Director of Sales & Commercial Growth for B2B

About the role

The Director of Sales & Commercial Growth leads top‑line revenue for the B2B franchise in Trinidad, covering ICT, Large Enterprise and Government segments. The role drives sales performance, leverages strategic hyperscaler partnerships and ensures disciplined commercial management across the sales organisation.

Key responsibilities

• Own end‑to‑end revenue delivery for both monthly recurring (MRR) and non‑recurring (NRR) streams across ICT, Large Enterprise and Government.
• Design and execute segment‑led sales strategies aligned with corporate plans and government digital‑transformation agendas.
• Harvest and scale partnerships with AWS, Starlink and Amdocs into qualified pipeline and closed revenue.
• Lead account planning, RFP/tender processes and complex contract negotiations with government and enterprise clients.
• Implement a formal sales methodology, maintain pipeline hygiene, forecast accuracy and conduct win/loss reviews.
• Develop sales team capabilities in cloud, cybersecurity, ICT services and commercial acumen.
• Maintain executive‑level relationships with regulators, C‑level executives and cabinet‑level stakeholders.

Required profile

• Minimum 10 years of progressive B2B sales leadership, with at least 5 years selling to government and large enterprise.
• Proven track record of multi‑million‑dollar quota achievement in cloud, connectivity and managed services.
• Experience managing long‑cycle deals involving hyperscaler partners (AWS, Azure, GCP).
• Strong commercial modelling, margin analysis and P&L understanding.
• Executive presence with C‑level and government stakeholder engagement experience.

Required skills

• Advanced Salesforce proficiency.
• Microsoft 365 suite (Word, Excel, PowerPoint, Outlook, Teams).
• Power BI or Tableau for pipeline and forecast analytics.
• Familiarity with configure‑price‑quote (CPQ) tools and modern contract‑lifecycle‑management platforms.