Job Title:  Director, Sales

Abaco Systems is seeking a Director of North America Sales to lead and manage a high-performing sales team within the Aerospace and Defense industry. This role is primarily focused on driving results through others by setting clear expectations, holding the team accountable for pipeline development and opportunity capture, and ensuring year-over-year profitable growth. The Director will provide coaching, mentorship, and leadership to strengthen the team’s ability to identify, pursue, and win new business across military, commercial, and industrial markets.

In addition to managing down, the Director will also play a key role in managing up by partnering with the Divisional Vice President of Sales to align strategies, forecasts, and growth objectives with corporate priorities. The position requires a strong ability to balance tactical sales execution with strategic oversight, ensuring Abaco expands its market presence, customer base, and overall profitability. This position reports to the Divisional Vice President of Sales.

Essential Duties and Responsibilities:

• Lead, develop, and hold accountable a high-performing sales team focused on opportunity identification, pipeline growth, and capture execution.
• Set clear performance expectations, track progress against goals, and drive year-over-year revenue growth across Military/Aerospace, Commercial, and Industrial segments.
• Coach and mentor team members to strengthen customer engagement skills, proposal development, and closing effectiveness.
• Ensure consistent use of CRM to maintain accurate pipeline data, track win/loss performance, and enable data-driven decision-making.
• Direct and align Field Applications Engineering, Inside Sales, and channel partners to support customer pursuits and maximize capture success.
• Foster a culture of accountability, collaboration, and continuous improvement within the sales organization.
• Partner with the Divisional Vice President of Sales to shape sales strategy, forecasts, and growth plans that align with Abaco’s embedded product portfolio and long-term objectives.
• Provide executive updates on pipeline health, customer trends, and market dynamics.
• Collaborate cross-functionally with Product Management, Program Management, and Engineering to align business objectives with customer needs and industry requirements.
• Represent Abaco at tradeshows, technology days, and key industry events to strengthen market visibility and support customer engagement at the executive level.

Education and Experience:

• Bachelor's degree in Engineering or significant work experience as an equivalent.
• 8-10 years of customer relations experience in either a direct sales or related customer support role. 
• Experience in working with customers at all levels within an organization 

Qualifications:

• Proven track record of success in leading and managing sales teams to deliver consistent year-over-year revenue growth in the military, defense embedded solutions markets.
• Strong knowledge of the Embedded Computing market and technologies, including SBCs, Switches, Multi-processors, I/O, Video/Graphics, Avionics, and High-Performance Embedded Solutions & Systems.
• Familiarity with COTS technologies such as VME, VPX, CPCI, PMC, XMC, switched fabrics, and real-time operating systems.
• Demonstrated ability to identify, pursue, and capture new business opportunities while holding teams accountable for pipeline discipline and win execution.
• Exceptional communication, presentation, and interpersonal skills, with experience engaging both engineering audiences and executive stakeholders.
• Proficiency with CRM tools such as C4C, Salesforce (SFDC), or similar platforms, with a focus on data-driven pipeline management.
• Established relationships with key primes, OEMs, DoD agencies, and end-user communities within Aerospace & Defense.
• Working knowledge of typical embedded military applications (e.g., radar, sonar, C4ISR, mission computing, targeting/tracking, electronic warfare, communications, and EO/IR). 
• Experience developing rugged military systems.
• Knowledge of RF and DSP technology.
• Experience working with and through channel partners.
• Inclusive, results-driven leadership style with a strong ability to coach, mentor, and motivate teams.

Abaco is a Department of Defense (DoD) supplier and as such employees may work with or be exposed to export controlled information and/or information that has been designated as classified information. This information may only be seen or handled by US citizens or qualified permanent residents or those with proper clearances.