Director of Sales Executives (Supply Chain Agentic Business Processes)

About this role

Company overview:

TraceLink is the world’s largest Agentic Business Network, enabling life sciences and healthcare companies to build and manage a scalable digital workforce of governed, no-code AI agents that execute and coordinate mission-critical supply chain operations alongside human teams. Powered by the Integrate-Once™ OPUS platform, TraceLink links more than 300,000 network participants, enabling multi-enterprise processes at global scale.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 5 global offices, over 800 employees and more than 1700 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

Position Overview The Director of Sales Executives (Supply Chain Agentic Business Processes (ABP)) is responsible for leading the commercial success of TraceLink's Supply Chain Agentic Business Process business across an assigned region. This leader owns the regional new-business creation, pipeline growth, and overall commercial performance of the Supply Chain ABP portfolio, while leading a team of Sales Executives responsible for the Supply Chain ABP commercialization journey.

The Director develops and executes the regional commercial strategy to identify, qualify, and win new Supply Chain ABP opportunities, establish TraceLink's vision for the Agentic Supply Chain Operating Model and OPUS Agents with executive stakeholders, and build durable, expanding transformation partnerships with strategic customers.

Working in close partnership with regional Track & Trace ABP Customer Account Management (CAM) leadership, the Director ensures customers experience a coordinated commercial strategy across both commercialization journeys while maintaining clear ownership of the Supply Chain ABP business. This role combines business leadership, commercial strategy, people leadership, forecasting, and cross-functional execution to drive predictable new-business growth and long-term customer transformation.

Key Responsibilities:

Lead the Regional Supply Chain ABP Business • Own the commercial performance of the Supply Chain ABP business across the assigned geography. • Develop and execute comprehensive regional commercial strategies that maximize new Supply Chain ABP business creation, bookings growth, and account expansion. • Own regional revenue forecasts, operating plans, and business performance. • Drive execution against regional new-logo acquisition and existing-customer expansion objectives. • Identify business risks and develop mitigation strategies to ensure predictable commercial performance.

Lead and Develop the Sales Executive Team • Recruit, develop, coach, and lead a high-performing team of Sales Executives, SC ABP. • Establish performance expectations, accountability, and professional development plans. • Conduct regular opportunity, forecast, account strategy, and business reviews. • Drive consistent execution of the Supply Chain ABP commercialization methodology, MEDDPICC qualification, and sales process.

Drive Commercial Strategy • Develop regional account segmentation, coverage models, and prospect/customer engagement strategies for Supply Chain ABP. • Ensure execution of executive engagement programs, discovery workshops, Blueprint Reviews, and the Agentic Accelerator Program (AAP) across the region. • Position TraceLink's vision for the Agentic Supply Chain Operating Model, Agentic Supply Chain Operating System, Agentic Business Processes, and OPUS Agents with C-suite and senior business and IT leaders. • Drive targeted commercial campaigns that create new Supply Chain ABP business and reinforce TraceLink's differentiated value proposition. • Monitor competitive activity, customer trends, and market opportunities to refine regional commercial strategy.

Partner Across Commercial Organizations • Collaborate closely with regional Track & Trace ABP CAM leadership to deliver a coordinated “One Account” customer experience across both commercialization journeys. • Ensure Supply Chain ABP opportunities sourced from the Track & Trace business are identified, qualified, and transitioned effectively. • Instill a team culture of collaboration with Business Process Architects, Value Engineering, Product Management, Professional Services, Customer Success, Marketing, and Channels & Alliances. • Collaboratively resolve cross-functional issues that impact customer success or commercial performance.

Drive Operational Excellence • Maintain accurate regional forecasts, pipeline visibility, and business reporting. • Ensure hygiene, forecasting discipline, account planning consistency, and MEDDPICC opportunity analysis in WISE and related tools. • Develop and maintain comprehensive account and territory plans using TraceLink's WISE agentic operating platform. • Analyze business performance and implement actions that improve pipeline coverage, win rates, and bookings predictability. • Champion continuous improvement across commercial processes and customer engagement models. • Establish solid routines and communication cadences that enable operational excellence across the team. • • Foster a high-performance, consultative-selling culture centered on executive business transformation outcomes.

Success Measures: • Regional Supply Chain ABP Annual Recurring Revenue (ARR) • New Customer Acquisition • Existing Customer Expansion ARR (MINT, POET, OPUS Agents) • Regional Pipeline Coverage and Bookings Forecast Accuracy • Team Performance and Employee Development • MEDDPICC Qualification Quality and Pipeline Hygiene • Successful Completion of Agentic Accelerator Programs (AAP) • Customer Executive Engagement (CxO Meetings, Discovery Workshops, Blueprint Reviews, Proof-of-Value Reviews) • Qualif

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