Role Description The Sales team is the driving force behind revenue at Tractian, generating new opportunities, acquiring top-tier customers like Hyundai, Bosch, and Kraft Heinz, and strengthening relationships with our current accounts. As a Sales Director, Enterprise at TRACTIAN, you will own enterprise revenue growth by defining strategy, scaling leadership, and driving predictable outcomes across complex, high-value accounts. - Lead and develop senior Account Executives and sales leaders. - Define enterprise account and territory strategy. - Maintain rigorous forecasting discipline. - Expand Tractian’s presence within large, multi-site industrial organizations. - Drive adoption of our maintenance and reliability platform at scale. Qualifications - 3+ years of experience leading enterprise sales leaders and senior quota-carrying Account Executives in complex, long-cycle sales environments. - 6+ years of consistent quota-carrying experience selling complex B2B or industrial solutions into large, enterprise-scale organizations. - Proven ability to close and expand high-value, multi-year enterprise deals involving multiple stakeholders, buying committees, and approval layers. - Engineering background or deep experience selling into large industrial, manufacturing, or asset-intensive enterprises. - Strong command of enterprise sales strategy, including account-based selling, whitespace analysis, territory architecture, and long-range forecasting. - Fluency in CRM-driven enterprise sales management (HubSpot preferred), with exceptional forecasting accuracy and pipeline governance discipline. - Executive presence and advanced negotiation skills, with experience engaging C-suite and senior operational leadership. - Strategic, patient, and outcome-driven leader with a track record of scaling enterprise revenue and building durable, repeatable sales motions. Requirements - 3+ years of experience leading enterprise sales leaders and senior quota-carrying Account Executives in complex, long-cycle sales environments. - 6+ years of consistent quota-carrying experience selling complex B2B or industrial solutions into large, enterprise-scale organizations. - Proven ability to close and expand high-value, multi-year enterprise deals involving multiple stakeholders, buying committees, and approval layers. - Engineering background or deep experience selling into large industrial, manufacturing, or asset-intensive enterprises. - Strong command of enterprise sales strategy, including account-based selling, whitespace analysis, territory architecture, and long-range forecasting. - Fluency in CRM-driven enterprise sales management (HubSpot preferred), with exceptional forecasting accuracy and pipeline governance discipline. - Executive presence and advanced negotiation skills, with experience engaging C-suite and senior operational leadership. - Strategic, patient, and outcome-driven leader with a track record of scaling enterprise revenue and building durable, repeatable sales motions. Benefits - Competitive Salary - Premium Medical, Dental, and Vision Coverage - Paid Time Off (PTO): 15 Days - 401(k) Retirement Plan - Wellhub Membership - Access a wide range of gyms and training programs. - Sports Incentive - Receive a monthly bonus when you regularly participate in physical activities. - Long-Term Benefit - After four years of service, earn a fully funded trip anywhere in the world.

• Achieve current year sales targets and year-on-year growth plans by analyzing territory and customers to develop a specific region plan • Develop and maintain a diverse network of contacts within utility management and project teams, key Aclara partners, consultants, and other industry stakeholders • Identify and develop opportunities to grow business with new and existing customers • Analyze accounts within the assigned territory and develop actionable sales plans and long-term account engagement strategies to penetrate and grow the installed base of Aclara electric meters with new and existing customers • Serve as an expert on electric meters to relevantly and effectively represent our offerings cross-functionally within utility companies. • Assess competitor offerings and develop differentiated market approaches • Understand regional, state, and national dynamics within their region to promote Aclara as a market leader • Perform all activities in the sales cycle around the electric meter offer —generate leads, qualify opportunities, educate customers, quarterback proposal development, and lead sales meetings/presentations • Work closely and cross functionally with other Aclara and Hubbell sales resources within the territory • Maintain positive client relationships to ensure client satisfaction, account growth, new business acquisition, and customer loyalty through cross-selling and upselling • Consolidate and convey market intelligence, competitive feedback, customer requirements, and market direction to Aclara’s product management, partners and development teams to ensure a healthy and relevant product roadmap • Represent the company in a manner consistent with its core values and team-based approach.

• Own competitive intelligence and maintain deep, continuously updated profiles on competitors, digital entrants, pricing structures, positioning, sales motions, and retention tactics • Track market and regulatory signals by monitoring carrier rate changes, USPS filings, PRC proceedings, and surcharge cycles to identify shifts that create switching opportunities • Surface early competitive indicators by analyzing earnings calls, analyst reports, job postings, release notes, and customer reviews to detect strategic moves early • Build competitive narratives that reflect buyer decision drivers and documented customer outcomes • Run scenario planning to pressure test positioning and prepare sales for likely competitor moves • Build and prioritize a competitive takeaway pipeline by identifying vulnerable competitor accounts, scoring displacement probability, and directing sales effort toward high value targets • Partner with sales leadership to set quarterly takeaway goals and align prospecting strategy to intelligence • Advise on competitive pursuits by supporting deal strategy, positioning, objection handling, and stakeholder mapping • Run a structured win loss program that captures buyer decision drivers and competitive objections and synthesizes findings into quarterly reports that improve messaging and field tactics • Maintain competitive enablement tools including battle cards, playbooks, talk tracks, and pre call briefings, and embed content into training while measuring adoption and win rate impact • Drive cross functional impact by delivering briefings to leadership, shaping pricing and product decisions, and maintaining dashboards that track competitive performance • Create a structured intelligence feedback loop so insights from wins, losses, and at risk renewals continuously inform strategy

• Commercial responsibility and business management • Preparation of the annual business and profit plan for all service stations • Development, alignment and ownership of revenue, sales volume and cost budgets • Analysis of relevant KPIs to ensure target achievement • Operational excellence: ensuring safety and environmental standards • Promotion of a customer-focused sales culture • Responsibility for redesigning and optimizing service station shops • Oversight of floor plan implementation and merchandise presentation • Selection of suitable station partners and support for their development