Managing Director, Commercial Sales

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*** Get started on an exciting career at Element!
*** Element employees make a difference in the lives of others every day. We are re-defining the fleet management industry to be people first, then business – delivering on our promise of a superior client experience. This takes hard work and innovation, and we need more like-minded people on our team.
* Lead a market. Build a team that wins. Run the business with discipline.
* ** THE OPPORTUNITY
** Element sits at the intersection of fleet, capital, technology, and operations.

We manage some of the world's largest and most complex commercial fleets, and the breadth of what we can bring to clients continues to expand - from financing and fleet management to technology, data, connected vehicles, payments, and emerging mobility solutions.  That creates a significant leadership opportunity.

We are looking for a Managing Director who can lead a commercial region as a business, build a high-performing team of Sales Directors, and translate strategy into profitable growth. You will be accountable not only for the final number, but for the commercial system that produces it - pipeline creation and quality, conversion, win rate, cycle time, forecast accuracy, deal economics, and sales productivity.

You will know how different segments, solutions, deal sizes, and buying processes create different sales cycles, and you will adjust pipeline coverage, coaching, resource allocation, and leadership intervention accordingly.

The expectation is straightforward:
Build the team. Build pipeline. Improve conversion. Grow profitably. Own the result.  
** WHAT YOU WILL OWN*
* * Regional new client acquisition, profitable revenue growth, and P&L performance - running your region as a business and owning delivery against plan.
* A high-performing team of Sales Directors, including hiring, onboarding, coaching, performance management, development, and succession planning.
* Pipeline health across the region - creation, coverage, quality, aging, stage progression, conversion, and the right balance of opportunities across near-, mid-, and long-term horizons.
* The commercial metrics that drive business outcomes, including pipeline, win rate, cycle time, conversion, forecast accuracy, revenue, margin, and sales productivity.
* Understanding and actively managing different sales cycles by segment, deal size, solution, and buying process, with clear expectations for the level of pipeline coverage and activity required in each.
* Accurate forecasting and a disciplined operating cadence, with strong CRM hygiene, clear deal inspection, and timely intervention when performance is off track.
* Leadership on complex and high-value opportunities, including deal strategy, commercial structuring, pricing, negotiation, risk trade-offs, and executive engagement.
* Cross-functional alignment across Finance, Credit/Risk, Legal, Operations, Product, Pricing, and other partners to remove barriers and improve speed and quality of execution.  
** YOU SHOULD CONSIDER THIS ROLE IF:*
* * You are a sales leader first. You know how to get results through a team, not by becoming the individual contributor on every important deal.
* You know the math of sales. You can diagnose whether a performance gap comes from insufficient pipeline, poor quality, weak conversion, low win rate, long cycle time, execution issues, or a combination of them.
* You can run a region as a business. You are comfortable owning a P&L, making resource trade-offs, balancing growth and profitability, and being accountable for the result.
* You understand complex enterprise sales. Multiple stakeholders, sophisticated procurement, financial analysis, long sales cycles, and difficult negotiations are familiar territory.
* You are a strong coach. You can turn pipeline reviews, deal reviews, and one-on-ones into specific actions that improve seller capability and commercial outcomes.
* You build accountability without creating unnecessary bureaucracy. Expectations, ownership, next steps, and consequences are clear.
* You are comfortable making talent decisions. You invest in strong performers, address performance gaps quickly, and build a credible bench for the future.
* You use data to make decisions, but stay close enough to the market, customers, and team to understand what the data cannot explain on its own.  
** HOW YOU WILL LEAD*
* * Set a clear regional sales strategy and translate it into territory priorities, pipeline requirements, account focus, and measurable…