Head of Global Sales (m/f/d)

At Hexagon, we do not just measure the world – we define its future.

As the global leader in measurement technologies, we provide the confidence that vital industries rely on to build, navigate, and innovate. From microns to Mars, our solutions drive productivity, quality, safety, and sustainability across aerospace, agriculture, automotive, construction, manufacturing, and mining.

Yet measurement is only the beginning.

We bridge the physical and digital worlds with cutting-edge metrology, reality capture, and positioning solutions – making industries and cities safer, smarter, and more sustainable.

Hexagon’s Infrastracture & Geospatial division focuses on combining accurate measurement, positioning, and mapping technologies with industry-tailored workflows to help geodata-dependent industries capture, visualise, and analyse the physical world, turning data into actionable insights for better decision-making and improved efficiency.

Measurement is the foundation of progress.

When it has to be right, it has to be Hexagon.

ABOUT THE ROLE

Scanning & Mapping operates four autonomous business units (Reality Capture Hardware, Reality Capture Software, Airborne Sensors, Airborne Mapping Services) that own their own revenue and sales teams.

Revenue ownership remains with the individual BUs and their respective sales organizations.

This role carries shared accountability for commercial performance by enabling, aligning and orchestrating go-to-market priorities, processes and execution across the BUs..

Furthermore, the role leads and consults on various initiatives, including forecasting frameworks, global key account initiatives and mid-term financial planning.

The Head of Global Sales builds and orchestrates a common go-to-market capability across Scanning & Mapping’s four business units.

The role sets the cross-divisional sales strategy, builds the sales & service excellence engine, and guides business development and marketing — so that the BUs and their regions sell more effectively.

It is an enablement and orchestration role: it delivers through influence, governance and adoption across units that do not report to it, rather than through direct command of a sales force.

• Reporting & scope
• Reports to: President, Scanning & Mapping
• Dotted-line relationship to BU sales heads and regional sales leaders — no solid-line sales force.
• Works with and through the Sales & Service Excellence (SSE) function.
• Global scope; all S&M segments; OEM and distributor channels.

Key responsibilities

• 1. One cross-divisional go-to-market
• Define and implement a common go-to-market strategy across the four BUs — aligned approach to segments, channels, key accounts and OEMs.
• Establish the governance, cadence, and shared definitions that make cross-BU alignment real and sustained.
• Build alignment and credibility with BU sales heads
• 2. Sales & Service Excellence and data-driven selling
• Build the pipeline discipline, forecasting accuracy and sales performance management that the regions and BUs adopt.
• Strengthen and drive effective use of the existing Salesforce landscape; move the organisation toward data-driven selling.
• Drive adoption — get regions to change how they sell — through the SSE function and by influence.
• Push commercial focus beyond the current quarter; build a mid-term business-development horizon with the BUs.
• Build and strengthen OEM and distributor partnerships; expand strategic collaborations across the S&M ecosystem.
• Act as a senior industry representative with strategic accounts and OEM stakeholders globally.
• 4. Marketing integration
• Integrate the marketing function so it generates demand the BUs can convert — marketing as an enabler of the sales motion.
• Connect marketing, sales and the BUs into one demand-to-conversion motion.
• Coach and develop BU sales heads and regional sales leaders; foster a culture of performance, accountability and continuous improvement.
• Ensure strong cross-functional collaboration with Product, R&D and Marketing.
• Key performance indicators
• One go-to-market demonstrably adopted across the four BUs (not four separate approaches).
• Commercial performance / revenue growth (ultimate revenue ownership stays within the BU’s)
• Forecast accuracy across the division.
• CRM / pipeline discipline in place — Salesforce adoption and data-driven selling by the regions.
• Sales productivity improvement (output per rep / cycle time) via SSE.
• Growth in OEM and distributor partner-sourced pipeline.

ABOUT YOU

• Required experience
• 10+ years commercial leadership in reality capture, geospatial, construction or infrastructure.
• Proven track record of building sales-excellence / enablement / commercial-operations capability that autonomous units ADOPTED — not a solid-line sales team they were ordered to use.
• Demonstrated ability to deliver commercial impact through a dotted-line / matrix organisation, by influence rather than command.
• Strong CRM (Salesforce) and sales-analytics capability; data-driven decision-making.
• OEM and distributor partnership experience.
• Strong analytical, commercial and strategic capability; excellent influence and stakeholder skills.
• Preferred
• Hands‑on experience with Scanning & Mapping / reality‑capture products.
• Experience orchestrating go-to-market across multiple business units.
• Core behaviours
• Influence without authority — builds alignment and drives adoption across units that do not report to the role.
• Strategic & analytical leadership — data-driven, market- and operationally-informed.
• Execution discipline — governance, KPIs and follow-through across regions and BUs.
• Collaborative, cross-functional leadership — high integrity, high trust.
• Clear communication — concise, decision-oriented, credible with senior stakeholders and customers.
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