Sales Manager

First Line Technology • Fredericksburg, VA

31d • $125,000 - $175,000 • Remote

About The Position

First Line Technology is seeking a driven, mission-oriented Sales Manager to build a high-powered, profitable, and predictable sales engine. This is a unique opportunity to join a purpose-driven team with substantial market potential. The Sales Manager is part of the revenue team responsible for the successful marketing, sales, and training of the First Line Technology solution portfolio. This is a coaching and execution role, responsible for driving sales performance, expanding sales in B2G and B2B markets, and maintaining a robust sales pipeline. The Sales Manager will have leadership, management, and accountability responsibility for a remote team of six sales representatives and two customer service representatives.

Requirements

• Bachelor’s degree required; fields such as business, marketing, management, or similar
• 5+ years of sales management experience, ideally in B2G and B2B environments
• Demonstrated track record of coaching a sales team to measurably improved performance, including win rate, deal size, and/or quota attainment
• Comfortable managing complex, multi-stakeholder deals and contracting/procurement processes utilizing contract vehicles, RFPs, and distributors/resellers
• Experience owning ongoing customer relationships built around repeat purchasing
• Excellent communication and interpersonal skills, with the ability to adapt to changing situations and work collaboratively with diverse personalities and to present credibly to both technical and non-technical audiences
• Ability to learn, differentiate, and demonstrate First Line’s solution portfolio
• Proficient in the use of CRM tools for relationship and record management and basic reporting
• Strong analytical and problem-solving skills, with a proactive approach to identifying opportunities for growth
• Self-motivated, results-oriented, and able to thrive in a fast-paced environment
• Coachable personality with desire for continued personal and professional improvement
• Willingness to travel (25-50%) as needed to meet with customers, support reps, and attend events

Nice To Haves

• Experience selling threat/hazard mitigation, consequence management, and CBRN solutions and training a plus
• Familiarity with SPIN Selling, Strategic Selling with Perspective, Counselor Salesperson, or similar methodologies a plus
• Familiarity with the Entrepreneurial Operating System (EOS) a plus

Responsibilities

• Driving revenue growth and profitability by equipping sellers to navigate complex, multi-stakeholder sales cycles
• Executing the go-to-market strategy across B2G (business-to-government) and B2B (business-to-business) markets
• Enhancing sales team performance by establishing regular coaching rhythms, conducting pipeline and opportunity reviews, and participating in joint sales calls
• Maintaining and managing a healthy, well-balanced sales pipeline
• Leading and managing the sales team and holding team members accountable to quotas and KPIs
• Increase average deal size by identifying and pursuing larger opportunities, bundling solutions with training, and selling higher in the value chain
• Grow the share of recurring revenue by offering multi-year supply and training contracts
• Ensure sellers consistently generate, qualify, advance, and close opportunities in their pipelines
• Guide sellers on pricing and deal structuring that will hit margin and revenue targets
• Keep opportunities from getting stuck by identifying and removing roadblocks, participating in sales calls, and ensuring solution alignment with prospect needs
• Promote strong sales behavior by implementing and sustaining consultative sales methodologies
• Own team performance metrics like pipeline coverage, lead conversion rates, win rates, outreach activity, and individual performance
• Recruit and retain sales talent, hiring new sellers as the team grows and building onboarding to ramp up new sellers quickly
• Conduct sales training to provide a sales framework for the team to operate in including sales process, sales skills, sales philosophy, and sales language
• Ensure sellers are equipped with the resources they need for success
• Assist with revenue forecasting and budget accountability
• Track trends across First Line markets to identify new opportunities
• Maintain accurate account records and renewal dates in the company CRM
• Represent First Line at events including trade shows, conferences, and trainings
• Coordinate with marketing, customer success, and technical teams to multiply growth efforts
• Communicate with internal team members to provide a smooth customer experience
• Provide market feedback and competitive intelligence that informs product and company strategy

Benefits

• Competitive salary and bonus structure
• health insurance
• 401(k) match
• gym reimbursement
• PTO
• Opportunity to work within a dynamic and supportive environment
• The chance to work with cutting-edge technology and make a tangible difference in the lives of people and communities
• Personal development plan and support

What This Job Offers

• Job Type: Full-time
• Career Level: Manager