Vice President of Sales

About This Role

This executive leadership role is pivotal for transforming the company from hardware-centric offerings to a recurring-revenue model, with a bold goal of doubling revenue through organic expansion, strategic M&A, and scaling SaaS offerings. Reporting to the CEO, the Vice President of Sales will drive revenue strategy and growth across existing and new verticals.

Responsibilities

• Develop and execute tailored revenue strategies across existing and new verticals that capitalize on IWT’s technology, channels and strengths in connectivity solutions
• Accelerate SaaS transformation by leading the shift toward recurring revenue, building out IWT’s SaaS-based services (e.g., maintenance analytics, compliance reporting, remote monitoring) as seen in IWT Analytics offerings
• Fuel revenue growth organically via SaaS and expanded service lines, and inorganically through evaluating, acquiring, and integrating complementary businesses or technologies which accelerate IWT’s market reach and revenue mix (HW/SW/Services)
• Facilitate cross-functional alignment among sales, services, engineering, and product development to ensure scalable SaaS delivery and market penetration
• Develop and facilitate strategic integration of M&A targets post-acquisition to create Triple Plays (1+1=3)
• Identify, cultivate, and manage partnerships with complementary industry leaders—including IoT platform providers, cloud analytics firms, and equipment manufacturers—to enhance IWT’s SaaS, analytics, and managed services offerings
• Structure alliances as formal collaborations with shared investment in go-to-market efforts, joint sales initiatives, and integrated analytics solutions, designed to expand market reach, accelerate SaaS adoption, and provide enhanced value to clients
• Implement and monitor KPIs—such as ARR, SaaS penetration, pipeline velocity, average deal size, and M&A ROI—to guide strategy and inform real-time decision-making

Requirements

• Proven executive leadership in B2B sales involving purpose-built infrastructure or engineering-heavy solutions, preferably in industrial, defense, or mining sectors
• Demonstrated success transitioning companies from hardware-led to SaaS-led revenue models, with deep understanding of what it takes to build, support, and scale subscription services
• Experience in evaluating, executing, and integrating M&A opportunities that reinforce SaaS and services growth
• Strategic thinking matched with strong analytical acumen for forecasting and financial modeling
• Excellent communicator—skilled at articulating SaaS value, M&A rationale, and growth vision to internal stakeholders, board members, and external partners
• Minimum of 15 years in Technical or Wireless industry product/software Sales and Marketing
• Bachelor’s in Business Management