Vp Sales

Position Summary

Reporting to the CEO, the VP of Sales will be the catalyst for IWT's transformation from hardware-centric offerings to a recurring-revenue model, while driving toward the company's bold goal of doubling revenue through a blend of organic expansion, strategic M&A, and scaling of SaaS offerings.

Key Responsibilities

• Revenue Strategy & Growth Leadership
• 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

Lead the shift toward recurring revenue by building out IWT's SaaS-based services (e.g., maintenance analytics, compliance reporting, remote monitoring) as seen in IWT Analytics offerings.

• Organic vs. Inorganic Expansion

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. These alliances should be structured 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.Qualifications & Experience

• Execution & Integration
• Forge High-Impact Strategic Partnerships
• Performance Analytics & Forecasting
• 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 required. Minimum requirement - Bachelor's in Business Management. Sandler or similar "value" based sales training. MBA highly desirable.
• Frequent travel required.