Global Director, Sales - Government Revenue Solutions

Position Summary & Objective

The Global Director, Sales - Government Revenue Solutions leads Crane Authentication’s global GRS sales organisation and is accountable for accelerating profitable growth across tax stamps, excise control, secure track-and-trace, and adjacent government revenue protection programmes.

This role provides senior global leadership across account management and business development within GRS. The role is accountable for protecting and expanding existing government revenue programmes while placing a strong emphasis on new market development, strategic opportunity creation, disciplined pipeline conversion, and growth through tax authorities, ministries of finance, customs agencies, enforcement bodies, industry stakeholders, partners, and integrators.

Essential Functions Performed by the Position

Sets and executes the global GRS sales strategy, with clear accountability for revenue growth, market expansion, new business acquisition, and growth within existing strategic government programmes.

Leads, develops, and holds accountable globally dispersed GRS sales, account management, and business development teams, creating a high-performance culture focused on growth, execution, and commercial discipline.

Owns the global GRS pipeline and sales cadence, driving rigorous prospecting, qualification, account planning, forecasting, opportunity strategy, and conversion of priority global opportunities.

Identifies emerging markets, adjacent revenue streams, and new use cases for Crane Authentication’s GRS portfolio, converting market intelligence into prioritised growth plans and commercial action.

Shapes government requirements, partner solution designs, tender specifications, and market standards to position Crane Authentication’s secure tax stamp, authentication, traceability, and digital revenue protection capabilities early in the buying cycle.

Leads executive-level commercial engagement for strategic opportunities, including opportunity strategy, stakeholder mapping, partner alignment, bid positioning, value proposition development, and negotiation support.

Establishes structured global account plans for strategic customers and partners, defining relationship strategy, retention priorities, renewal risk, share-of-wallet growth, cross-sell opportunities, and measurable commercial outcomes.

Builds senior relationships with ministries of finance, tax authorities, customs agencies, health administrations, enforcement teams, national printing works, secure document providers, industry associations, system integrators, and wider government revenue ecosystem influencers.

Creates and scales new routes to market for the GRS portfolio, including direct government engagement, partner-led opportunities, component-supplier models, consortium participation, and co-selling arrangements.

Maintains executive visibility of existing programme performance, customer satisfaction, margin health, contract risk, renewal opportunities, and expansion potential, ensuring account strategies support sustainable and profitable revenue growth.

Leads disciplined global sales reviews, pipeline governance, account reviews, business development reporting, and performance updates for senior leadership.

Represents Crane Authentication externally at senior industry forums, partner meetings, excise and revenue protection conferences, customs and tax authority events, and secure track-and-trace ecosystem engagements.

Provides senior market, customer, and partner insight to shape the GRS product roadmap, value proposition, investment priorities, pricing strategy, and go-to-market approach.

Partners with Product, Technology, Commercial, and Operations leaders to ensure GRS solutions are competitive, scalable, commercially attractive, compliant, and aligned to customer and market needs.

Oversees the development of compelling value-selling narratives and commercial positioning for GRS offerings, including physical and digital tax stamps, secure identifiers, product authentication, track-and-trace, enforcement tools, data reporting, and programme services.

Maintains a senior view of competitor activity, market trends, regulatory developments, tender activity, and partner movements across tax stamps, excise compliance, revenue mobilisation, anti-counterfeiting, and illicit trade prevention markets.

Defines priority customer segments, geographies, and routes to market for GRS, including tax and customs authorities, ministries of finance, regulated product sectors, national printing works, integrator-led opportunities, and technology alliances.

Translates customer, partner, and market insight into actionable recommendations for product enhancement, pricing, commercial models, sales enablement, implementation models, and solution packaging.

Leads commercial launch readiness for new GRS capabilities, ensuring the sales organisation has clear messaging, proof points, partner strategy, target accounts, and pipeline priorities required to win.

Disclaimer

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.

Position Qualifications

Education

Bachelor’s degree in Business Administration, Commerce, Sales, Marketing, or a related discipline required.

Advanced degree, such as an MBA, preferred.

Experience

10–15+ years of senior enterprise, government, or public-sector sales leadership experience in government revenue solutions, tax stamps, excise control, secure track-and-trace, anti-counterfeiting, authentication, or related regulated technology markets.

Proven success selling to government agencies, ministries of finance, tax authorities, customs agencies, enforcement bodies, public-sector bodies, or complex regulated markets.

Experience with physical and digital tax stamps, excise compliance programmes, secure identifiers, authentication technologies, serialisation, product traceability, track-and-trace platforms, and field enforcement solutions.

Strong understanding of revenue agency workflows, excise tax collection, customs enforcement, regulated product supply chains, government procurement, and public-sector programme implementation.

Demonstrated ability to close multi-million-dollar opportunities and lead complex, multi-year sales cycles involving senior government stakeholders, industry participants, partners, technical decision makers, and implementation teams.

Experience with excisable goods programmes across categories such as tobacco, alcohol, beverages, pharmaceuticals, fuels, or other regulated products is highly desirable.

Background in secure printing, digital traceability, authentication, anti-counterfeiting, fraud-prevention, revenue mobilisation, or compliance technology ecosystems advantageous.

Existing relationships with tax authorities, customs agencies, public-sector integrators, secure printing partners, industry associations, and government contract vehicles or framework agreements.

Significant experience leading globally dispersed sales, account management, and business development teams through growth, transformation, and disciplined execution.

Proven track record of expanding existing accounts, winning new business, opening new markets, and accelerating profitable revenue growth in complex global sales environments.

Experience developing account plans, territory strategies, partner strategies, tender strategies, and market-entry plans that convert strategy into measurable commercial outcomes.

Experience partnering with product, marketing, technology, implementation, and operations teams to shape go-to-market strategy, strengthen commercial execution, and support successful programme delivery.

Certifications/Licenses

Sales leadership, strategic selling, or consultative sales certifications, such as Miller Heiman, Challenger, or Strategic Selling, are desirable.

Language Proficiency

• Fluent in English.
• Other languages are highly desirable but not required.
• Knowledge, Skills, and Abilities
• Strategic, commercially astute sales leader with strong operational discipline and a hands-on, results-oriented approach.
• Strong understanding of government revenue solutions, tax stamps, excise compliance, track-and-trace, anti-counterfeiting, secure identifiers, authentication, and regulated public-sector markets.
• Outward-looking and growth-oriented, with the ability to identify demand creation opportunities across tax authorities, customs agencies, tenders, partners, regulated industries, and emerging revenue streams.
• Strong commercial acumen, executive negotiation capability, and track record of achieving revenue, margin, renewal, and growth targets.
• Ability to balance retention, account expansion, new business generation, and emerging-market development within a disciplined global sales operating rhythm.
• Exceptional stakeholder management and influencing skills, with credibility at senior levels across government, partner, industry, and enterprise environments.
• High integrity, strong understanding of security risk, and commitment to operating in sensitive, mission-critical public-sector, revenue protection, and enforcement environments.
• Proactive, resilient, and comfortable operating with senior visibility in complex, competitive, and mission-critical sales environments.
• Sophisticated interpersonal and influencing skills, with the ability to engage senior decision makers and shape outcomes across complex stakeholder groups.
• Culturally aware and commercially confident in navigating global business environments, regional market dynamics, cross-border procurement, and public-sector sales execution.
• Strong leadership presence with the ability to align, motivate, develop, and hold global teams accountable for sales performance, account growth, and business development outcomes.
• Strong executive communication, presentation, and reporting capability, with the ability to translate complex commercial activity, tender progress, programme risk, and market intelligence into clear senior leadership updates.
• Proficient in CRM systems (Salesforce preferable) and MS Office Suite.
• Excellent communication, presentation, and relationship-building skills with the ability to influence, collaborate, and drive alignment across all levels of the organisation.
• Working Hours and Conditions
• Office and Remote Work Environment.
• Physical Characteristics and Demands
• This role is sedentary in nature, you must be able to sit at a desk and use a computer for extended periods of time.

Travel Requirements

Up to 40% international and domestic travel may be required.

Must possess a valid passport for international travel.

Crane Authentication is an Equal Employment Opportunity organization. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability. Crane Authentication is committed to providing reasonable accommodations to individuals with disabilities.