We’re looking for an experienced B2B Sales Director to play a significant role in the development and execution of North American sales in the Higher Education Market. This is a rare opportunity to get in with a fast-growing company, selling a product that you can believe in.

Our client is a rapidly growing SaaS firm that designs and delivers SafeZone™, the unified safety, security and emergency management solution, provides Safety Everywhere™ for an organization’s people, wherever they have duty of care. Through Real-time Coordination and Response, organizations are empowered to respond faster and more effectively to incidents of any scale. And SafeZone’s Operational Insights streamlines day-to-day operations and enables unprecedented post-incident learnings to continuously improve team performance and optimize future response. Quick to deploy, scalable, and easy to use, SafeZone is transforming how leading organizations manage the safety of millions of people every day.

Job Summary

• The primary objective for this role is to profitably grow enterprise sales by acquiring new accounts through direct sales
• Our Client is seeking an experienced B2B sales professional with proven success selling complex solutions and technologies into enterprise companies and organizations
• The selected candidate resides in the California area and will have the flexibility to work remotely when not travelling for business (travel estimated at 20-40%)
• This role reports to the CEO

What You Need for this Position

• 7+ years’ experience in selling enterprise software solutions in a consultative B2B environment, including complex accounts, with a verifiable and tangible track record of meeting/exceeding quota
• You must be a disciplined and self-motivated hunter, as well as an expert in complex, consultative and strategic selling to specific personas and decision makers including VPs and C-level executives
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate resolutions
• Proven track record in protracted sales cycles
• Drive: Passion, energy to implement quality technical solutions. Strong self-motivation and intellectual curiosity
• Customer Focus: Customer service-minded, focused on addressing needs and fulfilling commitments and skilled in the consultative approach to solving problems
• Communication: Able to clearly articulate problems, solutions, risks, rewards etc. (written and verbal)
• Technical Skills: Love for technology; you’re inherently passionate about technology
• Business Acumen: You understand how businesses can be enabled through technical solutions
• Candidates should be based in the California Region.

Key Responsibilities

• Understand, quantify and substantiate our clients value prop, customized for each prospect
• Effectively prospect for and qualify leads to prioritize and maximize efficiency throughout the sales cycle
• Proactively identify, cultivate and prioritize target accounts, conduct demos, generate proposals, and close deals, and foster referrals
• Develop strategies to engage all major stakeholders at the senior executive, VP and Director levels
• Navigate complex and challenging organizational environments within each client
• Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure consistent above-quota results based on successful pipeline management
• Support regional business development activities and marketing events as required
• Support and enhance an outstanding team-oriented, entrepreneurial global culture
• Foster industry relationships, with a focus on developing relationships while educating the market i.e., ‘playing the long game’

Preferred Knowledge & Experience

• Experience in the physical security industry, particularly with a software or service-based solutions provider
• Experience selling into the higher education verticals
• Previous experience working for one or more early-stage companies (experience bringing a new type of offering to market)
• Success selling to large clients in the U.S.

Workplace and Benefits

You will join a team of smart people who like to work hard and have fun with each other. We offer exceptional benefits including medical, dental, 401k and paid time off. CriticalArc provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. We prohibit any form of workplace harassment related to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.