Role Overview

We are seeking a results-driven and motivated Sales leader to position and sell our solutions to government sector entities at the state, and regional levels. The Sales Leader will manage our Sales function, acting as both a strategic leader and player-coach; personally responsible for strategic deals, mentoring the sales team, improving forecast accuracy, and driving a disciplined sales operating cadence.

The ideal candidate will have a passion for technology, building genuine and credibility-based, long-term relationships, and the ability to communicate value-driven solutions to prospective customers. You will play a key role in driving revenue growth for the business.

Responsibilities:

• Identify Potential New Markets and Opportunities: Analyze trends and data and create sales plans and targets, to increase revenue

• Develop Tailored Sales Strategies: Build and execute custom strategies that engage prospects by considering their unique needs, challenges, and goals

• Design and Systemize a Scalable Sales Methodology: Identify and execute a sales process that delivers high-quality forecasts, improves sales team efficiency, enables data-driven decision-making, and ensures predictable, repeatable sales results

• Oversee Enterprise Accounts: Identify and qualify leads for the more involved and complex state government level deals

• Build and Nurture Relationships: Establish strong relationships with key prospects, government contacts, and customers, positioning Fire Aside as a trusted partner who understands their objectives

• Analyze and Report on Sales Metrics: Identify and monitor key performance metrics to continually refine sales strategies and improve results. Report relevant sales activity (pipeline, projections, progress, etc) to internal stakeholders and external partners

• Collaborate with Cross-Functional Teams: Work closely with product, marketing, and customer success teams to ensure a cohesive, customer-focused approach throughout the sales process. This includes sharing and harnessing market insights, customer feedback and other relevant information to support organizational goals

• Serve as the Customer Advocate: Represent the voice of the customer in internal strategic discussions, providing feedback to influence product enhancements and go-to-market strategies

• Represent the company at industry events: Attend conferences and networking functions to build relationships, generate leads and identify new business opportunities

• Stay Informed on Industry Trends: Keep up to date on industry news, regulatory developments, competitive offerings, and market changes, adjusting sales strategies to stay relevant and effective

• Align, manage, and motivate the sales team: Recruit, train and coach team members to ensure their efforts are aligned with company goals and they have the skills and resources to succeed. Monitor sales team members’ ability to consistently execute on key sales activities including managing the sales process from prospecting through deal close, meeting and exceeding sales and performance targets; and maintaining accurate and up-to-date sales activity and forecasts in the CRM to ensure timely reporting on pipeline status and revenue projections.

What you bring to this role:

• Proven sales track record; at least 5 years in local government &/or mission driven organizations, with 8+ years in a sales (revenue) leadership role

• Experience navigating government sector procurement processes, building relationships with key stakeholders, and a deep understanding of how to address government challenges with SaaS products

• Experience as a sales leader driving revenue growth to scale a business; consistently managing a sales function that exceeds sales targets

• SaaS Sales experience, ideally targeting mid-market and enterprise customers

• Deep understanding of complex, technical products, with the ability to effectively communicate their value to both, technical and non-technical stakeholders

• Proven success designing and executing sales methodologies that are standardized, repeatable, and help sales teams focus on complex customer needs and long-term value

• Strong experience and skill set in account-based sales and nurturing high-value, enterprise-level accounts, focusing on long-term relationship-building and growth

• Skilled in developing custom sales strategies and tailoring solutions to meet complex customer needs, with a consultative sales approach

• Ability to analyze data to generate insights, focusing on measuring and optimizing sales performance metrics

• Demonstrated perseverance and integrity in achieving goals, with a proactive and self-motivated approach to overcoming challenges and driving results

• Comfortable working with product, marketing, and customer success teams to deliver an exceptional, cohesive customer experience and drive product-market alignment

• Knowledge of current industry trends, challenges, considerations, and competitive landscape

• Exceptional communication skills, both written and verbal, enabling clear and compelling interactions with a wide cross section of customers

• Background working with public safety a plus

• Experience with CRM software (e.g., HubSpot) and sales and marketing automation tools

• The ability to travel to meet with clients, attend events and deliver effective presentations.

Compensation Package

Salary, Stock Options, group healthcare, 401(k) match, Open Leave Program, and a mission-driven culture. We strive to design equitable and explainable compensation programs. Base pay is ultimately determined by a candidate's skills, expertise, location &/or experience.

Equal Opportunity Statement

We are proud to be an equal opportunity employer. We recruit, employ, train, compensate and promote regardless of race, religion, color, national origin, gender, sexual orientation, disability, age, veteran status, and other protected status as required by applicable law.