Director of Enterprise Sales

The Opportunity

Michelin Connected Fleet (MCF), a subsidiary of Michelin North America, is seeking a Director of Enterprise Sales to build and scale a new enterprise sales motion within the Transportation & Logistics (T&L) and Light Commercial Vehicle (LCV) segments.

This is a senior leadership role for a proven enterprise sales builder — someone who can define strategy, recruit and develop high-performing sellers, and drive predictable revenue growth in complex, multi-stakeholder environments.

You will own segment-level revenue outcomes and be accountable for building a scalable go-to-market model that aligns with Michelin’s long-term growth strategy.

• Define and execute the enterprise sales strategy for the T&L and LCV segments
• Build, hire, and lead a high-performing team of Enterprise Account Executives
• Own segment-level revenue targets
  , pipeline health, and forecast accuracy
• Establish disciplined sales processes and methodologies (e.g., MEDDPICC, Challenger, or equivalent)
• Lead deal strategy for complex, high-value opportunities, including executive alignment and negotiation
• Develop and refine account-based selling motions across named strategic accounts
• Partner cross-functionally with Marketing, Sales Engineering, Customer Success, and Product to ensure successful customer acquisition and expansion
• Inspect pipeline and deals to ensure quality, deal progression, and win probability
• Coach and develop sales talent through structured enablement, deal reviews, and performance management
• Provide regular, data-driven updates to executive leadership on performance, risks, and growth opportunities
• Travel up to ~50% to support strategic accounts, team development, and executive engagements

• A clearly defined and repeatable enterprise GTM model in T&L and LCV
• Predictable pipeline coverage and improving forecast accuracy
• Successful hiring and ramp of enterprise sellers
• Strong executive relationships within key customer accounts
• Measurable contribution to revenue growth and market expansion

• 8–12 years of B2B enterprise sales experience
  , preferably in SaaS, telematics, fleet, logistics, or data-driven platforms
• Proven track record of building and scaling enterprise sales teams
• Experience owning segment or regional revenue with multi-million-dollar targets
• Deep understanding of complex enterprise buying cycles
• Strong deal inspection, coaching, and forecasting discipline
• Ability to operate strategically while remaining close to execution
• Experience partnering with executive leadership and influencing cross-functional teams
• Strong business acumen, communication, and leadership presence

• A builder who enjoys creating structure where none exists
• A commercial leader who balances urgency with rigor
• A trusted advisor internally and externally
• Comfortable leading through ambiguity and change
• Accountable, resilient, and execution-focused