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Salary: USD 140,000 - 0 / annual
First Due is seeking a Regional Sales Director to lead and scale sales for its end-to-end Fire and EMS software platform serving hundreds of agencies across North America. This is a strategic leadership role reporting to the Chief Sales Officer, focused on building a high-performing sales team, driving repeatable growth, and executing complex multi-stakeholder deals with public safety agencies.
Key Responsibilities:
- Lead and coach a team of Account Executives through recruitment, onboarding, development, rigorous 1:1s, and deal reviews. Elevate team capabilities in discovery, value articulation, competitive strategy, and executive selling.
- Own revenue targets by building territory and vertical plans, setting monthly/quarterly goals, forecasting accurately, and managing pipeline health from lead generation through close.
- Guide complex, multi-stakeholder sales cycles with agencies ranging from small volunteer departments to large metropolitan departments, aligning on outcomes across prevention, response, records, and workforce management.
- Institutionalize a standardized sales process covering lead generation, qualification, business case development, evaluation, procurement, and implementation handoff. Use data to improve win rates and shorten cycle times.
- Build senior relationships with fire chiefs, command staff, IT directors, procurement teams, and city leadership. Represent First Due at industry events and conferences.
- Partner cross-functionally with Marketing on pipeline programs, Solutions Engineering on compelling demos, Product on market feedback (including regulatory transitions like NFIRS to NERIS), and Customer Success/Professional Services on expansion and customer references.
- Track regulatory changes, competitive moves, and market trends affecting Fire/EMS agencies. Refine positioning and pricing strategy accordingly.
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 track record exceeding new logo and expansion targets in complex, multi-stakeholder deals. Expert at territory design, quota setting, and forecasting.
- Strong coaching abilities: elevating discovery processes, MEDDICC or similar methodologies, value-based proposals, and executive presentations. Comfortable delivering clear, candid performance feedback.
- Proficiency with Salesforce CRM, pipeline analytics, and sales tooling. Disciplined with 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.
- Must be authorized to work for any US employer; visa sponsorship not available.
- Minimal travel expected.
