Senior Director Growth (Indianapolis, US)

T2 Systems

T2 Systems is the largest parking, mobility, and transportation provider in North America, with more than 25 years in the parking management industry and currently serving thousands of parking professionals. We integrate the best people, processes, and technology to provide powerful, high performance, and secure parking solutions. T2 Systems is headquartered in Indianapolis, Indiana with its Canadian office located in Burnaby, BC.

We didn’t become an industry leader by chance – we push the envelope to provide more innovative and advanced solutions for our customers. Which wouldn’t be possible without employees who strive for success, work together, and are hungry to learn, grow, and lead.

If you are looking for a new opportunity, we invite you to apply and talk about the possibilities of starting a rewarding new chapter of your career!

Job Summary

We are seeking a high-impact Commercial Leader to oversee all growth functions, including new-logo acquisition, channel/operator strategy, sales operations, enablement, RFP governance, and sales engineering. This leader will drive predictable revenue growth across SaaS, hardware, and mobile offerings while shaping scalable go-to-market strategies for a parking technology business.

Key Responsibilities

New Logo & Revenue Growth:

  • Lead all new-logo acquisition across direct, channel, and operator-driven motions.
  • Develop GTM strategies across product lines (SaaS, hardware, mobile).
  • Establish territory design, quota planning, and segmentation.

Channel/Operator Strategy:

  • Build and scale the channel ecosystem; design partner tiers, incentives, training, and ROE.
  • Drive partner-sourced and partner-influenced revenue.

Sales Operations & Forecasting:

  • Own pipeline hygiene, stage definitions, forecasting cadence, CRM standards, and dashboards.
  • Implement evidence-based forecasting and qualification frameworks.
  • Manage department budget and ensure ROI through rigorous performance tracking.
  • Define and align on KPIs, pipeline forecasts, and overall progress toward revenue targets.

Sales Enablement & Training:

  • Oversee onboarding, playbooks, certifications, and continuous learning programs.
  • Partner with Product, Marketing, and customer experience to ensure enablement alignment.

Sales Engineering Leadership:

  • Manage pre-sales engineering, demo strategy, technical win processes, and RFP support.
  • Define SE capacity models and rules of engagement.

RFP & Proposal Process Governance:

  • Implement RFP playbook, bid/no-bid, compliance matrix, and cross-functional RACI.
  • Ensure adherence to public-sector procurement rules.

Leadership & culture

  • Hire, coach, and scale an ateam; build a highaccountability, highintegrity culture with clear standards and development paths.
  • Represent the company with executives and Customer Advisory Board; support strategic deals as executive sponsor.

Cross-Functional Leadership:

  • Partner with Finance, Product, Marketing, and Operations to align GTM execution with business goals.

Top outcomes (12–18 months)

  • New logo engine scaled: Consistent netnew ARR and hardware bookings growth; Higher win rate, shorter cycle time, increase in deal size.
  • Forecast you can trust: ≥90% forecast accuracy, with pipeline hygiene standards and stage exit criteria enforced across teams.
  • Direct + channel GTM: Repeatable direct GTM motion and a structured partner program driving ≥20–30% of new logos.
  • RFP/RFI excellence: Standard RFP playbook, RACI for proposals, and compliant processes increasing qualified submission rate and win rate.
  • Sales ops & enablement as force multipliers: Quarterly enablement plans tied to competencies, conversion metrics, and ramp time.
  • SE (presales) effectiveness: Clear rules of engagement, demo strategy, and SE:AE coverage model that elevates technical win rates.

Success Metrics

  • New-logo ARR and total bookings growth
  • Win rate, sales cycle, average deal size
  • Forecast accuracy
  • Pipeline health, coverage, and hygiene metrics.
  • Partner‑sourced and influenced revenue; partner certification/engagement
  • RFP submission throughput, compliance, and win rate

Qualifications & Experience

Education: Bachelor’s degree required; MBA preferred.

Experience:

  • 15+ years progressive commercial leadership across SaaS, hardware, and multi-product GTM.
  • Must have a parking Management background
  • Success designing differentiated GTM models based on product complexity and sales cycle.
  • Expertise in building scalable SaaS revenue models and optimizing conversion across the entire funnel.
  • Strong understanding of channel, partner, and ecosystem strategies for accelerating ARR growth.
  • Deep experience leading sales ops, enablement, and SE teams.
  • Strong forecasting accuracy, pipeline discipline, CRM rigor.
  • Past experience in negotiating high-stake strategic deals and contracts
  • Public-sector/higher-ed leadership experience preferred

Strategic Acumen:

  • Demonstrated ability to understand parking technology market dynamics, competitive landscapes, pricing trends, and evolving buyer behaviors to shape long term sales strategy.
  • Experience identifying TAM/SAM/SOM and building territory or segment strategies aligned to market opportunity.
  • Skilled at translating company vision into actionable, measurable sales initiatives.
  • Experience leading organizational transformation – new territories, new comp models, new ICP, new GTM structures – preferred

Leadership & Communication:

  • Exceptional ability to assess and upgrade talent; decisive with underperformance
  • Proven experience in building accountability cultures with clear expectations and inspection.
  • Comfortable engaging with C-suite executives and influencing strategic decisions.

Mindset:

  • Data‑driven decision‑making; Operational excellence and system building capability
  • Adaptable with a strong bias for action in fast-paced environments
  • High learning agility; adapts rapidly to evolving markets
  • Open-minded, collaborative; seeks diverse perspectives

Travel / work style: ~30–40% travel to customers, partners, and industry events; executive sponsorship for strategic pursuits.

Apply for this job