Regional Sales Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Recruit, onboard, and cultivate a team of Account Executives.

• Conduct thorough one-on-ones and deal assessments.

• Enhance discovery processes, articulate value, develop competitive strategies, and execute executive-level selling.

• Formulate territory and vertical strategies.

• Establish monthly and quarterly performance targets.

• Provide accurate forecasting.

• Oversee pipeline health, coverage, and velocity from lead generation to closure.

• Navigate intricate, multi-stakeholder sales cycles with Fire and EMS agencies.

• Standardize a sales process from lead generation to implementation handoff.

• Utilize data to improve win rates and reduce sales cycle durations.

• Cultivate senior relationships with chiefs, command staff, IT, procurement, and municipal leadership.

• Represent First Due at industry events and conferences.

• Collaborate with Marketing, Solutions Engineering, Product, Customer Success, and Professional Services teams.

• Monitor regulatory updates, competitor activities, and market trends.

• Fine-tune positioning and pricing strategies.

• Propel growth for First Due’s comprehensive Fire and EMS software platform.

⛳️ Requirements

• 7+ years of experience in B2B and B2G SaaS sales.

• 3+ years of experience leading Account Executives.

• Strong preference for candidates with public sector or public safety technology experience.

• Demonstrated success in exceeding new logo and expansion targets in complex, multi-stakeholder deals.

• Expertise in territory design, quota establishment, and forecasting.

• Experience with discovery methodologies, such as MEDDICC or similar, value-based proposals, and executive presentations.

• Capability to deliver clear and honest performance feedback.

• Proficiency in CRM tools, particularly Salesforce, along with pipeline analytics and sales tools.

• A disciplined operational rhythm, including Weekly Business Reviews (WBR) and Quarterly Business Reviews (QBR).

• Ability to articulate the value of a unified Fire & EMS platform to both business and technical stakeholders.

• Must reside in the Great Lakes / Ohio Valley region.

• Must possess authorization to work for any U.S. employer in the United States.

• Must successfully complete a criminal background check.

• No employment visa sponsorship or transition is available.

🏝️ Benefits

• Medical, dental, and vision insurance coverage.

• Flexible Spending Account (FSA) / Health Savings Account (HSA).

• 401(k) retirement plan.

• Flexible Paid Time Off (PTO).

• Fully remote work environment.

• Technology stipend.

• Opportunities for career advancement.

• Competitive salary.

• Minimal travel requirements.

• Reasonable accommodations available during the interview process and throughout employment.

• Incentive compensation eligibility through commission.