investment.
• Develop opportunities to expand ClarityWOS and automation solutions across customer 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.
• Build a culture of accountability, collaboration, preparation, and consistent follow-through.
• Remain 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 covering 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 productive 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 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