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