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:

o Sales Enablement on training, messaging, and sales readiness

o Marketing and Inside Sales on demand generation and qualification

o 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