Head of Sales – Passenger Intelligence (Americas)

Head of Sales – Passenger Intelligence (Americas)

Build, Lead, and Scale a High-Performance Sales Organization

Are you a passionate sales leader who thrives on building winning teams, developing talent, and driving revenue growth? Do you lead from the front, embrace accountability, and enjoy closing complex deals while coaching others to succeed?

iris is seeking an experienced and entrepreneurial Head of Sales – Passenger Intelligence to lead and expand our sales organization across North America. This is a strategic leadership role for a hands-on professional who can build a world-class sales team while actively contributing to business development, customer engagement, and revenue generation.

Experience in Intelligent Transportation Systems (ITS), particularly Automatic Passenger Counting (APC) and CCTV solutions, and understanding the complexities of selling into public transit agencies and private transportation operators is preferred, related experience will also be considered.

About iris

iris is a leading provider of Intelligent Transportation Systems, delivering innovative technologies that help transit agencies improve operational efficiency, passenger experience, safety, and data-driven decision making. Our solutions include industry-leading APC systems, CCTV technology, and passenger intelligence platforms serving customers worldwide.

As we continue to grow across North and South America, we are looking for a strong sales leader to help shape the next phase of our expansion.

Position Overview

The Head of Sales will be responsible for developing and executing the company’s sales strategy while building, managing, and motivating a high-performing sales team. This individual will drive revenue growth, establish market leadership, and strengthen relationships with key transit agencies, OEMs, system integrators, consultants, and private transportation operators.

The ideal candidate combines strategic vision with a hands-on approach and is willing to lead by example throughout the entire sales cycle.

Key Responsibilities

Sales Leadership & Team Development

• Build, develop, and lead a high-performing sales organization.
• Recruit, mentor, coach, and motivate sales professionals to achieve ambitious growth targets.
• Establish a performance-driven culture focused on accountability, collaboration, and customer success.
• Define sales objectives, territories, quotas, and performance metrics.

Business Growth & Strategy

• Develop and execute comprehensive sales and go-to-market strategies.
• Create and implement pricing strategies that maximize competitiveness and profitability.
• Develop sales forecasts, pipeline management processes, and revenue growth plans.

Customer & Market Engagement

• Establish and maintain relationships across all organizational levels (executives, engineers, procurement, etc.) with public transit agencies, consultants, contractors, OEMs, and private transportation providers.
• Serve as a trusted advisor to customers throughout the sales process.
• Represent iris at industry conferences, trade shows, and key customer meetings.

Opportunity Management

• Lead complex sales opportunities from prospecting through contract execution.
• Negotiate commercial agreements and strategic partnerships.
• Oversee responses to RFPs, RFQs, and public procurement opportunities.
• Ensure compliance with Federal Transit Administration (FTA) requirements and procurement processes.

Cross-Functional Leadership

• Collaborate closely with marketing, product management, engineering, and operations teams.
• Provide market intelligence and customer feedback to support product strategy and innovation.
• Align sales and marketing initiatives to drive brand awareness and lead generation.

Qualifications

• Required Experience
• 8+ years of progressive sales experience, including at least 5 years leading and developing sales teams.
• Bachelor’s degree in business, Engineering, Transportation, Marketing, or a related field.
• Demonstrated success building, managing, and scaling high-performing sales organizations.
• Strong background in Intelligent Transportation Systems (ITS), public transit technologies preferred, or related transportation markets.
• Proven track record of closing complex enterprise-level sales opportunities.
• Experience using Salesforce or similar CRM platforms.

Industry Expertise (Preferred)

• Deep understanding of public transit procurement processes and FTA requirements.
• Experience working with public agencies, municipalities, transit authorities, and private transportation operators.
• Strong knowledge of competitive positioning, pricing strategy, and go-to-market planning.
• Experience selling APC, CCTV, passenger information, mobility, or other transit technology solutions is a great plus, but not a requirement.
• Familiarity with transportation technology standards, industry trends, and emerging mobility solutions.

Leadership Competencies

• Hands-on leader with a “lead by example” mentality and strong ownership mindset.
• Exceptional team building, coaching, and motivational skills.
• Strategic thinker capable of translating vision into execution.
• Strong negotiation, presentation, and exceptional communication skills.
• Ability to influence decision-makers at all organizational levels.

Why Join iris?

Lead Growth

• Take ownership of a growing business unit and help shape the future of transportation technology in the Americas.

Make an Impact

• Help transit agencies improve safety, efficiency, accessibility, and passenger experience through innovative technology.

Competitive Compensation

• Attractive base salary, performance-based incentives, and comprehensive benefits package.

Industry Exposure

• Travel throughout North America and internationally while working with some of the most innovative transit agencies and transportation organizations in the industry.