Sales Representative, Western US

First Line Technology•Fredericksburg, VA

1d•$110,000 - $150,000•Hybrid

About The Position

First Line Technology is focused on preserving lives and preventing harm by advancing innovative, lifesaving solutions for mission-critical environments. Our products and trainings are tried, tested, and proven by military, first responder, healthcare, and industrial users. As First Line targets growth in the state, local, and education (SLED) markets, we are seeking a driven, mission-oriented SLED Sales Representative (Western US) to develop this strategic territory. This is an opportunity to expand a market vertical at a company with the products, reputation, and operational readiness to support you. First Line has already invested in the products, training, and thought leadership content. What we need is you: the right person to open the door. The SLED Sales Representative (Western US) is part of the revenue team responsible for the successful marketing, sales, and training of the First Line Technology solution portfolio. This is a “hunter” role, responsible for building relationships with state agencies, local municipalities, and educational institutions with a focus on emergency management and first responders. The person in this role has broad government and public-sector sales experience including prospecting, needs discovery, overcoming objections, negotiating, pipeline management, and business development. The SLED Sales Representative (Western US) supports company sales, retention, and growth initiatives by contacting leads, developing relationships, uncovering needs, maintaining a pipeline, and aligning First Line solutions with customer needs. This individual will also represent First Line at a variety of industry events including trade shows, conferences, and trainings.

Requirements

Bachelor’s degree required; fields such as business or marketing preferred; relevant continuing education, credentials, and certifications a plus
5+ years of B2B or B2G sales experience, with minimum of 3 years selling into state agencies, local municipalities, law enforcement, fire departments, EMS, or similar; prior experience selling CBRN solutions, emergency response/preparedness equipment, or training preferred
Demonstrated knowledge of consultative selling, champion building, and multi-stakeholder opportunities; familiarity with SPIN Selling, Strategic Selling with Perspective, Counselor Salesperson, or similar methodologies a plus
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 clinical staff and healthcare leadership
Ability to learn, differentiate, and demonstrate First Line’s solution portfolio
Familiarity with SLED procurement cycles, funding structures, and decision criteria a must
Proficient in the use of CRM tools for pipeline management and forecasting
Self-directed working style that thrives in developing a territory
Experience in managing a sales pipeline from prospecting to close, with a track record of meeting or exceeding sales targets
Comfortable with building and managing a territory business plan and budget
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
Familiarity with the Entrepreneurial Operating System (EOS) a plus
Willingness to travel (up to 75%) as needed to meet with customers and prospects and attend events; proximity to a major airport preferred

Nice To Haves

fields such as business or marketing preferred
relevant continuing education, credentials, and certifications a plus
prior experience selling CBRN solutions, emergency response/preparedness equipment, or training preferred
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 at profitable margins
Generating, maintaining, and managing a healthy sales pipeline
Developing the SLED market in the western US by navigating complex sales cycles
Identifying and building relationships with all personnel involved in buying decisions
Understanding of internal purchasing processes within state, local, and educational organizations from budgeting to receiving delivery, especially procurement pathways including relevant grant programs and joint-buying opportunities
Develop and execute territory plans, account strategies, and contact cadences aligned with First Line’s growth targets and objectives
Represent First Line at events including trade shows, conferences, and trainings
Collaborate with First Line’s marketing team to develop SLED-specific playbooks, case studies, ROI tools, and collateral
Coordinate with sales reps in adjacent territories and market verticals 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