Job Description
The Director, Vaux Sales is responsible for leading and scaling the Vaux enterprise sales organization and driving revenue growth across the Vaux Technology Suite. This position oversees enterprise sales execution, pipeline development, forecasting accuracy, and strategic opportunity management across target industries. The Director, Vaux Sales leads a team of consultative Enterprise Sales Executives focused on complex, operationally driven sales cycles involving warehouse automation, material handling transformation, and industrial technology solutions. This position requires strong sales leadership, enterprise deal coaching, operational business acumen, and the ability to drive disciplined sales execution across long-cycle enterprise opportunities. The Director, Vaux Sales works closely with Solutions Engineering, Customer Success, and Brand Integration/Marketing leadership to ensure strong cross-functional alignment throughout the customer lifecycle.
The Director, Vaux Sales is responsible for leading and scaling the Vaux enterprise sales organization and driving revenue growth across the Vaux Technology Suite. This position oversees enterprise sales execution, pipeline development, forecasting accuracy, and strategic opportunity management across target industries. The Director, Vaux Sales leads a team of consultative Enterprise Sales Executives focused on complex, operationally driven sales cycles involving warehouse automation, material handling transformation, and industrial technology solutions. This position requires strong sales leadership, enterprise deal coaching, operational business acumen, and the ability to drive disciplined sales execution across long-cycle enterprise opportunities. The Director, Vaux Sales works closely with Solutions Engineering, Customer Success, and Brand Integration/Marketing leadership to ensure strong cross-functional alignment throughout the customer lifecycle.
Responsibilities
- Lead, coach, and develop a high-performing enterprise sales team focused on consultative, value-based selling.
- Recruit, onboard, and retain top enterprise sales talent aligned to the Vaux commercial strategy.
- Establish a culture of accountability, operational discipline, and customer-centric selling.
- Coach sellers through strategic discovery, executive engagement, operational value selling, negotiation, and enterprise expansion planning.
- Conduct regular pipeline reviews, forecast reviews, and opportunity inspections.
- Own enterprise sales pipeline performance, forecasting accuracy, and revenue attainment.
- Drive territory planning, account prioritization, and pipeline generation activities.
- Ensure opportunities progress appropriately through the Vaux sales stages.
- Improve sales velocity, conversion rates, and expansion performance across the pipeline.
- Maintain disciplined Salesforce management and reporting standards.
- Support Enterprise Sales Executives on strategic customer opportunities and complex enterprise engagements.
- Serve as executive sales sponsor for key accounts, pilots, and high-value commercial negotiations.
- Assist in development of customer business cases, ROI frameworks, and operational value propositions.
- Help teams navigate multi-stakeholder enterprise sales cycles.
- Partner with internal stakeholders to remove blockers and accelerate deal progression.
- Represent Vaux at customer meetings, industry events, trade shows, and strategic engagements.
- Support development of strategic account plans and enterprise expansion opportunities across target verticals.
- Other duties and projects, as assigned.
Requirements
Education:
- Bachelor's Degree in Business, Supply Chain, Operations, Marketing, or related field, preferred
- Equivalent experience may also be considered in lieu of education.
- 5 years of people leadership experience in a sales or commercial function.
- 5 years of B2B sales experience, preferably in warehouse automation, robotics, intralogistics, material handling equipment, industrial technology, supply chain technology, WMS/warehouse software, operational technology, or complex industrial solutions.
- Proficient in Microsoft Office Suite, Atlassian Suite, Salesforce, or similar CRM platforms.
- Excellent verbal and written communication skills.
- Commitment to exceptional customer service.
- Communicating for Impact
- Customer Focus
- Decision Making and Critical Thinking
- Developing Others
- Prioritization and Planning
- Results Orientation
- Self-Management
- Strategic Thinking
Other Details
Work Hours:
- Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload.
- Occasional (25%-50%) To customer sites, industry events, and internal meetings.
- This is a salary position paid biweekly.
- Variable compensation is included.
In accordance with the Equal Pay Transparency information, the base pay range for this position is $109,000 – $136,000, will fluctuate based on location and experience. Subject to a market adjustment based on nationwide location.
Applicants must be currently authorized to work in the United States and the employer will not sponsor applicants for work visas for this position.
About Us
ArcBest Technologies, ArcBest's tech and innovation team, provides custom-built solutions and leading-edge technologies that help our customers successfully navigate the complex supply chain landscape. The team is made up of highly engaged, creative tech and analytics professionals who create smart solutions that help keep the global supply chain moving.
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