Regional Sales Director - Great Lakes / Ohio Valley ONLY

First Due

3h•Remote

About The Position

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. 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.

Requirements

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
All applicants must be authorized to work for any US employer in the United States.
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.

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.