[Remote] Regional Sales Director - Americas

Note: The job is a remote job and is open to candidates in USA. Luna Innovations is seeking a Regional Sales Director to lead commercial growth for its sensing business across the Americas. The role owns regional sales performance and go-to-market planning, while building and integrating the sales organization, developing channel partnerships, and contributing to Business Unit commercial strategy.

Responsibilities

• Lead the team to win new business and grow existing accounts, personally leading from the front on key accounts and opportunities
• Build key-account capability across high-priority accounts, cross-selling the full portfolio to maximise revenue potential
• Partner with the Regional Operations Director to ensure proposals and customer commitments are deliverable
• Rapidly build a regional sales organisation, integrating previously siloed teams into one team with shared objectives
• Assess capability and potential objectively, and make sure the right people are in the right roles
• Coach and develop a high-performing team, leading by example and setting a standard of customer obsession and accountability
• Carry full responsibility for sales performance across the region: revenue, margin, pipeline and forecast accuracy
• Own a clear, prioritised view of the region and translate Business Unit strategy into a regional plan with measurable targets
• Run a disciplined operating rhythm covering pipeline, forecasting, deal qualification and review, so that what we commit, we deliver
• Own the regional go-to-market plan against which sales coverage is designed and deployed, and against which regional investment and divestment decisions are made
• Design territories by geography and end-user market to deploy sales-manager resource aligned to where the opportunity sits
• Build a regional partner ecosystem to scale an indirect channel and extend reach efficiently where direct coverage is not justified
• Help shape Business Unit commercial strategy as a member of the Sales Leadership team
• Feed regional customer, competitor and market intelligence back into product, marketing and Business Unit leadership, where it directly informs investment and roadmap priorities
• Resolve issues at the level they arise, and help build a culture of direct, accountable problem-solving
• Represent Luna credibly at customer, partner and industry level, including at conferences, exhibitions and customer events

Skills

• A technical degree in a relevant field, or equivalent industry experience
• Business-fluent English is essential
• Digitally fluent with strong CRM and sales-tooling skills; quick to adopt new technologies and to apply AI in innovative ways to improve productivity
• Able to learn fast and engage credibly with deep-tech solutions and technical customers
• Strong analytical and strategic horsepower, matched by genuine emotional intelligence and the ability to read and lead people
• Can set direction and then make it happen in the detail
• A track record of building, integrating and developing high-performing commercial teams
• Does the right thing, especially when it is hard or unseen
• High agency and high ownership; does not wait to be told
• Leads by example and gets into the trenches alongside their people. This is a build role, not a purely strategic one
• Demonstrable success leading sales in a technical or industrial B2B environment, including building and integrating teams
• Experience selling complex technical solutions to enterprise and infrastructure customers, including framework and strategic account agreements
• Experience building and managing indirect channels (agents, resellers, service partners) to extend coverage
• Has owned go-to-market planning, territory design and sales-coverage decisions
• Knowledge of the assigned region and its key end-user markets
• Additional languages relevant to the assigned region are an advantage
• Experience in any of our served markets is an advantage but not essential: oil and gas, energy, power and utilities, telecoms and data centres, transport and infrastructure, mining, security, or defence
• Fibre-optic / distributed sensing experience is preferable but not essential
• Familiarity with one or more of our application areas (subsurface imaging, production monitoring, pipeline integrity and security, power-cable monitoring) is helpful but not essential
• Ideally tied to investment cases
• With an existing network a strong advantage

Company Overview

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