safe - VP Sales - East

• As VP Sales, East, you will operate at all altitudes — one week personally working a deal to prove the Eastern motion can win, the next defending your forecast number to the CRO. Both are the job. • TERRITORY BUILD & OUTBOUND MOTION • Start from a blank map, not an inherited book. Recruit, hire, and ramp junior and senior Account Executives across Eastern territories, building your pod one deliberate hire at a time. • Manufacture pipeline that doesn’t exist yet. Build the Eastern outbound motion from scratch — sequences, named-account target lists, ICP mapping, and the daily activity cadence that turns cold territory into warm pipeline. • Write the playbook by vertical. Develop territory playbooks for the East’s top whitespace verticals — State/Local Government, Utilities, and Energy — each with its own buying process and technical stakeholders. • Own the build budget, not just the plan. Recommend and control spend on outbound tooling, data providers, and territory marketing investment — you make the case to the CRO and President, then own the return on it. • FORECAST & PIPELINE DISCIPLINE • Own the number, not just the story. Run weekly deal inspection, pipeline generation, and forecast calls, and own the forecast call to the CRO — no surprises, no rounding up. • Make MEDDPICC a habit, not a form. Operate MEDDPICC rigorously on every deal, coaching your team to use it as a diagnostic tool rather than a box to check before a forecast call. • Translate territory risk into executive language. Brief the CRO and President on territory risk and upside in board-ready terms — not just a pipeline total, but a narrative leadership can act on. • TEAM LEADERSHIP & COACHING • Be a player-coach in practice, not just title. Close deals alongside your team, especially during ramp, and re-score each rep against the capability scorecard at 30, 60, and 90 days so coaching is continuous rather than an annual event. • Build the feeder bench with BDRs. Partner with the BDR Manager to ensure BDRs are booking qualified meetings for your AEs, and treat that partnership as a shared pipeline problem, not a handoff. • Make the hard calls on talent. Performance-manage reps who aren’t hitting the capability bar, and make the call to exit them when coaching hasn’t closed the gap — the pod’s standard matters more than any one hire. • LEADERSHIP & IMPACT • This is a full build mandate, not a coverage assignment. You’ll have direct hiring authority over your AE pod, discretion over territory and vertical prioritization, and budget authority over the tooling and data investments that make an outbound motion possible — plus a standing line to the CRO and President for decisions that would otherwise stall waiting on someone else’s calendar. • The pod is real, not a headcount plan. A full cohort of Account Executives is hired and ramped, with each rep meeting the 90-day capability bar you set for them. • Pipeline exists independent of you. The outbound motion runs on its own cadence — sequences, target lists, and daily activity — without you personally generating every opportunity. • The playbook travels. Territory playbooks you write for the East are detailed and durable enough that the next regional leader Safe hires adopts them, in whole or in part, rather than starting over. • QUALIFICATIONS, SKILLS, AND COMPETENCIES • Safers come from a variety of backgrounds with a diversity in skills and knowledge. That said, we find that those who are most successful in this role have experience with the following areas.