Director of SaaS Sales

What We Are Looking For

We are seeking a Director of SaaS Sales to lead the end-to-end sales cycle for our cloud-based data platform. This role is central to driving subscription revenue growth, expanding platform adoption, and establishing a repeatable SaaS go-to-market motion. The ideal candidate combines technical fluency with disciplined sales execution, enabling them to position our platform’s value, engage engineering-driven customers, and build long-term recurring revenue partnerships.

You will collaborate closely with engineering, product, marketing, and customer success to ensure customers realize value quickly and scale successfully.

Key Responsibilities

• Sales Strategy and Execution
• Develop and execute a SaaS-focused sales strategy to meet or exceed quarterly and annual ARR targets.
• Build and maintain a healthy pipeline aligned with ICPs, target verticals, and forecast accuracy expectations.
• Lead pipeline, forecast, and deal review sessions to ensure disciplined progression and risk mitigation.
• Own the complete sales lifecycle: prospecting, qualification, technical discovery, value positioning, proposal development, commercial negotiation, and close.
• Customer Engagement
• Conduct platform demonstrations, technical discussions, and ROI/value presentations tailored to engineering-centric audiences.
• Establish trusted advisor relationships by understanding customer workflows, data challenges, and operational objectives.
• Partner with Customer Success to ensure customers achieve time-to-value benchmarks and successfully expand usage.
• Revenue Growth and Retention
• Drive land-and-expand motions, uncover cross-sell and upsell opportunities, and support multi-year subscription renewals.
• Maintain strong NRR performance by managing stakeholder alignment, platform adoption, and account growth strategies.
• Ensure contract terms balance customer value with scalable, margin-conscious SaaS economics.
• Cross-Functional Collaboration
• Provide actionable market, customer, and competitive feedback to product and engineering teams to influence roadmap decisions.
• Work with product and marketing to refine platform positioning, produce sales collateral, and participate in industry events.
• Support pricing strategy refinement, sales playbook development, and continuous improvement of the SaaS GTM engine.
  

Qualifications

• 10 years of B2B sales experience in technology solutions, engineering, or similar fields.
• Proven success selling technical products or platforms, ideally involving data acquisition, IoT, instrumentation, or analytics.
• Experience managing long sales cycles and working with technical stakeholders (engineers, scientists, integrators, IT).
• Strong understanding of engineering workflows, data systems, or hardware–software integrations.
• Excellent communication and presentation skills, with the ability to explain complex solutions clearly.
• Willing to travel 50% for client outreach and conferences.
  
  

Preferred Qualifications

• Bachelor’s degree in engineering, computer science, or business administration.
• Experience with industrial data platforms, measurement systems, edge/IoT devices, or cloud data environments.
• Knowledge of relevant industries (civil/structural, energy, aerospace, manufacturing, test & measurement, R&D labs, etc.).
  
  

Benefits And Compensation

Starting Salary: $140,000 - $160,000 per year, dependent on experience. Total compensation for this role will include a commission-based structure.

We offer a comprehensive, industry-leading compensation and benefits package designed to support your personal and professional well-being:

• Paid time off and paid holidays
• 401(k) with company match: 100% match on contributions up to 3%, plus 50% match on contributions up to 5%
• Competitive medical insurance coverage with generous employer contributions
• Health Savings Account (HSA) with employer funding
• Company-paid life, AD&D, and disability insurance
• Optional dental, vision, hospital, critical illness, accident, and pet insurance
• Employee Assistance Program (EAP)
  
  

BDI provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.