VP, Sales

Driving The Future of Smart Fleet Logistics

At Xirgo, we’re not just transforming logistics — we’re redefining what’s possible. Let’s move forward together.

Our Purpose

We believe smarter tools create smarter operations. As the switched-on experts in IoT fleet solutions, we transform uncertainty into confidence, complexity into clarity, and data into decisions.

Our Vision

We empower partners with intelligent fleet logistics to create a more connected future. From bustling cities to open highways, from railroads to runways, our innovative technologies make peace of mind the new normal.

Our Mission

To be the world’s most trusted partner in smart fleet logistics, delivering comprehensive IoT solutions that transform data into useful information. We enhance fleet safety, efficiency, and performance—ensuring confidence at every step.

General Summary

VP, Sales is a key member of our Senior Leadership Team (SLT), reporting directly to the Chief Operating Officer. They will have experience in selling solutions that include the devices, software, connectivity, and professional services that deliver a superior offering for our clients globally. They will have proven experience in selling custom built as well as mass market IoT products, including requirements gathering and complex, enterprise contract creation and negotiation. Critical to success is the ability to lead a team of Key Account Managers and Field Application Engineers that sell through Channels (TSPs, Resellers, Distributors) as well as Enterprise/Direct Sales. They will have executive experience and presence to work with the C-Suite and Board to define and present go-to-market strategy, key sales metrics, and key account updates. This role will have management responsibility for a team of geographically dispersed sales executives that are responsible for new customer acquisition and existing account management/expansion in channel and direct sales. The primary responsibilities of the role include being a player/coach that can exceed sales objectives, enforce existing sales processes, implement new sales strategies/processes where required, leverage existing relationships and build new relationships. The role also requires regular sales assessment, reporting and forecasting, resource planning, inventory forecasting and strategic information sharing (competitive trends/market intelligence) across various key business units including Marketing, Product Management, Finance, Operations, and Engineering. This individual is expected to uphold the highest standards of accountability, focus, and efficiency.

Essential Functions and Responsibilities:

• Build, manage, and develop a world class sales organization and execute a sales process for complex, multi-region selling environments•
• Develop strategic plan for further penetration of existing accounts and gain critical new customer logos
• Articulate corporate and product competitive positioning and create pricing structures to achieve maximum sales and revenue potential
• Formulate winning sales strategies in conjunction with Sales executives to maximize top line revenue, protect margin, reduce the sales cycle, effectively manage the cost of sales and create successful, repeatable sales processes
• Become a trusted advisor and sales partner to our Resellers and TSPs, ensuring we have transparency into their forecasting models, prospective end clients and growth opportunities
• Lead the FAE team (Field Application Engineers)
• Implement and evaluate the effectiveness of sales strategy tools including Discoveries, Trials/POCs, Pilots, ROI studies, solution demonstrations, RFPs, technical reviews, etc
• Drive deal qualification and closure on key strategic, high value, global, and/or named accounts
• Create effective sales enablement programs, including selling with and through partners
• Utilize CRM tools and internal processes to track account activity, sales performance, and customer interactions
• Provide accurate forecasts and opportunity risk analyses for all sales opportunities to C-Suite
• Develop and train staff while enabling individual team member success and accountability
• Demonstrate technical aptitude and ensure the entire sales team can rapidly learn our products, solutions, operations, processes, and internal tools

Skills and Abilities:

• Exceptional interpersonal and communication skills, with the ability t