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Salary: USD 125,000 - 150,000 / annual
Upciti develops privacy-first sensor technology and analytics platforms for cities and universities. The sensors detect people, vehicles, bicycles, noise, and environmental data without capturing identifying information like faces or license plates. The company pairs hardware with a sophisticated dashboard that aggregates sensor data alongside weather, pollen, and energy usage information to help municipal leaders and city operators make data-driven decisions.
As Director of Sales for the East region, you will lead a full sales cycle targeting government buyers across a 16-state territory (NY, NJ, PA, DE, MD, DC, ME, VT, NH, MA, RI, CT, VA, WV, NC, SC). Your prospects include elected officials, city managers, department heads, parking managers, economic development executives, and city analysts. Deal sizes range from $50K land deals to $2M+ expansion opportunities with significant transformational impact.
You will own consultative selling and navigate the unique complexities of government procurement, including sole-source requirements and public bidding processes. The role demands 3+ years of B2G enterprise sales experience with hardware and/or software. Preferred candidates have familiarity with city infrastructure, transportation, or utility technology ecosystems, though strong B2G sellers from adjacent markets are encouraged to apply.
Upciti operates with startup DNA despite serving enterprise government clients. The company was founded in Paris and maintains a strong European presence while rapidly scaling in the US market. You'll work closely with the CEO (recently relocated to the NY office), Head of Customer Success, and Marketing team based in a mid-town Manhattan office. While travel is expected (up to 50%), you'll benefit from in-person collaboration with leadership to learn the product, market, and company culture.
The role requires comfort with face-to-face relationship building and willingness to travel to prospect offices and industry conferences. The company uses AI-enabled sales tools strategically but emphasizes that strong person-to-person relationships remain essential in this niche market. You will perform your own highly informed outreach without SDR support, as the company has found this approach more effective with cautious government buyers.
