Who we are
OTIV is a Ghent-based company leading the autonomous revolution in rail. We are on a mission to increase safety and efficiency of railway operations by teaching rail vehicles to drive autonomously. By making trains more efficient and safer, we actively contribute to a modal shift and a greener future. We bring this vision to life by a unique focus on the most challenging environments such as cities, shunting yards and industrial sites. Thanks to high-profile partners and world-leading clients such as Deutsche Bahn, SNCF Group, ArcelorMittal and CAF we deliver the future of railway operations today.
OTIV is an equal opportunity employer. We are committed to a work environment that supports, inspires, and respects all individuals and in which personnel processes are merit-based and applied without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, marital status, age, disability, national or ethnic origin, military service status, citizenship, or other protected characteristic. OTIV strives to create an environment in which all employees feel confident in their ability to bring their authentic selves to work and secure collaborating with colleagues and customers.
What you will do
As our Sales Lead, you will take full ownership of OTIV’s commercial growth — from shaping the strategy to executing it with your sales team. You will lead our efforts to bring autonomous and assistance rail technology solutions to new markets and customers, expanding our footprint across Europe, the US, and beyond. You will inspire, grow, and lead a high-performing commercial team, ensuring they have the vision, tools, and drive to win in competitive, complex B2B markets. You will own the entire customer journey — while building trusted, long-term partnerships. Acting as both strategist and dealmaker, you will represent OTIV, influencing market direction, forging key alliances, and securing the opportunities that will define our future growth. As the sales lead you will report to our CEO.
Tasks and responsibilities
As the Sales Lead at OTIV you will..
- Lead the commercial strategy — Design and execute a bold, data-driven growth plan that positions OTIV as a global leader in rail innovation.
- Drive market expansion — Identify, pursue, and secure opportunities with major transportation and industrial clients, building a robust, sustainable revenue pipeline.
- Master complex sales cycles — Navigate complex, multi-stakeholder B2B sales processes in regulated, technically demanding industries, including tendering processes and certification-heavy requirements.
- Deliver customer success foundations — Ensure every stage of the customer journey creates value, deepens trust, and drives measurable results for clients and for OTIV.
- Build and scale a world-class team — Recruit, mentor, and develop a high-performing commercial organization with a shared vision and clear success metrics.
- Shape the market narrative — Define OTIV’s presence and voice in the market, from thought leadership to industry events, making us the go-to name in our sector.
- Feed the innovation loop — Translate customer insights into actionable input for product and operational teams, influencing future roadmaps.
- Negotiate at the highest level — Lead complex, high-value negotiations that secure long-term contracts and strategic partnerships.
Requirements
- Proven commercial leader with 7+ years of experience, ideally in deep tech, mobility, or industrial technology.
- Experienced in managing international commercial activities, including market entry and expansion in Europe and the US.
- Skilled at navigating complex, regulated B2B sales cycles, including tender processes, technical pushback, and certification-heavy requirements.
- Strong track record of partnership development, deal structuring, and executing collaborative go-to-market models.
- Exceptional communicator and negotiator, fluent in English, Dutch, and French; other languages (e.g., German) are a strong plus.
- Strategic thinker with the discipline to execute.
- Builder of high-performance teams who leads with vision, clarity, and accountability.
- Customer-obsessed, with a deep understanding of how to create long-term value.
- Comfortable influencing at every level — from technical stakeholders to C-suite executives.
Benefits
What we offer
- Full time offer with competitive salary package.
- International environment in a disruptive scale-up with opportunities to grow.
- Early riser or night owl? Either way, you’ll fit right in our flexible working hours system.
- Working from our beautiful office in Ghent.
- Collaborative, transparent, and fun-loving office culture.
- Team events and quarterly offsite.
- 32 days of vacation.
