Territory Sales Director

Location: Remote (U.S.)
Territory: Assigned multi-state territory
Reports to: VP of Sales

We are seeking an experienced Territory Sales Director to lead and grow a defined geographic territory selling mission-critical software to government and public safety agencies. This role is responsible for driving new revenue, managing and developing a team of Account Executives, and owning the territory business plan from pipeline creation through close.

This is a hands-on leadership role—you will coach deals, engage directly with senior government stakeholders, and help your team navigate complex public-sector procurement cycles. Experience selling into state and local government is required; experience in 9-1-1 or public safety environments is a strong plus.

• Own overall revenue performance for your assigned territory

• Lead, coach, and develop a team of Account Executives selling into state and local government agencies

• Drive disciplined pipeline management, forecasting accuracy, and deal execution

• Personally engage in strategic deals, executive briefings, and late-stage negotiations

• Help reps navigate government procurement processes including RFPs, sole source, cooperative contracts, and budget cycles

• Partner closely with Sales Engineering, Marketing, Customer Success, and Product to advance deals and expand footprint

• Build and maintain relationships with key government decision-makers, influencers, and partners

• Establish territory plans aligned to ICP, vertical focus, and growth priorities

• Ensure consistent use of sales methodology, CRM hygiene, and forecasting standards

• 5+ years of B2G / public sector sales experience, selling software or technology solutions

• 2+ years of people management experience, including hiring, coaching, and performance management

• Proven success selling to state, local, or municipal government agencies

• Strong understanding of government buying processes, procurement timelines, and budget constraints

• Track record of building pipeline, closing complex deals, and achieving quota

• Ability to coach consultative, value-based selling motions

• Comfortable engaging with executives, agency leadership, and public safety stakeholders

• Experience selling into 9-1-1 Emergency Communications Centers (ECCs) or broader public safety (law enforcement, fire, EMS)

• Familiarity with public safety workflows, operations, or regulatory environments (e.g., CJIS, APCO, NENA)

• Prior experience scaling an early-to-growth-stage GovTech or SaaS company

• Experience selling AI-enabled or data-driven platforms

• A healthy, well-qualified pipeline aligned to ICP and territory strategy

• Consistent attainment of territory revenue goals

• High-performing, well-coached Account Executives with clear deal strategies

• Accurate forecasting and strong internal credibility

• Trusted relationships with customers who view you as a long-term partner, not just a vendor

• Sell a mission-driven solution that directly supports public safety professionals

• Influence a growing company’s go-to-market strategy

• Work with experienced leaders across sales, product, and public safety

• Competitive compensation with performance-based incentives