Director of Sales- Public Safety

Traffic and Parking Control Co• US,

7d•$120,000 - $140,000•Onsite

About The Position

The Director of Sales, Public Safety is responsible for leading TAPCO's Public Safety sales organization, driving revenue growth, developing high-performing sales professionals, and executing strategic initiatives across assigned markets. This leader will oversee a team of seven Senior Account Executives and a Sales Manager with 7 indirect reports, focused on selling Intelligent Transportation System (ITS) and public safety solutions to Law Enforcement, Emergency Management agencies, K-12 schools, Higher Education institutions, and Event Venues. This role partners closely with the VP of Sales and cross-functional leadership to execute sales strategies, improve operational effectiveness, and deliver predictable revenue growth through disciplined pipeline management, accurate forecasting, and continuous process improvement.

Requirements

Bachelor's degree in Business, Marketing, or a related field; equivalent experience will be considered.
7+ years of progressive B2B sales leadership experience, preferably within public safety, transportation, ITS, government technology, or related industries.
Demonstrated success leading enterprise sales teams and consistently achieving revenue growth objectives.
Strong understanding of complex, consultative sales cycles involving multiple stakeholders.
Proven ability to develop strategic account plans and execute regional growth initiatives.
Excellent coaching, communication, presentation, negotiation, and leadership skills.
Strong analytical skills with experience using CRM platforms (Salesforce preferred) for forecasting and pipeline management.

Nice To Haves

Experience selling into government agencies, educational institutions, or public sector organizations is highly preferred.

Responsibilities

Lead, coach, mentor, and develop a team of seven Senior Account Executives responsible for achieving revenue and profitability objectives across assigned territories.
Lead, coach, and mentor a Sales Manager responsible for overseeing the Inside Sales team and 3 Account Executives.
Establish clear performance expectations, accountability measures, and development plans that drive individual and team success.
Conduct regular pipeline reviews, opportunity strategy sessions, and performance coaching to maximize win rates and accelerate sales cycles.
Foster a culture of collaboration, accountability, customer focus, and continuous improvement.
Partner with the VP of Sales and Account Executives to develop and execute regional business plans designed to deliver sustainable year-over-year revenue growth.
Identify market opportunities, target accounts, competitive threats, and expansion strategies across all Public Safety verticals.
Monitor territory performance and recommend adjustments to maximize market penetration and sales effectiveness.
Serve as the internal advocate for the Public Safety sales organization by partnering closely with Engineering, Production, Service, Marketing, Finance, and other internal teams to remove obstacles and improve the customer experience.
Facilitate communication between sales and internal departments to ensure successful project execution, customer satisfaction, and on-time delivery.
Champion customer needs while balancing operational priorities across the organization.
Continuously evaluate and improve the overall sales process to increase efficiency, shorten sales cycles, improve conversion rates, and achieve bookings and pipeline creation objectives.
Implement best practices for opportunity management, CRM utilization, account planning, and sales execution.
Drive consistency in sales methodologies and ensure adherence to established sales processes.
Develop and execute pipeline creation strategies that consistently achieve or exceed company pipeline generation goals.
Monitor leading sales indicators and coach the team on prospecting, account expansion, partner engagement, and demand generation activities.
Collaborate with Marketing to align campaigns and lead generation efforts with regional growth objectives.
Deliver accurate monthly, quarterly, and annual sales forecasts through disciplined opportunity management and pipeline inspection.
Analyze sales performance metrics, pipeline health, bookings, conversion rates, and forecast accuracy to drive informed business decisions.
Present sales results, forecasts, and strategic initiatives to executive leadership.