First Due - Regional Sales Director
Requirements
• 7+ years of B2B and B2G SaaS sales experience with 3+ years leading Account Executives; public sector or public safety technology experience strongly preferred. • Proven record exceeding new logo and expansion targets in complex, multi‑stakeholder deals; expert at territory design, quota setting, and forecasting. • Coaching superpowers: elevating discovery, MEDDICC (or similar), value‑based proposals, and executive presentations; comfortable giving clear, candid performance feedback. • Proficiency with CRM (Salesforce), pipeline analytics, and sales tooling; disciplined operating cadence (WBR/QBR). • Ability to communicate the value of a unified Fire & EMS platform—from pre‑planning and prevention to incident documentation, scheduling, assets, and analytics—to both business and technical audiences.
Responsibilities
• Lead & Coach a High‑Performing Team: Recruit, onboard, and develop a team of Account Executives; run rigorous 1:1s and deal reviews; elevate discovery, value articulation, competitive strategy, and executive selling. • Own the Number: Build territory and vertical plans; set monthly/quarterly targets; forecast accurately; manage pipeline health, coverage, and velocity from lead → close. • Deal Strategy & Execution: Guide complex, multi‑stakeholder cycles with agencies (from small volunteer departments to large metros), aligning on outcomes across prevention, response, records, and workforce management. • Process & Rigor: Institutionalize a standardized sales process (lead gen, qualification, business case, evaluation, procurement, and implementation handoff); improve win rates and shorten cycle times using data. • Executive Engagement: Build senior relationships with chiefs, command staff, IT, procurement, and city leadership; represent First Due at industry events and conferences. • Cross‑Functional Leadership: Partner with Marketing on pipeline programs; with Solutions Engineering for compelling demos; with Product on market feedback (e.g., NERIS transitions, analytics); with CS/PS to drive expansion and references. • Market & Competitive Intelligence: Track regulatory changes (e.g., NFIRS → NERIS), competitor moves, and trends that affect Fire/EMS agencies; refine positioning and pricing strategy accordingly.
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