Sales Director, Southeast US

Responsibilities

• Develop and execute a comprehensive sales strategy for the Southeast region aligned with Sentrycs’ U.S. growth objectives.
• Own the complete sales cycle within the assigned territory, from prospecting and opportunity development through proposal, negotiation, contract award, and transition to implementation.
• Proactively identify, develop, and qualify new business opportunities across government, defense, homeland security, public safety, law enforcement, critical infrastructure, and other applicable markets.
• Build and maintain a strong, sustainable sales pipeline capable of achieving regional revenue and growth targets.
• Develop trusted relationships with key decision-makers, influencers, operational leaders, procurement stakeholders, and industry partners.
• Conduct customer discovery to understand operational requirements, mission objectives, organizational priorities, funding sources, procurement processes, and competitive considerations.
• Clearly articulate Sentrycs’ value proposition and position its C-UAS solutions in the context of customer operational and business requirements.
• Partner closely with Solution Engineers to develop compelling solutions, demonstrations, evaluations, and technical proposals that address customer needs.
• Develop and execute strategic account plans for priority customers and opportunities within the region.
• Navigate complex sales environments involving multiple stakeholders, technical evaluations, regulatory considerations, funding requirements, and procurement processes.
• Identify and develop relationships with channel partners, system integrators, consultants, and other strategic partners that can expand Sentrycs’ presence within the region.
• Coordinate customer demonstrations, proof-of-concept evaluations, site visits, and other sales activities in partnership with Solution Engineering and Customer Success.
• Lead commercial discussions, proposal development, pricing strategy, contract negotiations, and closing activities in coordination with internal stakeholders.
• Support responses to RFPs, RFIs, RFQs, and other formal procurement opportunities.
• Maintain accurate and timely opportunity, pipeline, activity, and forecasting information within Sentrycs’ CRM.
• Provide leadership with regular visibility into pipeline health, forecast, competitive activity, customer feedback, market developments, and potential risks.
• Collaborate with Product Management and other internal teams to communicate market trends, customer requirements, competitive intelligence, and product enhancement opportunities.
• Represent Sentrycs at trade shows, conferences, industry events, customer meetings, and partner events throughout the region.
• Maintain awareness of emerging UAS and C-UAS technologies, competitor capabilities, evolving regulations, acquisition trends, and market developments.
• Take ownership of regional business development activities and proactively identify opportunities to expand Sentrycs’ market presence.

Requirements

• Bachelor’s degree in Business, Engineering, Technology, Criminal Justice, Public Administration, or a related discipline, or equivalent professional experience.
• 7+ years of progressive experience in enterprise or complex solution sales, government, defense, law enforcement, public safety, security technology, or a related field. Candidates with significant law enforcement or public safety experience, strong industry relationships, and deep knowledge of agency operations and procurement processes will be considered even without traditional sales experience.
• Demonstrated success developing new business, building a territory, and consistently achieving sales or revenue targets.
• Experience selling emerging or complex technologies to at least one of the following markets: government, defense, homeland security, law enforcement, public safety, or critical infrastructure.
• Demonstrated ability to manage complex, consultative sales cycles involving multiple stakeholders and extended decision-making processes.
• Strong prospecting and business development capabilities with the ability to create new opportunities and develop relationships from the ground up.
• Ability to engage effectively with executive, operational, technical, and procurement stakeholders.
• Strong business acumen with the ability to understand customer challenges and translate them into compelling technology solutions and business value.
• Excellent presentation, negotiation, relationship-building, and customer-facing communication skills.
• Strong problem-solving, prioritization, and organizational skills.
• Demonstrates a proactive mindset by anticipating customer and company needs and taking the initiative to act on them.
• Ability to operate independently, manage a geographically dispersed territory, and maintain accountability for results with limited day-to-day supervision.
• Ability to collaborate effectively across Sales, Solution Engineering, Product Management, Customer Success, Marketing, and other functions.
• Familiarity with Customer Relationship Management (CRM) systems such as HubSpot and Salesforce, including disciplined pipeline management and forecasting.
• Ability to travel frequently throughout the Southeast region and elsewhere within the United States, with occasional international travel as needed.
• Must be legally authorized to work in the United States.

Nice to have

• Experience selling Counter-UAS (C-UAS), UAS, electronic warfare, RF sensing, physical security, defense technology, public safety technology, or related solutions.
• Existing relationships within military, federal, state, local, tribal, territorial (SLTT), law enforcement, public safety, critical infrastructure, or security markets within the Southeast.
• Experience selling emerging technologies where customers require education, demonstrations, pilots, or proof-of-concept evaluations as part of the sales process.
• Knowledge of federal, state, and local government acquisition and procurement processes.
• Familiarity with FAA and FCC regulations and the evolving regulatory environment surrounding UAS and C-UAS technologies.
• Experience working with channel partners, system integrators, distributors, or other indirect sales channels.
• Experience responding to government RFPs, RFIs, RFQs, and other formal procurement processes.
• Familiarity with government budgeting, funding cycles, grants, and acquisition programs.
• Comfortable working in a fast-paced startup environment with rapid changes, managing multiple opportunities and priorities simultaneously, and taking on a variety of responsibilities as business needs dictate.
• Existing U.S. security clearance, or eligibility to obtain one, is highly desirable.