Director of Enterprise Sales

TL;DR:

We’re hiring a Director of Enterprise Sales to lead and grow Imubit’s sales function across North America. This is a player-coach role: you’ll build and mentor a high-performing team while personally driving complex, consultative software sales into industrial markets. The right candidate can close multi-million, multi-year AI platform deals while developing sales talent, thriving on ownership, and aligning executive and technical stakeholders around a transformative vision.

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If you can navigate long, multi-stakeholder sales cycles with agility and are motivated by scaling a breakthrough technology, this is your chance to make massive industry impact.

About us:

Imubit is a pioneer in AI-for-industry, delivering an AI optimization platform that is redefining how entire industries operate. As the creator of Closed Loop AI Optimization (AIO), Imubit leads the charge in transforming refining, chemical, cement, mining, and other process-heavy sectors with AI-driven automation. Our Optimizing Brain™ platform empowers industrial engineers to deploy advanced AI models that unlock new levels of efficiency, profitability, and sustainability. Today, 7 of the top 10 U.S. refiners trust Imubit, with our solutions deployed in 90+ high-value applications worldwide. Co-founded by a Google AI Fellow and industry veterans from Exxon and Shell, and backed by tier-1 VCs like Insight Partners and Alpha Wave, Imubit is well-funded and scaling fast.

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Now, Imubit is entering its next chapter as we further evolve our platform. We are evolving from focusing solely on real-time process control to strategy execution, delivering AI-native systems for industrial transformation. In short, we’re expanding our platform from optimizing plant processes to driving whole-enterprise outcomes. Imubit helps industrial leaders not only control their operations in real time but also execute their broader optimization strategies, bridging the gap between the plant floor and the boardroom. Our mission is bold: to help the world’s largest industrial companies solve their hardest problems, maximize long-term profitability, and future-proof their operations in an era of rapid change. If you’re excited by the chance to shape the future of industrial AI, you’ll be in very good company here.

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We are looking for:

A bold, entrepreneurial sales leader to drive our enterprise expansion in North America. This is both player and coach: building a world-class sales team while personally leading high-stakes campaigns and closing by example.

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Imubit’s deals are multi-year, multi-million-dollar transformations requiring buy-in from operations, engineering, IT, finance, and the C-suite. You’ll guide Fortune 500 clients through validation, pilots, and compliance to secure consensus on a groundbreaking AI platform. This is strategic, consultative selling—embedding AI into the core of industrial enterprises.

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You’ll also shape and execute our enterprise sales motion: refining the playbook, collaborating cross-functionally, and working directly with our CRO to align targets and strategy. This is a rare chance to influence company direction while driving revenue growth.

In this role, you will:

• Lead and grow the North America enterprise sales team: Hire, train, and coach a team of Enterprise Account Executives to high performance. Set clear goals and mentor your team of sellers, developing their skills through ongoing feedback and hands-on coaching.
• Drive strategic sales campaigns: Personally own and execute full-cycle sales on select strategic accounts – from initial prospecting and value discovery through to negotiation, closing, and expansion. Lead by example in the field, showing how to land and expand large enterprise deals.
• Develop and execute sales strategy: Define the go-to-market plan for enterprise accounts in NA, including territory planning, account segmentation, and targeted vertical strategies. Continually refine our sales process and playbook to shorten cycles and increase win rates.
• Orchestrate complex deal cycles: Build and execute multi-threaded deal plans that engage stakeholders across operations, technical, and executive teams. Guide customers through pilots, technical evaluations, cybersecurity reviews, and procurement processes. Develop multiple champions within each account and align each stakeholder with a tailored value proposition and ROI.
• Articulate Imubit’s value: Become a subject matter expert in Imubit’s AI optimization platform and the business problems it solves. Lead consultative discussions and workshops to connect Imubit’s capabilities to a client’s strategic objectives (throughput, margin improvement, energy efficiency, etc.). Deliver compelling executive presentations and technical deep-dives as needed to build credibility and urgency.
• Navigate enterprise processes: Anticipate and manage hurdles in complex sales – from budget objections to legal and compliance requirements. Engage senior buyer executives with confidence, speaking their language, whether it’s financial metrics or process reliability. Negotiate master agreements and navigate enterprise procurement with a solutions-oriented approach.
• Cross-functional collaboration: Work closely with Imubit’s Marketing, Product, Solutions, and Delivery teams to ensure our sales efforts are well-supported and coordinated. Provide market feedback to product development, partner on account-based marketing campaigns, and strategize with solutions engineers on key accounts. Align with Customer Success on handoffs to guarantee client success and referenceability.
• Pipeline management & forecasting: Establish and maintain rigorous sales operations practices. Ensure Salesforce hygiene, accurate pipeline tracking, and a disciplined weekly cadence for deal reviews and forecast updates. Use data to drive decisions and proactively adjust course to hit quarterly and annual targets.
• Represent Imubit externally: Be an evangelist for Imubit’s mission and technology. Attend and speak at industry conferences, trade shows, and networking events to increase Imubit’s visibility. Build relationships with industry influencers and potential channel partners in your region. Champion Imubit’s thought leadership in AI for industrial transformation.
• Own your number: Take full ownership of the North America enterprise revenue target. Break down the goal into actionable plans and ensure both you and your team are consistently delivering on quotas and key performance indicators. Instill a winning mindset and culture of accountability within the team.

Qualifications & Skills:

• 8+ years of enterprise B2B software/solutions sales with consistent success in $1M+ complex deals.
• Proven ability to build and manage teams, ideally in high-growth or startup environments.
• Deep understanding of multi-stakeholder sales cycles, enterprise procurement, and executive alignment.
• Experience in industrial sectors (energy, chemicals, manufacturing, etc.) preferred but not required.
• Mastery of modern sales frameworks (e.g., MEDDIC, Challenger).
• Exceptional executive communication and negotiation skills.
• Entrepreneurial, KPI-driven, and comfortable thriving in fast-moving, ambiguous environments.

Characteristics We Value:

Beyond your resume, we care about who you are as a leader. The ideal candidate will embody these traits:

• Strategic & analytical: You set vision while diving deep into details.
• Driven & accountable: You thrive on ambitious targets and ownership.
• Collaborative & high-integrity: You elevate your team and lead with transparency.
• Curious & innovative: You constantly seek better ways of winning.
• Bias for action: You move fast, clear roadblocks, and deliver outcomes.
• Mentor: You invest in developing talent and building a winning culture.

Imubit provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Imubit complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

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Imubit does not accept or retain unsolicited CVs or phone calls and/or respond to them or to any third party representing job seekers.

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No visa sponsorship is available for this position.