Sr. Director, ITS Commercial Strategy & Growth

Overview

Job Summary

The Senior Director, ITS Commercial Strategy and Growth serves as the senior enterprise commercial leader for the ITS Division, accountable for defining and driving long‑term growth strategy, national revenue acceleration, and market expansion across all customer segments and channels. This role owns the end‑to‑end commercial growth agenda, integrating sales strategy, market intelligence, strategic partnerships, and customer value creation into a cohesive national approach. Operating with broad autonomy and executive influence, this leader partners closely with executive leadership, product, operations, and finance to shape go‑to‑market strategy, investment priorities, and scalable growth models. The role provides strategic direction and governance to national and regional sales leadership while maintaining executive‑level relationships with key customers, partners, and industry stakeholders.

Key Responsibilities

Enterprise Commercial Strategy & Growth Leadership

• Define and lead the ITS Division’s national commercial growth strategy, aligning revenue expansion, market penetration, and long‑term value creation with corporate objectives.
• Translate enterprise strategy into scalable commercial models, ensuring consistent execution across regions, customer segments, and channels.
• Serve as a primary commercial advisor to executive leadership, providing insight on growth opportunities, market dynamics, competitive positioning, and strategic investments.
• Lead national business planning, including multi‑year growth roadmaps, portfolio prioritization, and commercialization of new offerings.

Revenue Acceleration & Market Expansion

• Drive sustained national revenue growth through disciplined opportunity prioritization, strategic account expansion, and enterprise‑level deal strategies.
• Identify and develop high‑impact growth vectors, including new markets, emerging customer needs, and adjacent solution opportunities.
• Provide oversight and governance for national forecasting, pipeline health, and revenue performance, ensuring accuracy, accountability, and predictability.
• Champion data‑driven decision‑making through advanced use of analytics, KPIs, and market intelligence.

Sales Leadership, Enablement & Governance

• Provide strategic leadership and direction to regional and national sales leaders, ensuring alignment to enterprise strategy and consistent performance standards.
• Establish and govern national sales operating rhythms, performance expectations, and quota and incentive frameworks aligned with growth priorities.
• Build and sustain a high‑performance, enterprise‑minded sales culture focused on disciplined execution, collaboration, and customer value.
• Coach and mentor senior sales leaders, developing succession pipelines and future commercial executives.

Customer, Partner & Ecosystem Leadership

• Maintain and deepen executive‑level relationships with key national customers, strategic partners, and distributors.
• Lead the development of enterprise account strategies that increase share of wallet, strengthen long‑term partnerships, and position ITS as a strategic solutions provider.
• Oversee national channel and distributor strategies, ensuring effective coverage models, capability alignment, and consistent standards nationwide.
• Represent the ITS Division externally with industry leaders, customers, and partners as a senior commercial spokesperson.

Operational Excellence & Cross‑Functional Collaboration

• Partner closely with finance, marketing, product, and operations to align commercial strategy with investment planning, product roadmaps, and operational capacity.
• Ensure enterprise‑level rigor in CRM adoption, sales reporting, forecasting, and performance measurement.
• Monitor competitive activity, regulatory trends, and market conditions, proactively adjusting strategy to protect and expand market position.
• Drive continuous improvement initiatives across commercial processes, tools, and organizational effectiveness.

Required Qualifications

• Bachelor’s degree in engineering, business, or a related field required; advanced degree preferred.
• 12+ years of progressive commercial experience, including senior leadership roles with national or multi‑regional scope.
• Demonstrated success leading enterprise‑level sales and growth strategies within ITS, transportation, intelligent infrastructure, or technology‑enabled solutions.
• Proven ability to scale revenue, lead transformation initiatives, and drive growth in complex, matrixed organizations.
• Strong executive presence with exceptional strategic thinking, communication, negotiation, and influence skills.
• Deep expertise in revenue modeling, forecasting, quota and incentive design, and performance management.
• Track record of building and leading high‑performing senior leadership teams.
• Ability to travel nationally as required.

Leadership Characteristics

• Enterprise mindset with the ability to balance short‑term performance and long‑term strategic growth.
• Highly analytical and data‑driven, with strong business judgment and decision‑making capability.
• Collaborative leader who builds trust and alignment across functions and geographies.
• Results‑oriented, adaptable, and comfortable operating in dynamic, growth‑focused environments.

Cubic Pay Range:

*Our compensation reflects the cost of labor across several US geographic markets. The base pay for this position ranges from our lowest geographic market up to our highest geographic market.

The Cubic pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.

Worker Type: Employee

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