Sales Director, Energy Refined Fuels
6 Days Old
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 accomplishedSales 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 required to meet with customers and support team development.
What You'll Bring to the Role:
- Extensive B2B SaaS sales management experience (7+ years), with at least 3+ years successfully leading mid-market or enterprise sales teams.
- Demonstrated ability to build, inspire, motivate, and retain high-performing sales teams, with a track record of recruiting and developing top sales talent.
- Expertise in driving a disciplined, data-led sales process within Salesforce or equivalent CRM, utilizing analytics to identify trends and optimize strategies.
- Strong strategic thinking skills, with the ability to analyze complex market situations, develop creative solutions, and build effective go-to-market strategies and sales plans.
- Exceptional communication and collaboration skills, enabling you to build strong relationships across departments and effectively present insights to executive leadership.
- A self-starter mentality with a proven track record of delivering consistent sales results in a fast-paced environment, capable of managing multiple concurrent projects.
This is an exciting opportunity to make a significant impact within a rapidly growing segment of DTN. Are you ready to lead a transformative sales team and drive unparalleled success in the Energy Refined Fuels market?
What You Can Expect from DTN:
- Competitive Salary
- Unlimited PTO
- Flexible working hours
- Remote work model
- Competitive Medical, Dental, and Vision Insurance Plans
- 6% 401K matching
- Unlimited access to 13k+ courses via a learning platform to support employee career advancement
- Employee Assistance Program (EAP)
The targeted hiring base pay range for this position is between $ 127,500 and $191,250. DTN is a pay for performance organization, which means there is the opportunity to advance your compensation with performance over time. The actual base pay offered for this position will be dependent upon many factors, including but not limited to: prior work experience, training/education, transferable skills, business needs, internal equity and applicable laws. The targeted hiring base pay range is subject to change and may be modified in the future. This role may also be eligible for market-competitive variable pay and benefits.
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About DTN:
DTN is a global data and technology company helping operational leaders in energy, agriculture, and weather-driven industries make faster, smarter decisions. Our Operational Decisioning Platform turns complex data into decision-grade insights-empowering customers to expand their margins, accelerate growth, and outpace risk. With more than 1,200 employees globally, DTN serves the companies that feed, fuel, and protect the world.
At DTN, we value clarity, trust, and action. We're a team of problem-solvers, outcome-drivers, and industry nerds who believe that precision matters - and that mission is at the core of what we do.
- Trust Built: We earn it. We keep it. We protect it. Our neutrality, precision, and integrity are non-negotiable.
- Confidence-Driven: We help customers move with clarity and conviction. We bring the data and operational knowledge leaders need to act.
- Built for Industry: We speak operations because we come from operations. Our expertise is forged in fuel terminals, fields, flight paths, and forecasts.
- Future-Forward: We see what's coming- and we're ready. We help customers lead through change with smarter decisioning.
Recruitment Fraud Notice:
DTN is aware of incidents where external parties have impersonated our organization, issuing fraudulent communications and/or job offers. Please be advised that all legitimate communication from DTN will come from an official @dtn.com email address or through our Paradox AI automated scheduling platform (Talent IQ). Any offers are extended directly by our Talent Acquisition team following a formal interview process.
If you receive a suspicious message or offer claiming to be from DTN, please do not engage. Contact our Talent Acquisition team at Careers@dtn.com to verify the legitimacy of any communication. Report any fraudulent messaging as phishing or spam.
DTN is an Equal Opportunity Employer. We welcome and encourage applicants of all backgrounds, including minorities, women, veterans, and individuals with disabilities.
- Location:
- Houston