Sales Director – Texas & Colorado

Deckard

6d•Remote

About The Position

Deckard Technologies is a GovTech data company that develops patented, AI-powered solutions to help local governments address residential property-related challenges. The Sales Director owns new business pipeline across Texas, Colorado, and surrounding Mountain and Plains states, including both established customers and greenfield opportunities. This is an individual-contributor role with no direct reports, focused on winning new jurisdictions, achieving quota, and managing the full sales journey from product demonstration through signed contract. Customers are cities, counties, and state agencies responsible for short-term rental planning, compliance, and taxation. Deckard's Rentalscape platform helps governments identify unregistered rentals, register operators, and collect tax revenue. The sales process is consultative and relationship-driven, with typical cycles of three to twelve months. The role is remote and based in Texas within easy reach of a major metro area and airport. It involves approximately 40% travel, primarily within Texas and Colorado, for customer meetings, demonstrations, council meetings, trade shows, and government conferences. The position reports to the VP of Sales and Government Relations. A new representative should expect to close approximately $750K in new annual deals in the region, across roughly 25 to 40 deals per year, with contract sizes ranging from $15K to $250K. Compensation is a $120K base salary plus variable compensation, with on-target earnings of $200K.

Requirements

Proven record in B2B or public-sector SaaS sales, closing complex, multi-stakeholder deals with sales cycles ranging from 3 to 12 months.
Consistent quota attainment as an individual contributor owning a territory end to end.
Demonstrated success opening new territories or greenfield accounts.
Confidence running live product demonstrations and presenting to senior and public audiences.
Disciplined CRM habits and accurate forecasting.
Strong written and verbal communication skills and comfort working remotely with a distributed team.

Nice To Haves

HubSpot experience.
5+ years of SaaS or public-sector sales experience.
GovTech or public-sector sales experience, ideally selling to cities, counties, or state agencies.
Familiarity with government procurement, RFPs, and council approval processes.
Existing relationships with local government in Texas, Colorado, or neighboring states.
Exposure to short-term rental, housing, code enforcement, planning, or tax administration.

Responsibilities

Own, build, manage, and forecast the territory pipeline end to end, with a strong focus on acquiring new customers in greenfield jurisdictions.
Lead the full sales cycle, from prospecting and discovery through demonstrations, proposals, procurement, negotiation, and close.
Understand each jurisdiction's compliance, planning, and tax challenges and explain how Deckard's products address them.
Deliver tailored live product demonstrations in person and through Zoom or Teams to audiences ranging from code enforcement staff to city managers.
Travel to meet customers, present at council meetings, and represent Deckard at state and local government conferences and trade shows.
Partner with Client Success on renewals, retention, and upsell, and connect clients, Client Success, Product, and Engineering so customer needs are understood and delivered.
Maintain accurate pipeline, activity, and forecast data in HubSpot and use it to report performance and identify trends.
Share customer feedback, competitor activity, and state legislative trends with Sales leadership, Product, and Marketing.