About the Role

Our client an emerging leader in advanced surveillance and AI-driven security solutions, is seeking a dynamic and entrepreneurial Regional Sales Manager to lead our expansion throughout TOLA. This is not a typical corporate sales role; it is an opportunity to join a fast-moving start-up where your impact will directly shape company growth and long-term success.

The Regional Sales Manager will be responsible for building new business, nurturing key accounts, and creating scalable sales processes that align with company objectives. Because we are a start-up, this position requires someone who thrives in environments of change and growth — a self-starter, self-driven, and self-led individual who takes initiative, seeks out opportunities, and delivers results without waiting for direction.

Equally important, the Regional Sales Manager must collaborate closely with leadership and colleagues. Success will come not only from personal drive but also from contributing ideas, supporting the team, and helping establish best practices that scale across the organization.

Key Responsibilities

Sales Growth & Pipeline Development

• Prospect, identify, and close new business opportunities, building a strong and sustainable pipeline.

• Create sales pipeline and close revenue to achieve sales goals.

• Deliver persuasive sales presentations tailored to the needs of prospective clients, highlighting the unique value propositions of our clients products and solutions. 

• Develop long-term customer relationships to drive recurring revenue, referrals, and brand loyalty.

Start-up Strategy & Business Development

• Collaborate closely with the Senior Director of Sales and Executive Vice President of Sales to develop quarterly and annual sales targets, ensuring alignment with overall business goals. Consistently review progress and implement course corrections as necessary to meet or exceed set targets

• Contribute feedback on product-market fit, customer pain points, and operational improvements.

• Take ownership of sales outcomes by combining strategic planning with hands-on execution.

Market Development & Brand Promotion

• Actively promote our clients full suite of products and services, including surveillance systems, software solutions, and technical support packages, through direct interaction with potential clients, partners, and resellers. 

• Participate in targeted marketing activities, attend industry events, conduct local promotional work, and maintain a consistent presence in the market to drive brand awareness and product adoption. 

• Identify creative, cost-effective opportunities for exposure and lead generation suitable for a growing start-up.

Account & Partner Management

• Develop and manage a network of key partners, including manufacturer representatives, systems integrators, and value-added resellers (VARs). Ensure they are fully equipped to promote and sell our clients products, providing them with the necessary training, support, and resources. 

• Evaluate and qualify potential partners, working closely with senior leadership to finalize agreements that align with the company’s strategic goals. Ensure all partnerships are effectively managed and leveraged to drive sales performance. 

Sales Process Management

• Utilize Salesforce.com to meticulously track and manage all sales activities, from lead generation through to project close. Ensure data accuracy and maintain comprehensive records of interactions, opportunities, and progress with all channel partners, end-users, and manufacturer representatives. 

• Monitor and manage sales pipelines, ensuring timely follow-up on leads, proposals, and outstanding opportunities to optimize sales conversion rates. 

Customer Engagement & Technical Support

• Serve as the first point of contact for customers seeking technical advice or product guidance. Ensure end-users, integrators, and partners are provided with accurate, timely, and clear information on the use and application of our clients products. 

• Lead product demonstrations and provide hands-on training sessions, ensuring that customers fully understand how to implement and maximize the value of our solutions in their specific environments. 

Proposal Development and Negotiation

• Prepare detailed proposals, quotes, and pricing documents for prospective clients, ensuring clarity and transparency regarding product specifications, pricing, and delivery timelines. Any discounts or deviations from standard pricing must be discussed and approved by senior management prior to offer. 

• Negotiate contract terms to secure favorable agreements that meet both customer expectations and the company’s profitability targets. 

Trade Show Representation and Training Development: 

• Represent our clients at industry tradeshows and events, playing an active role in the booth to engage attendees, answer questions, and demonstrate the advantages of our surveillance solutions. 

• Collaborate with marketing and product teams to develop comprehensive training materials for both internal teams and external partners. Deliver training sessions that enhance product knowledge and drive sales performance. 

Competitive & Market Intelligence

• Maintain an up-to-date understanding of competitive products and pricing in the marketplace. Regularly compile data on competitors and provide insights to senior management to inform product development and strategic positioning. 

• Identify and establish relationships with key influencers, thought leaders, and decision-makers in the surveillance industry to expand our clients reach and establish the company as a market leader. 

Experience & Qualifications

• 2–5 years of proven success in B2B sales, preferably in technology, SaaS, or security-related industries.

• Strong background in managing the full sales cycle — from prospecting to closing.

• Proficiency with Salesforce CRM for pipeline management; experience with ZoomInfo or similar tools for prospecting is a plus.

• Excellent communication and presentation skills, with the ability to influence key decision-makers.

• Demonstrated ability to work independently while contributing to a collaborative team environment.

• Bachelor’s degree in business, Marketing, or related field preferred.

Additional Expectations

• Operate with a start-up mindset — adaptable, resourceful, and eager to take on responsibilities outside of a narrow job description.

• Demonstrate initiative and ownership as a self-starter, self-driven, and self-led professional.

• Work collaboratively with a lean team, contributing to shared goals and collective success.

• Be comfortable with ambiguity, learning by doing, and helping to create processes where none exist.

• Flexibility and adaptability are key to successfully fulfilling the demands of this dynamic role.

• Travel frequently throughout TOLA to meet with clients, partners, and prospects, and occasionally to corporate headquarters or national industry events.

• Travel Requirements: This position requires frequent travel within the assigned territory to meet with clients, partners, and prospects, as well as occasional travel to corporate headquarters and industry events. 

Why Join Us

You’ll have the chance to grow with a company at a pivotal stage. This role offers the opportunity to directly influence the growth strategy, build a region from the ground up, and become a key voice in shaping how we scale. For someone who thrives in a start-up culture, this is an ideal opportunity to combine independence with collaboration, and execution with innovation.