Regional Sales Director - Great Lakes / Ohio Valley Only
First Due
Remote
About First Due
First Due’s mission is to prevent first responder injury or death by providing fire and EMS agencies with transformative, end-to-end software solutions that empower them to run safer, smarter, and more effective operations.
Job Title: Regional Sales Director - Great Lakes / Ohio Valley ONLY
Location: Remote - Great Lakes / Ohio Valley ONLY Country: United States Department: Sales Reports To: Chief Sales Officer Position Type: Full-Time Salary: $140,000 + Commission
Job Summary:
First Due’s cutting-edge Fire and EMS software solution provides an end-to-end platform for hundreds of Fire and EMS agencies across North America. We’re searching for a strategic Sales leader with significant public safety SaaS experience who thrives on driving growth, building high-performing teams, and shaping the future vision of a quickly growing market-leading software solution. You’ll coach deal strategy, drive process excellence, and consistently hit plan while partnering closely with Marketing, Solutions Engineering, Product, Customer Success, and Professional Services. This leadership role is focused on scaling repeatable, data‑driven growth in a mission‑critical software category.
Key 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.
- 25-35% Travel to customer sites and attend trade shows expected.
Qualifications:
- 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.
- Must reside in the Great Lakes / Ohio Valley area
For US-based Roles All applicants must be authorized to work for any US employer in the United States. Locality Media LLC is unable to sponsor or transition sponsorship ownership of employment visas at this time. Hiring is contingent upon candidates successfully passing a criminal background check. As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify. Physical Demands and Work Environment Reasonable accommodation may be made to enable qualified employees and applicants to perform the essential functions as outlined above. If you require an accommodation during the interview process, please reach out to [email protected]. Working at First Due First Due offers a comprehensive compensation and benefits package for eligible employees, including competitive pay, medical, dental, and vision coverage, FSA/HSA, 401(k), flexible PTO, a fully remote workplace, a technology stipend, opportunities for advancement, and other benefits and perks that sets our team apart. Visit www.firstdue.com to learn more. If you are a resident of a state requiring wage transparency, please reach out to [email protected] for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis. First Due is an equal opportunity employer. We do not discriminate in any aspect of employment on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status, or any other protected status or class. We are committed to promoting an environment of respect, acceptance, diversity and inclusivity, and equal opportunity. Discrimination and harassment of any type in any form will not be tolerated. When you apply for a role at Locality Media, LLC d/b/a First Due, we collect personal information such as identifiers (e.g., name, email, phone number), professional and employment information, education information, and information you provide in your application materials. We use this information to evaluate your candidacy, communicate with you, and manage our recruiting process. We may share this information with our service providers who assist with recruiting and background screening. We do not sell or share applicant personal information for cross-context behavioral advertising. We retain applicant information in accordance with our data retention policies. California residents have rights under the California Consumer Privacy Act (CCPA), as amended by the CPRA. For more information, please review our Candidate Privacy here.
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