Senior Director of Sales (Infrastructure)

Remote
Full Time
Senior Manager/Supervisor
 
Position Summary

Senior 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 Responsibilities
Revenue Strategy & Execution:
  • Define and execute the global sales strategy aligned with company growth targets and market opportunities in transportation infrastructure.
  • Drive and execute sales initiatives that generate revenue growth across new and existing across new and existing infrastructure markets
  • Understand 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 customers.
  • Own the full sales lifecycle—from pipeline generation through deal closure and account growth.
  • Develop deep expertise infrastructure-focused use cases such as
    • Road asset management and maintenance
    • Traffic operations and optimization
    • Digital twins for infrastructure
    • Smart 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 Engagement
  • Establish executive-level relationships with key stakeholders including:
    • Transportation agencies and road authorities
    • Urban planners and smart city leaders
    • Infrastructure technology partners
    • Utility sectors
  • Translate complex customer needs into scalable software solutions.
Pre-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 approach.
  • Partner with program management, engineering, production, marketing, and accounting to respond to RFQs and CRs in a thorough and timely manner.
  • Lead the strategy for responding to complex RFPs, RFIs, and tenders, particularly in public sector and infrastructure domains.
  • Ensure proposals are aligned with procurement requirements, technical specifications, and long-term customer value.
  • Drive win strategies for competitive bids.
Contract 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 expiration.
  • Ensure 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 contracts.
  • Partner with legal, finance, and software teams to validate contract terms, technical commitments, and delivery feasibility.
  • Develop scalable contract frameworks, templates, and approval workflows to accelerate deal cycles while maintaining compliance and consistency.
  • Ensures 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 contracts.
  • Ensure invoices, milestones, and payment terms are accurately executed in line with complex infrastructure and SaaS agreements.
Corporate 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 recognition.
  • Provide accurate, transparent reporting on sales performance, pipeline health, and risk exposure to executive leadership and the board.
  • Identify commercial, legal, and operational risks in deals and ensure readiness for internal and external audits, especially for government and infrastructure contracts.
 
Skills, Qualifications, and Competencies
 
  • Bachelor’s degree in Civil Engineering, Transportation, Geospatial, Software Engineering or Business Administration or related field
  • Master’s Degree preferred in Transportation Engineering, Urban Planning, Geospatial Sciences, Business Administration or related field
  • 15+ years of proven sales experience in transportation infrastructure, public sector and/or smart city markets, with at least 5+ years in a senior leadership role.
  • Experience in Data Licensing, Navigation Services and/or Map Databases is required.
  • Demonstrated success managing complex, long-cycle sales with government or infrastructure clients.
  • Flawless command of English in written and spoken form. 
  • Expert skills in MS Excel required.
  • Experience with Netsuite, Salesforce, or other CRM. 

Domain Knowledge:
  • Strong understanding of transportation infrastructure systems, including:
    • Road networks, traffic systems and other transportation sectors
    • Major utility sectors, including electric, gas, and water services.
    • Infrastructure asset lifecycle management
    • Public sector procurement processes
    • Familiarity with digital infrastructure trends (e.g., digital twins, IoT, GIS platforms).
 
Work Environment
 
  • Business Travel to support customer and technical meetings (20-30%)
  • Works in a fast-paced office environment with multiple priorities and competing demands.
  • Regular office hours with some requirements for additional work during busy times.
  • May work for long periods reviewing data on computer.

Disclaimer

This 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.
 
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