Fluent Software Group, part of Valsoft Corporation, is looking for a commercially sharp, transformation-oriented leader to step into the Business Lead/Managing Director role for one of our companies in the Industrial Vertical. This is a high-impact opportunity to take ownership of a profitable, established software business and drive the next phase of its evolution: modernizing the platform, embedding AI across operations and product, and capturing growth.
The right candidate is a next-generation operator who combines strategic clarity with commercial hunger. You don’t need decades in industrial software, but you understand complex B2B environments, earn trust quickly with operators, and know how to turn legacy potential into compounding growth. You’re equally at home reading a P&L, shaping a product roadmap, and challenging a sales team to close bigger.
You’ll operate with real autonomy, backed by Fluent’s portfolio leadership, proven playbooks, and leading a team of 20–30 people with room to grow.
Fluent Software Group is Valsoft Corporation’s operating group for vertical market software. We acquire, operate, and grow specialized software businesses where deep industry expertise creates durable competitive advantage. At Fluent, we partner with founders and operators to actively scale what they’ve built, bringing hands-on operators, proven playbooks, and the resources to accelerate growth so businesses don’t just continue; they compound and go further.
As Managing Director, you own the business, strategy, revenue, product, and people. You’re accountable for scaling an established platform, building out the team, and positioning the division to lead its vertical for the next decade.
This role is designed for a business transformation leader who brings AI fluency, commercial edge, and the operational discipline to execute. You set direction, remove obstacles, and hold the team to outcomes that matter.
NOTE: We welcome candidates from a range of backgrounds and experience levels — what matters is commercial sharpness, a people-first leadership style, and the AI mindset to push products further.
KEY RESPONSIBILITIES
P&L Ownership & Business Performance
Own full P&L accountability for the Industrial Vertical, with targets covering ARR, EBITDA, Rule of 40, and NRR
Set and communicate annual, quarterly, and monthly financial and operational goals across all functions
Drive revenue growth through disciplined forecasting, pipeline management, and commercial team accountability
Identify and execute strategies for cross-sell, upsell, and expansion into adjacent verticals within industrial distribution
Report results and strategic progress to Fluent’s Portfolio Manager and Operating Group President
Business Transformation & AI Strategy
Lead a structured transformation of the business: operating model, go-to-market motion, product positioning, and internal workflows
Define and drive the division’s AI maturity roadmap, from assisted tooling to agentic workflows that reduce manual effort and compound value
Champion AI adoption across sales operations, customer success, R&D delivery, and financial forecasting with accountability for measurable outcomes
Partner with R&D to embed AI features directly into the product, evolving it from a system of record to a system of action
Govern AI tool adoption across the division, maintaining data security, compliance, and vendor accountability
Hold teams accountable for AI outcomes: time saved, decisions automated, costs avoided, and quality improvements
Sales & Commercial Leadership
Lead and develop the sales organization across business development, account management, and sales operations
Build best-in-class sales infrastructure: CRM hygiene, quota structures, compensation plans, and pricing optimization
Maintain and grow key relationships with large accounts; serve as executive sponsor for strategic clients
Establish KPIs and performance dashboards to measure CAC, LTV, MRR/NRR trends, and rep productivity
Develop and maintain competitive intelligence programs to inform product and go-to-market strategy
Product & R&D
Ensure clear, market-driven product roadmaps are established, prioritized, and executed
Balance R&D investment between new feature development, platform modernization, and maintenance to maximize growth and retention
Sponsor product initiatives including AI feature integration, embedded payments, and UX modernization
Partner with Product Managers to align R&D capacity and deliver against strategic priorities
Client Partnership & Industry Presence
Serve as a trusted partner to clients operating in industrial distribution and adjacent sectors
Represent the business at industry events, tradeshows, and client forums
Champion voice-of-customer inputs into the product roadmap, ensuring the platform evolves with market needs
Oversee customer success programs, NPS processes, support metrics, and escalation handling
Professional Services & Customer Success
Ensure professional services projects are delivered profitably, monitoring billable utilization and contribution margin
Execute long-term customer success programs that drive retention, expansion, and NRR growth
Oversee client onboarding, training, and implementation quality
People, Culture & Talent
Build and retain a high-performing team across sales, product, customer success, and operations
Partner with HR to drive talent development, compensation alignment, and compliance
Foster a results-oriented culture where accountability, curiosity, and continuous improvement are the norm
WHAT WE’RE LOOKING FOR
NICE TO HAVE
Experience with ERP or workflow platforms in industrial distribution, field service, or supply chain verticals
Familiarity with embedded payments, fintech integrations, or billing platform modernization
Experience working within a private equity or acquisition-focused software holding company
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