Sales Manager

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 continued growth, we are 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. First Line has already invested in innovative products, training, and thought leadership content. What we need is you: the right person to lead a consistent, well-coached, quota-beating team. 

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.  

Core Competencies: 

• 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 

Additional Responsibilities: 

• 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 

Qualifications: 

• 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 
• 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  

What We Offer: 

• Competitive salary and bonus structure; salary range listed is a combination of base salary and incentives based on performance
• Benefits package which includes 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