Regional Sales Manager

XTRACT ONE•Washington, DC

3d•$120,000 - $135,000

About The Position

Xtract One is a technology company that develops intelligent, frictionless security solutions, including advanced threat detection screening systems combining hardware, AI-powered analytics, and real-time insights. Its products help protect people, property, and public spaces in high-traffic environments while enabling welcoming experiences. The Regional Sales Manager (IC) leads sales efforts in an assigned territory and is accountable for achieving defined quotas for Multi-Sensor Gateway threat detection and security products. Reporting to the Director, Sales and Business Development, this role drives revenue growth, develops new business and customer relationships, manages the sales process, and contributes market intelligence and input to the company’s direction. The role is based in Washington, DC, and requires travel throughout the assigned territory and North America, up to 60% of the time.

Requirements

At least 8 years of successful B2B technology sales experience.
Ability to demonstrate the sales methodology behind past success.
Strong focus on new-business and logo acquisition, including prospecting and lead generation.
Experience with hardware/software integrations and strategic solutions.
Experience bringing new technologies and concepts to market.
Strategic and consultative selling skills.
Demonstrated experience presenting and selling conceptual solutions.
Experience managing complex, long sales cycles.
Experience in end-user business development and channel sales.
Understanding of why, where, and when to engage senior management in the sales process.
Knowledge of multiple license models, such as subscription, SaaS, perpetual, and lease.
Ability to own and manage the full sales process from prospect identification through close.
Comfort with and experience in deal sizes ranging from six to eight figures.
Experience in a startup or small-company environment.
Strong CRM knowledge and disciplined use, such as SFDC.
Comfort working in a remote/home office environment and ability to travel throughout the assigned territory.
Excellent communication skills.
Willingness and ability to travel within North America up to 60% of the time.

Nice To Haves

Threat detection, physical security, cybersecurity, or AI/SaaS experience.

Responsibilities

Help bring new technologies and concepts to market across multiple vertical markets.
Build expertise in the company’s products, technologies, and markets.
Pursue end-user and new-business opportunities while managing existing customers and partners to support satisfaction and additional revenue.
Achieve or exceed assigned sales targets and other goals.
Develop a territory plan to support assigned goals.
Manage sales opportunities from inception through close using the prescribed sales process and playbook.
Use a strategic approach to managing accounts, opportunities, and the sales process, and contribute to its evolution.
Maintain detailed account, pipeline, and forecast information in the company CRM.
Collaborate with cross-functional team members in multiple locations across North America.
Conduct or lead product demonstrations for qualified prospects.
Participate in marketing events, campaigns, and conferences as applicable.
Contribute to company direction through customer interaction and firsthand market intelligence.
Perform role-related administrative duties.
Follow company policies regarding ethics, conduct, and data management.