IIOT Inside Sales & Business Development Leader

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Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.  

Portland, ME or Boston, MARole Overview

The Kepware Inside Sales & Business Development Manager oversees inbound Kepware-focused transactional sales and outbound business development motions across both Kepware and ThingWorx product lines. This role leads Inside Sales Representatives (ISRs) and Business Development Representatives (BDRs) responsible for pipeline creation, lead follow-up, and coordinated enterprise expansion plays.

Key ResponsibilitiesLead & Manage Inside Sales (Inbound)

• Oversee day-to-day operations for inbound Kepware transactional sales opportunities.
• Streamline qualification, quoting, and closure processes.
• Maintain visibility into pipeline, forecasting accuracy, and KPIs.
• Ensure ISRs educate buyers on Kepware products and licensing.

Lead & Develop Business Development Team (Outbound)

• Manage BDRs responsible for outbound prospecting across both Kepware and ThingWorx.
• Ensure BDRs execute structured outbound motions including lead follow-up for both product lines.
• Coach reps to identify enterprise expansion signals across connectivity (Kepware) and IIoT/analytics (ThingWorx).
• Position Kepware as foundational for industrial data access and ThingWorx as an enabler for broader digital transformation.

Drive Expansion of Transactional Customers Into Enterprise Opportunities

• Develop programs to convert Kepware transactional customers into enterprise prospects.
• Identify cross-sell opportunities into ThingWorx applications and workflows.
• Refine messaging and sales plays that integrate Kepware-to-ThingWorx expansion.
• Guide teams in recognizing when Kepware connectivity unlocks ThingWorx value propositions.

Partner with Outside Sellers to Generate Pipeline

• Collaborate with Account Executives supporting both Kepware and ThingWorx.
• Ensure BDRs deliver pipeline creation for both product lines.
• Facilitate effective handoffs between ISR/BDR motions and field sellers.
• Align outreach motions with NewCo combined GTM strategy.

Performance Management, Enablement & Coaching

• Establish and track KPIs for inbound and outbound teams.
• Develop training and onboarding programs for ISRs and BDRs.
• Conduct call reviews, messaging refinement, and sales-play coaching.
• Ensure teams have the content, tools, and systems needed for success.
• Provide strategic enablement leadership for the global BDR/ISS community, delivering guidance, tools, and best‑practice frameworks that enhance productivity, strengthen sales pipeline performance, and ensure consistent execution across regions.

Process Improvement & Operational Excellence

• Optimize lead routing, follow-up cadences, and CRM hygiene.
• Partner with Sales Ops on process automation supporting both Kepware and ThingWorx motions.
• Use analytics to refine prioritization and territory models.
• Ensure alignment with global GTM strategy.

Qualifications

• 5–8+ years in Sales Management, Inside Sales, or Business Development leadership roles.
• Experience managing high-velocity inbound transactional sales teams.
• Ability to build scalable outbound prospecting motions across multiple product lines.
• Strong understanding of transactional and enterprise sales cycles.
• Proficiency with Salesforce and sales engagement tools.
• Strong coaching, communication, and cross-functional collaboration skills.

PTC carefully considers a wide range of factors when determining compensation. The anticipated annual salary range for this position is between $170,000-230,000. The anticipated annual salary range encompasses both the base salary and the on-target incentive compensation that may be attained in this role. The salary range reflects a good-faith estimate of compensation at the time of posting. 

Actual compensation may vary based on a candidate's skills, qualifications, experience, and location. Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock. Certain roles may also be eligible for participation in our equity programs. Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy. All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.  

For more information about PTC’s comprehensive benefits, please visit our Careers Page. 

PTC recruits on a rolling basis. Candidates are considered as they apply, until the opportunity is filled. 

At PTC, we believe in the power of diverse ideas and perspectives. As a global company that values and respects all identities, cultures, and perspectives, we strive to create an inclusive PTC for ALL through an environment where everyone feels like they belong and are empowered to bring their true, authentic selves to work. Proud to be an Equal Opportunity Employer, we welcome applicants from all backgrounds and hire without regard to race, national origin, religion, age, color, ethnicity, ancestry, marital status, sex (including pregnancy), sexual orientation, gender identity, gender expression, genetic information, disability, veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?

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