Role Purpose The Head of New Business is responsible for driving net‑new customer acquisition across APAC, with a primary focus on high‑value enterprise opportunities and scalable growth motions. This role owns new logo strategy, pipeline generation, sales execution, and performance management of the new business sales team.
The role is critical in supporting Powerfleet’s transition from traditional telematics to AI Video and data‑led safety solutions, ensuring new customer wins align to long‑term value, margin, and strategic positioning.
Key Responsibilities New Business Strategy & Execution
Own and deliver the APAC new business revenue target
Define and execute the new logo acquisition strategy, aligned to priority verticals and ICP
Ensure AI Video and advanced safety solutions are central to new business conversations
Balance short‑term pipeline delivery with long‑term strategic account development
Sales Leadership
Lead, coach, and develop the new business sales team
Establish clear performance expectations, pipeline discipline, and forecasting rigor
Drive consistent sales methodology across enterprise and mid‑market new business motions
Manage recruitment, onboarding, and ramp of new business sellers in line with capacity plans
Pipeline & Forecast Management
Own new business pipeline health, coverage, and conversion
Ensure accurate forecasting and deal qualification standards
Lead weekly pipeline and deal reviews focused on deal quality, not just volume
Cross‑Functional Alignment Work closely with:
Sales Enablement on training, messaging, and sales readiness
Marketing and Inside Sales on demand generation and qualification
Sales Engineering on solution design and proof‑of‑value execution
Partner with Customer Success to ensure smooth handover and long‑term customer value
Commercial & Governance Discipline
Protect gross margin and pricing integrity in all new business deals
Ensure deal structures support long‑term ARR, expansion potential, and customer success
Operate within defined engagement models to avoid channel conflict or deal overlap
Success Measures (KPIs)
Net new ARR / revenue attainment
Pipeline coverage and conversion rates
Average deal size and margin quality
AI Video penetration in new business wins
Forecast accuracy
Time‑to‑productivity for new hires
Experience & Background Required
10+ years in B2B sales, with significant enterprise and complex solution selling experience
Proven leadership of new business / hunter sales teams
Track record of building and scaling pipeline in long‑cycle, multi‑stakeholder environments
Strong commercial acumen with experience managing margin and deal structure
Experience selling technology, SaaS, data, or safety‑critical solutions into enterprise customers
Preferred
Experience in telematics, video, IoT, SaaS, or adjacent enterprise technology sectors
Experience operating in channel‑adjacent environments (telco, partners, alliances)
APAC regional leadership experience
Leadership Profile
Commercially sharp and execution‑oriented
Comfortable operating in ambiguity and during transformation
Disciplined, data‑driven, and direct
Able to balance urgency with long‑term value creation
Respected by senior customers and internal stakeholders
#J-18808-Ljbffr