Sales Director, Energy Refined Fuels

For decades, DTN has been the silent force behind some of the world’s most critical industries—helping businesses navigate complexity, uncertainty, and risk with smarter, faster decisions. From agriculture to energy to weather intelligence, our proprietary Operational Decisioning Platform transforms raw data into decision-grade insights—enabling companies to optimize supply chains, ensure market stability, and safeguard infrastructure against disruption. We don’t follow trends—we set the standard for precision, trust, and operational impact. 

DTN is at an exciting inflection point. Building off a foundation of financial strength, profitability, and industry trust, we’re accelerating growth and expanding our global footprint. Our purpose-built solutions—powered by AI and honed by decades of vertical expertise—are helping some of the world’s most significant enterprises thrive amid operational constraints and uncover new opportunities in a fast-changing world.

Job Description:

DTN is seeking a highly motivated and accomplished Sales Director to lead our sales efforts within the Energy Refined Fuels Business. This is a pivotal leadership role where you'll be instrumental in driving significant growth and establishing DTN as the preferred provider of refined fuels software, data, and analytics solutions across the entire supply chain.

We at DTN are committed to building a world-class sales organization that prioritizes strategic customer engagement, commercial excellence, and predictable revenue growth. This role is crucial in translating that vision into tangible results within the Energy Refined Fuels sector. You will lead a dedicated and professional team focused on delivering exceptional value to our customers.

What You'll Be Responsible For:

Sales Leadership & Team Development:

• Recruit, hire, coach, and mentor a high-performing sales team, fostering a culture of continuous learning, individual growth, and shared success.

• Set the tone and build a culture of commercial excellence, ownership, accountability, rigor, and a transformative sales team that is passionate about the Energy Refined Fuels market and delivering value to our customers.

• Emphasize continuous improvement, ensuring all sales activities – from initial outreach to deal closure and customer success reviews and customer success planning – are effective, scalable, and consistently optimized.

Strategic Sales Planning & Execution:

• Develop and implement comprehensive sales strategies tailored to the unique needs of the refined fuels market, focusing on both mid-market and enterprise segments.

• Exceed on ambitious but achievable quarterly and annual sales targets, driving the team to consistently exceed revenue and booking goals.

• Build and manage a robust pipeline to maintain a healthy well-qualified 3x high pipeline coverage, ensuring predictable revenue generation and long-term growth.

• Maintain a structured sales process and a long-term strategic approach to customer acquisition, growth and value realization, ensuring comprehensive Territory, Account Plans and Mutually Shared Action Plans are firmly in place – this is paramount.

• Mentor and develop the team's territory strategy, account management skills, team selling abilities, lead development, and closing plans.

Data-Driven Sales Management:

• Champion rigorous CRM (Salesforce) hygiene to ensure data accuracy in forecasting, deal progression, tracking leads, pipeline management, deal structures, and wins. This is paramount for data-driven decision-making.

• Leverage data and analytics to guide your management of the sales process, including territory and account planning, evaluation of key performance metrics, and precise summaries of activity, results, and forecasts.

• Provide regular, data-based updates (and recommendations) to the VP Sales, internal Stakeholders and executive partners regarding progress against quota attainment, team performance, and any challenges or roadblocks and recommendations to overcome.

Cross-Functional Collaboration & Market Impact:

• Partner closely with Marketing, Product, Finance, Customer Experience and Customer Success to ensure seamless alignment across the entire customer journey.

• Analyze market trends, competitor activity, and customer feedback specific to the refined fuels sector to continuously refine our go-to-market approach and optimize our sales methodologies.

• Approximately 25% -50% travel may be req