Digital Sales Director

Location: Edgewood, MD, us, Remote

Every minute of every day, Smiths Detection’s threat detection and security screening technology helps to protect people and infrastructure, making the world a safer place.

Smiths Detection is a global leader in the development, manufacture and management of security and detection solutions designed to make the world a safer place. Our technology provides threat detection and screening solutions for customers in our key markets: aviation, ports and borders, defense, and urban security.

Our expertise spans 21 global offices, seven manufacturing sites and five R&D centers, with a global network of 3,500 dedicated colleagues contributing towards over 40 years at the frontline of advances in safety and security.

This results in careers built on variety and the opportunity to work on a range of state-of-the-art solutions, where you can develop your knowledge and experience every day.

The Digital Sales Executive is responsible for driving the growth of recurring digital revenue across the assigned region through the sale of software, SaaS and cybersecurity solutions. Working in partnership with Key Account Managers, Market Sales teams and the Digital Business Unit, the role identifies, develops and converts opportunities that enhance customer outcomes while accelerating digital transformation and software adoption.

The role acts as the regional digital sales specialist, leading opportunity generation, customer engagement and commercial execution for digital solutions, while contributing to the development of scalable sales methodologies, market strategies and digital growth initiatives.

Duties:

• Own and deliver assigned annual recurring revenue (ARR) and digital sales targets within the designated territory, including achievement of net-new digital/SaaS revenue growth.
• Own the end-to-end sale of digital and SaaS propositions, including the ELECTORA platform, iCMORE AI-enabled algorithms, Cloud Products & CRE, and Cybersecurity solutions, both as standalone offerings and as an attachment to core detection equipment.
• Proactively identify, qualify, and pursue software and digital opportunities across the installed base, new business prospects, and upcoming tenders.
• Develop and execute regional digital growth plans aligned with commercial objectives and Digital Business Unit priorities.
• Partner closely with Key Account Managers (KAMs) and Market Sales Directors to maximise software attach opportunities and ensure digital solutions complement and strengthen core equipment relationships.
• Build and maintain relationships with customer decision-makers, influencers and executive stakeholders.
• Lead customer discussions focused on business outcomes, operational improvements, efficiency gains, compliance and risk reduction rather than product features alone.
• Collaborate with Technical Pre-Sales Engineers, Solution Architects, Integration Engineers, and Digital Subject Matter Experts to develop solutions, scope requirements, and support complex bids and tender responses.
• Apply strong financial and commercial acumen to support business case development, opportunity qualification, pricing discussions, contract negotiations, and recurring revenue growth.
• Maintain accurate forecasting, pipeline management, and ARR reporting through CRM systems and governance processes to support business planning and performance management.
• Collaborate with the prospect to Bid Process to support inputs required to obtain approval to bid via Smiths Detection’s DOA.
• Monitor market trends, customer requirements, competitive developments, and emerging technologies to identify growth opportunities and support portfolio development.
• Prioritise strategic aviation accounts while…