Sales Director – Fuels & Lubricants

• Own the full sales cycle for Enterprise and Mid-Market prospects, converting qualified BDR-sourced opportunities into closed-won business
• Land new logos across Anova’s target verticals by qualifying, developing, and advancing inbound and outbound pipeline with BDRs
• Connect Anova’s IIoT tank-monitoring and telemetry capabilities to prospects’ inventory, logistics, and asset-utilization challenges
• Lead executive-level discovery and value-based presentations that quantify customer ROI
• Build and manage accurate pipeline and forecasts, advancing deals through every stage to hit quota
• Kick off customer training and enablement for hardware, installation, and mobile apps; the CSM completes the training
• Complete tier 2 and 3 support requests escalated by the CSM
• Coordinate with Sales Engineers and/or CSMs on product demonstrations and technical barrier removal
• Maintain expertise in Anova’s IIoT portfolio, competitive landscape, and industry best practices
• Maintain accurate opportunity and account data in Salesforce
• Finalize contract terms and pricing, partnering with Sales Engineering on data collection and integration handoff
• Build renewal plans beginning six months before contract end, flagging risks or expansion opportunities and securing renewal terms
• Travel as needed to meet prospects and customers and represent Anova at industry events

• Bachelor’s degree or equivalent combination of education and professional experience
• 5+ years of experience in enterprise or mid-market B2B sales, with a track record of consistently meeting or exceeding quota
• Experience managing a full sales cycle in complex, multi-stakeholder deals with 6+ month cycles
• Experience with value-based/consultative selling and delivering ROI-driven presentations to executive-level stakeholders
• Experience negotiating and finalizing contract terms and pricing
• Proficiency with Salesforce or comparable CRM for pipeline and forecast management
• Ability to travel to meet with prospects/customers and represent Anova at industry events
• Strong cross-functional collaboration skills, with experience partnering across sales engineering, customer success, or technical teams to close and grow accounts
• Self-starter with strong time and territory management skills
• Full professional proficiency in English, both oral and written
• Experience selling into the fuels, lubricants, or oil & gas distribution industry preferred
• Experience in supply chain, logistics, chemical distribution, or other industrial verticals preferred
• Experience in IIoT, industrial technology, SaaS, or telemetry/monitoring solutions preferred
• Familiarity with MEDDIC/MEDDPICC or Challenger preferred
• Experience owning renewal/expansion motions preferred
• Ability to learn and position new technology hardware/cloud-based platforms against competitive alternatives preferred

• Competitive compensation and reward strategies
• Health and finance benefits
• Recognition and reward
• Opportunities for growth and advancement
• Benefits supporting life and well-being