Note: The job is a remote job and is open to candidates in USA. IronSite is transforming its decentralized acquisition platform into an integrated commercial organization with distinct National Accounts and Local Field Sales teams. The Senior Director of Field Sales will lead approximately twenty field sales professionals across multiple regions and build a standardized commercial operating system covering forecasting, CRM discipline, pipeline management, pricing, sales cadence, recurring revenue strategies, and talent development.
Responsibilities
- Develop a comprehensive understanding of IronSite's operating companies, customer base, commercial strategy, and organizational culture while establishing credibility and trusted relationships with executive leadership, regional teams, operating company leaders, and key customers
- Successfully implement one standardized local sales operating system—including CRM discipline, forecasting methodology, pipeline management, KPI reporting, sales cadence, and coaching processes—across all operating companies
- Improve forecast accuracy, pipeline quality, gross profit performance, and commercial visibility through disciplined sales management and data-driven decision-making
- Increase recurring service and preventative maintenance attachment rates while strengthening customer lifecycle management and expanding the value of IronSite's installed base
- Build a high-performance field sales organization characterized by strong coaching, leadership development, accountability, and measurable year-over-year commercial growth while enabling National Accounts leadership to focus exclusively on enterprise customer acquisition
Skills
- • 10–15+ years of progressive B2B field sales leadership experience with increasing responsibility across multiple geographic markets
- • Demonstrated success leading distributed field sales organizations consisting of individual contributors across multiple regions or states
- • Proven history of consistently delivering revenue growth, gross margin improvement, and year-overyear commercial performance
- • Experience building standardized sales operating systems including forecasting, CRM utilization, pipeline management, sales process development, KPI reporting, and performance management
- • Strong understanding of commercial analytics and the ability to leverage data to improve forecasting accuracy, resource allocation, and sales productivity
- • Experience implementing organizational changes and driving adoption of standardized commercial processes across multiple business units
- • Experience leading project-based sales organizations serving general contractors, developers, facility managers, property owners, industrial customers, or mission-critical infrastructure markets
- • Experience selling within an Independent Service Provider (ISP) model is highly desirable; experience limited to OEM product-driven environments is less applicable
- • Demonstrated success in integrating sales teams, standardizing go-to-market strategies and building commercial infrastructure across multiple locations or acquired businesses
- • Transformational Commercial Builder: Brings the vision, discipline, and leadership necessary to build scalable commercial infrastructure while successfully guiding organizations through periods of significant growth, integration, and change
- • Hands-On Player-Coach: Leads through visibility, coaching, and engagement, maintaining a strong presence in the field while developing people, strengthening culture, and driving consistent execution
- • Strategic Business Leader: Understands how commercial decisions influence enterprise value, balancing long-term strategic priorities with disciplined operational execution and measurable business outcomes
- • Collaborative Influencer: Builds trusted relationships across executive leadership, operations, finance, and functional teams while creating alignment around common objectives and organizational priorities
- • Operationally Disciplined: Thrives within dynamic, private equity-backed environments by introducing structure, accountability, forecasting rigor, and scalable operating processes without sacrificing entrepreneurial agility
- • High Character Executive: Demonstrates humility, integrity, professionalism, and resilience while creating an environment that inspires accountability, collaboration, continuous improvement, and exceptional customer service
- • Bachelor's degree required, preferably in Business Administration, Marketing, Management, or a related business discipline
- • Background within perimeter security, security integration, fire and life safety, building automation, electrical or mechanical services, industrial distribution, facilities services, construction products, or closely related industries strongly preferred
- • Experience operating within private equity-backed, acquisitive, or rapidly scaling organizations is strongly preferred
- • Experience growing recurring service revenue, preventative maintenance agreements, or lifecycle customer programs is highly desirable
- • MBA or other advanced business education is considered advantageous
- • Professional sales leadership training, executive education, or advanced commercial development programs are beneficial
Benefits
- Exceptional long-term career progression
- Clear pathway for increased leadership responsibility
Company Overview