Sales Team Lead, Commercial Markets

RTI is seeking a Sales Team Lead to drive the growth and strategy of our Commercial Markets sales organization across the Americas and EMEA. This is a player-coach leadership role for an experienced sales and business development professional who is equally comfortable driving strategic account growth as they are coaching and developing others across a modern, specialized sales structure.

The Commercial Markets organization drives growth across high-impact non-defense industries, including Healthcare & MedTech, Industrial Automation, Robotics, Clean Energy, and Smart Rail.

The Sales Team Lead will establish and execute market expansion strategies by identifying priority applications, strengthening BD pipelines, and leading early-stage customer engagement—partnering with and coaching account managers to accelerate deal closure and exceed revenue goals. This individual will coordinate with a specialized sales ecosystem—aligning and driving performance across Sales Development (SDRs), Account Managers, Customer Success, and Renewals—to execute a scalable customer development and retention strategy. This position reports to the Senior Director of Sales.

The ideal candidate is a hands-on sales leader and strategic business developer who operates effectively at high levels while remaining actively engaged in key commercial customer and partner conversations.

Location: Candidates based on the East Coast of the U.S. are preferred, as the majority of regional travel will be within this zone.

✨ What You’ll Do

• Lead, coach, and develop Commercial Markets sales professionals across North America and Europe, while carrying direct quota responsibility for an assigned regional territory alongside select strategic enterprise accounts.

• Manage and optimize a specialized sales motion, partnering closely with Sales Development (SDRs) on pipeline generation, and Customer Success and Renewals teams to maximize expansion and retention.

• Develop and execute commercial sales strategies, connecting real-time physical systems with cloud applications and supporting artificial intelligence applications to drive revenue growth, expand market presence, and develop new business opportunities.

• Drive prospecting, pipeline development, opportunity management, forecasting, and overall sales execution across commercial markets in the region.

• Partner with sales team members on strategic commercial accounts, complex software opportunities, customer engagements, negotiations, and account strategies.

• Build and maintain strong relationships with commercial enterprise customers, ecosystem partners, and key stakeholders while identifying opportunities for account expansion.

• Establish consistent sales processes, handoffs, and best practices across specialized functions to improve pipeline quality, productivity, and sales performance.

• Monitor sales performance, pipeline health, renewal rates, revenue forecasts, and key business risks, providing visibility and recommendations to leadership.

• Represent RTI at commercial customer meetings, industry tradeshows, conferences, and business development activities.

• Provide structured onboarding, ongoing enablement, and regional operational support.

🎯 What We’re Looking For

• At least 10 years of professional sales experience selling high-end technology software solutions to commercial R&D and engineering teams, with a proven track record of achieving revenue targets.

• Proven experience managing, coaching, and leading modern, role-specialized sales teams (including SDRs, Account Executives, Customer Success, and Renewals).

• Demonstrated success in new commercial business development, outbound pipeline generation, account growth, customer retention, and territory management.

• Strong communication, presentation, relationship-building, and business development skills.

• Strong organizational and analytical skills with the ability to manage multiple priorities and cross-functional sales motions across commercial sectors and regions.

• Willingness to travel domestically and internationally as needed. While the amount fluctuates, 20-30% travel is typical.

• US Citizenship required *Due to applicable laws, government regulations and contract specifications, we are required to fill this position only with an individual who qualifies as a "U.S. Citizen."

💎 Nice To Have

• Existing executive relationships within key commercial sectors (Healthcare/MedTech, Robotics, Industrial Automation, Smart Energy, or Intelligent Transportation).

• Experience leading a commercial sales organization through a period of rapid growth or market expansion.

• Familiarity with embedded software, real-time systems, middleware, or other mission-critical technology solutions.

• Technical background in engineering, software, or computer science.

🌟 What We Offer You

• Flexible working schedule.

• Remote working + Home Office Stipend to cover the costs of working from home.

• Flexible Paid Time Off + “Real Vacation Bonus,” an additional bonus for taking more than 1-week of uninterrupted vacation.

• Annual bonus based on individual and company performance + other prizes and awards.

• We recognize employees for their achievements, offer great opportunities for career growth and development, and provide the tools they need to succeed.

💙 How is life at RTI

• We have been certified as a Great Place to Work for seven consecutive years both in Spain and the US. In addition, we were listed as one of the Best Companies for Women to Advance.

• We live and work by our core values, which emphasize excellence, teamwork, and reaching your potential. Our motto is “Enjoy the journey,” above all we must enjoy what we do and have fun at work. At RTI, you will work in a positive, supportive, diverse environment with a team that truly cares about you.

• We are defined by our “Working as One” culture and truly care about team’s interaction. That is why we plan trips for teams to get together in person, enjoy fun team-building activities and events, and feel more connected.

🌍 What We Do

Real-Time Innovations (RTI) is the data-streaming company for intelligent distributed systems. RTI Connext® software is the critical nervous system for over 2,000 designs across Aerospace and Defense, MedTech, Automotive, and Robotics. Connext is the only real-time data streaming platform that can both control demanding physical systems and integrate them with cloud applications. RTI helps organizations develop, deploy, and scale intelligence and physical AI from edge to cloud, faster. RTI Runs a Smarter World™. Learn more at www.rti.com.

RTI is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age status as a protected veteran, or status as a qualified individual with disability.

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