Senior Director of Sales (Infrastructure)

Position SummarySenior Director of Sales (Infrastructure) will lead global revenue growth for our HD mapping software platform, with a strong emphasis on customers operating in road, traffic, and transportation infrastructure ecosystems. This includes digital infrastructure providers, road authorities, traffic operations centers, smart city programs, and asset management organizations. The role will be responsible for developing key partnerships and driving adoption of our mapping and geospatial intelligence solutions across infrastructure-centric markets. The VP of Sales (Infrastructure) will also ensure disciplined sales execution, strong customer relationships, effective risk management, and full compliance with corporate governance and ISO‑certified processes.Main Duties and ResponsibilitiesRevenue Strategy & Execution:Define and execute the global sales strategy aligned with company growth targets and market opportunities in transportation infrastructureDrive and execute sales initiatives that generate revenue growth across new and existing across new and existing infrastructure marketsUnderstand DMP NA’s product roadmap, simulation-first approach, and data capabilities to shape strategic sales conversations. Identify new revenue opportunities by monitoring market signals, R&D cycles, regulatory shifts, industry megatrends and customer pain points. Develop business justifications with quantitative, strategic, and emotional appeal. Drive new business development and expansion within government agencies, municipalities, infrastructure operators, and enterprise customersOwn the full sales lifecycle—from pipeline generation through deal closure and account growthDevelop deep expertise infrastructure-focused use cases such asRoad asset management and maintenanceTraffic operations and optimizationDigital twins for infrastructureSmart city planning and deployment Establish clear sales goals, strategy, and priorities aligned with company objectives, ensuring consistent execution across regions and markets and provide total support to DMP NA’s ISO-certified sales process. Lead pricing strategy, write statements of work (SOW), and negotiate commercial and legal terms. Provide market feedback to shape product direction and inform internal strategy. Represent DMP NA at industry events, trade shows, and customer briefings. Drive continuous improvement through kaizen initiatives and process enhancements. Customer EngagementEstablish executive-level relationships with key stakeholders including:Transportation agencies and road authoritiesUrban planners and smart city leadersInfrastructure technology partnersUtility sectorsTranslate complex customer needs into scalable software solutionsPre-Sales: Translate HD mapping capabilities into clear outcomes for road authorities, traffic operations, and smart city infrastructure (e.g., safety, efficiency, asset management)Guide early engagements to uncover infrastructure-specific pain points and ensure a consultative, solution-driven approachPartner with program management, engineering, production, marketing, and accounting to respond to RFQs and CRs in a thorough and timely mannerLead the strategy for responding to complex RFPs, RFIs, and tenders, particularly in public sector and infrastructure domainsEnsure proposals are aligned with procurement requirements, technical specifications, and long-term customer valueDrive win strategies for competitive bidsContract Review and Accounts Receivable:Contract management: quickly and thoroughly review contracts, develop positions, negotiate redlines, and take all appropriate actions in advance of agreement and/or contract expirationEnsure customer contracts align with revenue goals, pricing strategy, and acceptable risk levels. Oversee negotiation of pricing, SLAs, data rights, licensing, liability, and compliance requirements common in transportation and government contractsPartner with legal, finance, and software teams to validate contract terms, technical commitments, and delivery feasibilityDevelop scalable contract frameworks, templates, and approval workflows to accelerate deal cycles while maintaining compliance and consistencyEnsures accounts receivable (A/R) process functions smoothly. Works with accounting and finance to set up accounts and resolves payment discrepancies. Track accounts receivable aging, identify overdue accounts, and proactively mitigate payment risks—especially in long-cycle government contractsEnsure invoices, milestones, and payment terms are accurately executed in line with complex infrastructure and SaaS agreementsCorporate Governance Responsibilities:Uphold corporate governance policies, regulatory requirements, and ethical sales practices—particularly in public sector and infrastructure engagements Implement clear approval processes, delegation of authority, and internal controls across sales operations, contracting, and revenue recognitionProvide accurate, transparent reporting on sales performance, pipeline health, and risk exposure to executive leadership and the boardIdentify commercial, legal, and operational risks in deals and ensure readiness for internal and external audits, especially for government and infrastructure contractsSkills, Qualifications, and CompetenciesBachelor’s degree in Civil Engineering, Transportation, Geospatial, Software Engineering or Business Administration or related fieldMaster’s Degree preferred in Transportation Engineering, Urban Planning, Geospatial Sciences, Business Administration or related field15+ years of proven sales experience in transportation infrastructure, public sector and/or smart city markets, with at least 5+ years in a senior leadership roleExperience in Data Licensing, Navigation Services and/or Map Databases is required. Demonstrated success managing complex, long-cycle sales with government or infrastructure clientsFlawless command of English in written and spoken form. Expert skills in MS Excel requiredExperience with Netsuite, Salesforce, or other CRM. Domain Knowledge:Strong understanding of transportation infrastructure systems, including:Road networks, traffic systems and other transportation sectorsMajor utility sectors, including electric, gas, and water servicesInfrastructure asset lifecycle managementPublic sector procurement processesFamiliarity with digital infrastructure trends (e.g., digital twins, IoT, GIS platforms) Work EnvironmentBusiness Travel to support customer and technical meetings (20-30%)Works in a fast-paced office environment with multiple priorities and competing demandsRegular office hours with some requirements for additional work during busy timesMay work for long periods reviewing data on computerDisclaimerThis job description is not designed to be a complete list of all activities required to be successful in the above position. DMP NA retains the right to change or assign other activities to this position.Powered by JazzHRasIF69olJQ