XTPL S.A. is a young and dynamically growing deep-technology company based in Wrocław, Poland, specializing in high-precision additive manufacturing technology for ultra-precise printing of nanomaterials. The company’s innovative technology and cutting edge solutions find applications in sectors like advanced displays, semiconductor, advanced PCB, and biosensors. XTPL was founded in 2015 and operates both domestically in Wroclaw, Poland, where the headquarters are located and internationally. It sells its products through internal sales teams and through distributors and currently employs around 80 full-time employees. We are a publicly traded company (WSE: XTP) with listing on Warsaw Stock Exchange (GPW) and parallel listing at the Frankfurt Open Market in Germany.

In November 2023 XTPL announced its development strategy for the years 2023-2026. The key focus of the organisation is to accelerate the growth of the revenue from 10M PLN in 2022 to 100M PLN in 2026. Here is the full public presentation on the 23-26 strategy of the company: Strategy 2023-2026.

With the announcement of the strategy a new internal organisation structure of XTPL was implemented (slide 24 in the presentation). Currently we are seeking a highly experienced candidate for the role of the Global Director of Sales at XTPL to shape and drive our ambitious business growth.

The global sales director will be a pivotal leader in shaping and executing our global sales strategy. The candidate will lead (and grow) the internal sales team of 7 sales experts in Poland. The candidate will oversee and further develop the network of approx. 10 international distributors. The role will also be to manage the international sales offices of XTPL (currently the 1st office in Boston (US) is being established, and 2 more are expected to be developed in Korea and Taiwan within the next 3 years). The global sales director will also set quotas, and monitor performance. The global sales director will also be personally responsible for developing and managing relationships with selected key industrial accounts.

XTPL products are organised within 3 business lines which are targeting the innovators in R&D and industrial manufacturing of modern electronics, such as advanced semiconductors, flat panel displays, printed circuit boards, bio-sensors, and others. Here are the 3 business lines:

  • ultra-precise dispensing modules for industrial integration
  • stand-alone Delta Printing System for applications in research and development and prototyping
  • high-performance materials (inks and pastes) for applications in advanced electronics

The role of the Director of Sales will need to demonstrate the ability to operate effectively in international B2B sales.

The technological and industry inside experience and knowledge is nice to have, but not critical for this position, as the team already has a strong technological knowledge. The key focus is on bringing maturity and experience in building and structuring the global sales activities of the company. We are seeking a candidate from organizations with the internal product development processes, in contrast to re-seller types of organizations.

The Director of Sales will be reporting directly to the CEO of the company and will be closely working with the heads of the business lines and the departments of marketing, product management and customer care.


  • Drive the global sales activities with the goal of achieving the company 2023-26 strategy targets in all 3 business lines
  • Formulate and implement a comprehensive strategic framework for sales processes that aligns with organizational objectives and fosters sustained growth
  • Prepare forecasts and KPI reporting for use in organizational planning, financial forecasting. Build and manage the budget of sales activities
  • Build, motivate, and lead a high performing sales and go-to-market organisation, as the company grows. Grow a culture of excellence and collaboration within the global sales team
  • Foster long-term relationships personally with the key clients. Manage the collaboration with our Partner/Distributor network. Personally help to manage and close the largest deals
  • Constantly improve sales funnel through data, systems strategy and process. Provide full visibility into the sales pipeline at every stage of development. Establish the inbound lead requirements needed to meet the sales objectives
  • Stay updated with the industry trends, market activities, and competitors
  • Work collaboratively across teams – including Customer Success, Product and Marketing
  • Develop Incentive Compensation Plans (Quotas) and Incentive compensation for the entire sales team. Establish sales compensation program rules, policies, and procedures
  • Create and manage an effective 30-60-90-Day Business Plan, and report as required on customer contacts, territory management, and travel requirements
  • Utilize the CRM tool provided to manage contacts and opportunities/funnels


  • 10 years of experience in sales leadership roles, leading international sales teams and managing the international channel partner network. Experience in strategic sales leadership of a portfolio with a minimum annual revenue of 100 million PLN
  • Strong understanding of B2B sales. Experienced in selling diverse industrial products, with a focus on in-house lifecycle management. Experienced in selling complex services such as Contract
  • Development and Manufacturing (CDMO), Joint Developments, SLA (Service Level Agreement), and monetization of IP and R&D services
  • Experienced in developing sales strategies that have helped accelerate the company’s growth
  • Demonstrated ability to operate effectively in an international business environment
  • Extensive experience in forecasting, planning, and budgeting within sales. This involves the ability to predict sales trends, develop strategic plans based on those forecasts, and create budgets aligned with sales objectives
  • Demonstrates a proven track record in developing sales processes and successfully managing reviews for the implementation of sales processes, ideally aligned with trusted quality certificates and Quality Management System (QMS) landscape (e.g. ISO 9001, ISO 13485, other)
  • Proficient in crafting and executing transactional processes, with a comprehensive grasp of the entire sales journey from initiation to completion
  • Experience in identifying, formulating, and monitoring key performance initiatives. Involves the ability to identify relevant performance metrics, draft clear and measurable KPIs, and effectively track and analyze these indicators to evaluate and improve organizational performance
  • Proven track record for achieving/exceeding sales quotas
  • Exceptional people manager with proven skills in recruiting, mentoring, and developing a high-performing sales team. The ability to motivate and align a team to a vision
  • High level of self-awareness, self-motivation, ownership, innovation, and adaptability
  • Exceptional personal, verbal, and written communication skills
  • Self-motivated, goal-oriented, and able to work independently
  • Ability to travel as needed to meet with customers and partners and to attend the industry events (20%-30%; global travel)
  • Proficient in Business English, with the ability to communicate effectively and professionally in written and spoken form


  • Minimum of a bachelor’s degree in a relevant field such as business, marketing or finance. A Master of Business Administration (MBA) degree is preferred