Digital Matter

Battery-powered asset trackers for IoT

Head of Go-To-Market

Business Development & PartnershipsPosted on Nov 12

Full-timeSouth AfricaNo salary listed

About the Job

Requirements

At least 8 years of enterprise sales or regional commercial leadership experience, ideally in IoT, telematics, asset tracking, or industrial solutions.
Ability to manage complex technical sales cycles end to end, including discovery, requirements gathering, translating customer needs into technical and commercial specifications with Product, Engineering, and Delivery teams, negotiation, and implementation.
Strong understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
Demonstrated success scaling high-performance sales teams across MEA within a global multicultural business.
Experience managing direct sales and multi-tiered channel ecosystems.
Ability to lead hybrid teams comprising remote, office, and field-based employees with a digital-first mindset.
Commercial discipline and attention to detail affecting commercial value.
High emotional intelligence, strong communication skills, and ability to influence technical and executive stakeholders.

Responsibilities

Own and deliver MEA revenue targets through direct and channel sales models.
Use commercial data to improve pipeline velocity, pricing decisions, and forecast accuracy.
Distribute sales quotas across the region.
Compile and present timely, credible sales forecasts to the business.
Develop and implement regional go-to-market strategies aligned with global objectives.
Drive adoption of scalable sales frameworks, key performance indicators, and performance management systems.
Deploy and manage the regional Partner Program and expand and optimize the reseller and integrator ecosystem.
Lead strategic relationships with enterprise customers and partners, including complex technical engagements.
Drive upsell opportunities, including lifecycle services and platform subscriptions such as Device Manager.
Build and mentor a high-performing sales team across MEA.
Work with each salesperson to produce professional territory and account plans.
Collaborate with Marketing, Product, and Customer Success to ensure coordinated execution.
Identify and develop opportunities in new geographies, verticals, and product categories.
Forge strategic alliances to accelerate expansion and market penetration.
Monitor industry trends and customer insights to refine regional sales strategy.

Desired Qualifications

Experience in a scale-up or private equity-backed environment.
Familiarity with connectivity standards including 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.
Willingness to travel approximately 40% across MEA, including regular travel to Johannesburg headquarters if not based there.

The Role
We are seeking a dynamic and results-driven Head of GTM – MEA to lead regional revenue growth and all aspects of our MEA Go-To-Market strategy. This hands-on leadership role requires expertise in enterprise IoT sales, complex solution selling, and channel development. The ideal candidate will scale our sales organisation, develop and maintain strategic partnerships, and lead complex engagements across both custom and off-the-shelf hardware solutions.

Key Responsibilities
1. Sales & Revenue Leadership

Own and deliver MEA revenue targets through both direct and indirect (channel) models.
Leverage commercial data to improve pipeline velocity, pricing decisions, and forecast accuracy.
Distribution of sales quotas across the region.
Collation and presentation to the business of timely, credible sales forecasts.

2. Go-To-Market Execution

Develop and implement regional GTM strategies in alignment with global objectives.
Drive the adoption of scalable sales frameworks, KPIs, and performance management systems.

3. Customer & Partner Engagement

Deploy and manage the regional Partner Program; expand and optimise our diverse reseller and integrator ecosystem.
Lead strategic relationships with enterprise customers and partners, including complex technical engagements.
Drive upsell opportunities including lifecycle services and platform subscriptions (e.g. Device Manager).

4. Team Leadership

Build and mentor a high-performing, values-driven sales team across MEA.
Foster a culture of ownership, accountability, and ongoing development.
Collaborate cross-functionally with Marketing, Product, and Customer Success to ensure seamless execution.
Working with each salesperson to produce professional territory and account plans.

5. Strategic Growth & Market Development

Identify and develop opportunities in new geographies, verticals, and product categories.
Forge strategic alliances to accelerate expansion and market penetration.
Monitor industry trends and customer insights to refine and adapt regional sales strategy.

Candidate Profile
Must-Haves

8+ years of enterprise sales or regional commercial leadership experience, ideally in IoT, telematics, asset tracking, or industrial solutions.
Proven ability to manage complex, technical sales cycles end-to-end - from initial discovery and requirements gathering, through translation of customer needs into clear technical and commercial specifications with Product, Engineering, and Delivery teams, to final negotiation and implementation.
Strong understanding of the IoT value chain, including hardware, middleware/software, systems integration, and ongoing services.
Demonstrated success in scaling high-performance sales teams across MEA while being part of a global multi-cultural business.
Experience managing both direct sales and multi-tiered channel ecosystems.
Capable of leading hybrid teams (remote, office, field-based) with a digital-first mindset.
Commercial discipline and keen attention to details that may drive or drain millions of dollars in value.
High emotional intelligence (EQ), excellent communication skills, and the ability to influence across technical and executive levels.

Preferred

Experience in a scale-up or private equity-backed environment.
Familiarity with connectivity standards such as 3GPP, LPWAN, BLE, GNSS, or LoRaWAN.
Willingness to travel ~40% across MEA, including regular travel to HQ in Johannesburg (if not based there).

Why Join Digital Matter?

Play a key role in a fast-scaling global IoT company at a pivotal stage of growth.
Own a key region with autonomy and strategic support.
Lead cutting-edge products delivering measurable value in the real world.
Thrive in a values-driven culture that champions innovation, accountability, and collaboration.

About the Company

Digital Matter

Battery-powered asset trackers for IoT

Digital Matter designs and manufactures battery-powered asset tracking devices and sensor technology. Its hardware is designed to be easily integrated into partners' telematics and software platforms, enabling asset tracking and fleet management across indoor and outdoor environments. The product line includes GPS, Wi-Fi, and cellular location devices with long battery life and rugged hardware, complemented by Telematics Guru, a white-label software platform for end-users. The company aims to help partners monitor and manage physical assets at scale by providing integration-ready hardware and a partner-friendly software ecosystem across more than 120 countries.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Perth WA, Australia
Founded: 2001

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