Senior Sales Specialist
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Job Description
Senior sales specialist accelerating Industrial Scientific’s connected gas-detection and iNet subscription growth across North America. Coaching regional sellers and leading complex enterprise opportunities.
Responsibilities:
- Define and execute sales strategies to expand adoption of the iNet as-a-service offering across priority accounts, verticals, and regions
- Lead strategic iNet pursuits from opportunity identification through close, emphasizing recurring revenue, customer value, and long-term retention
- Partner with regional sellers to identify target accounts, qualify customer needs, and build business cases for iNet adoption
- Serve as the subject matter expert and top-level seller for complex iNet opportunities requiring executive engagement, solution configuration, or cross-functional coordination
- Lead consultative customer discovery and deliver presentations, proposals, and commercial narratives
- Support negotiation strategy and deal progression for high-impact opportunities
- Coach and mentor regional sellers across North America and conduct field coaching, deal reviews, and opportunity strategy sessions
- Build selling tools, talk tracks, playbooks, and best-practice examples
- Drive pipeline creation and acceleration with sales, marketing, customer success, and regional sales leaders
- Establish opportunity qualification, stage progression, value articulation, and forecast standards
- Use CRM, analytics, and leading indicators to assess pipeline quality and risks
- Provide commercial leadership with insights on growth performance, adoption trends, and scaling barriers
- Partner with Sales, Marketing, Customer Success, Product, Finance, and Operations on strategy, pricing, onboarding, and retention
- Translate customer and seller feedback into improvements in messaging, process, enablement, and product-market fit
- Apply Fortive Business System principles and lead or support kaizen activities
- Establish operating rhythms and performance reviews tied to growth metrics and continuous improvement
- Model data-driven decision-making, disciplined commercial execution, and customer-centered selling
Requirements:
- 10+ years of experience in enterprise sales, solution selling, business development, or subscription/as-a-service commercial models
- Proven track record selling complex B2B solutions and driving recurring revenue growth across a matrixed sales organization
- Strong ability to coach, influence, and enable regional sellers without direct reporting authority
- Excellent customer discovery, executive communication, business-case development, and value-selling capability
- Strong analytical and CRM-driven approach to pipeline management, forecasting, and commercial execution
- Experience selling connected safety, industrial technology, SaaS, managed services, or equipment-as-a-service offerings
- Familiarity with Salesforce, commercial analytics, AI-enabled seller tools, and structured sales methodologies
- Experience working across North America with regional sales teams, channel partners, and enterprise customers
- Ability to translate technical solution capabilities into clear executive-level business value
- MBA or equivalent advanced business experience (preferred)
Benefits:
- Inclusive culture and limitless learning and growth
- Equal opportunity employer
- Reasonable accommodations for applicants with disabilities
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