Sales Director-Western Region

The Opportunity The Director of Sales West Coast will lead strategic growth across the Western United States for our Public Safety portfolio (CAD, RMS, JMS, and emerging cloud-native solutions). This leader will drive net-new logo acquisition, competitive migrations, and long-term SaaS revenue expansion within state and local government agencies. This is a quota-carrying leadership role responsible for managing and developing a team of four Account Executives while owning regional revenue performance. The Director will drive territory strategy, pipeline development, complex enterprise deal execution, and cross-functional alignment across presales, product, finance, and executive leadership. The ideal candidate is a disciplined operator, strategic thinker, and motivational leader with a proven track record selling enterprise software into public sector agencies and scaling high-performing sales teams. Responsibilities Regional Revenue & Team Leadership Lead, coach, and develop a team of four Account Executives across the Western U.S. Own and exceed combined regional booking and ARR targets Establish clear territory plans, account strategies, and performance expectations Drive accountability through disciplined pipeline reviews and forecast management Recruit, onboard, and retain top-tier sales talent as the region scales Territory & Growth Strategy Develop and execute multi-year regional growth plans Drive net-new logo acquisition and competitive displacement strategy Oversee complex 618 month public sector sales cycles (RFP, BAFO, board approvals) Maintain accurate forecasting discipline and executive-level reporting Strategic Account Development Build executive relationships within Police, Fire, Sheriff, IT, and City/County leadership Personally lead and assist in closing enterprise-level opportunities Develop account penetration strategies for agencies transitioning to SaaS/cloud Sales Process Excellence Standardize structured discovery, value positioning, and ROI articulation Coordinate with presales to deliver stakeholder-specific demonstrations Ensure pricing, margin, and governance compliance aligned with company standards Navigate procurement frameworks, state contracts, and cooperative purchasing vehicles Cross-Functional Leadership Partner with Presales, Product, Marketing, Legal, and Finance to drive deal success Align Western region strategy with national growth objectives Provide field intelligence to influence roadmap and AI strategy initiatives. Education / Qualifications 10+ years enterprise software sales experience 35+ years leading and developing quota-carrying sales teams 5+ years selling into state/local government or public safety agencies Proven record of exceeding $5M+ annual quota (individual and/or team leadership) Experience leading competitive takeaways and SaaS migrations Strong executive presence with ability to influence C-level stakeholders Deep understanding of RFP-driven sales environments Forecasting rigor and data-driven sales management discipline Leadership Profile Builder of people, not just pipeline Strategic thinker with operational execution discipline High accountability and performance standards Strong coaching orientation and talent developer Collaborative leader who aligns field execution with corporate strategy About Octave Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle — Design, Build, Operate and Protect — where performance, safety, and reliability are non-negotiable and failure is not an option. Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most. Octave has approximately 7,200 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn. Why work for Octave? All in. Always forward. That\'s the way we do things around here. We put trust in our people because we believe it\'s the best way to unleash potential, bring ideas to life, and keep moving ahead. And it\'s why we\'re committed to creating an environment that\'s truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world. Everyone is welcome At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don\'t discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. Respect is the cornerstone of how we operate, so speak up and be yourself. You\'re valued here.

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