Job Summary:
The Vice President of Sales is responsible for developing and executing the overall sales strategy to accelerate revenue growth, expand market share, and strengthen the company's position within the commercial security industry. This executive leader drives new business acquisition through a disciplined "hunter" sales culture while building high-performing sales teams, strategic partnerships, and scalable sales processes. The VP of Sales collaborates closely with executive leadership, operations, marketing, and customer success to achieve aggressive growth objectives across integrated security solutions, including electronic security, video surveillance, access control, intrusion detection, fire/life safety, managed services, and recurring monthly revenue (RMR).
The ideal candidate is a results-oriented sales leader with a proven track record of building high-performing sales organizations and delivering sustained, profitable growth. This leader thrives in a competitive environment, demonstrates a strong hunter mentality, and inspires teams to consistently exceed ambitious revenue goals. They possess exceptional strategic planning, executive relationship management, negotiation, and leadership skills, with deep expertise in commercial security, integrated technologies, enterprise-level organizations and recurring revenue business models.
Duties:
Strategic Business Growth
- Develop and execute a comprehensive sales strategy aligned with the company's growth objectives.
- Drive consistent year-over-year revenue growth through new customer acquisition and market expansion.
- Identify and penetrate new vertical markets, geographic territories, and strategic accounts.
- Develop sales plans that increase both contract/customer account revenue and recurring monthly revenue (RMR).
- Build and develop strategic relationships with enterprise customers and industry partners.
New Business Development (Hunter Focus):
- Champion a proactive, hunter-driven sales culture focused on winning new business.
- Personally pursue and close high-value enterprise opportunities.
- Establish disciplined prospecting expectations throughout the sales organization.
- Expand market share by winning competitive opportunities.
- Develop account penetration strategies for target markets and key accounts.
Sales Strategy & Execution:
- Develop territory strategies, account planning processes, and sales playbooks; drive pricing strategies and margin improvement initiatives.
- Build, maintain and oversee a robust pipeline of qualified opportunities; responsible for forecasting to ensure predictable revenue growth.
- Build, mentor, and lead a high-performing sales organization; establish performance metrics, quotas, and accountability measures.
- Optimize sales methodologies, CRM utilization, and sales processes.
- Oversee RFP, proposals, and presentation strategies for major accounts.
- Ensure alignment between sales, marketing, operations, and service delivery.
Customer & Market Leadership:
- Maintain executive relationships with key customers and strategic partners; serve as a trusted advisor to prospective and existing clients.
- Monitor market trends, competitive activity, and emerging technologies.
- Represent the organization at industry conferences and customer events.
- Provide executive leadership with market intelligence and growth recommendations.
Financial & Operational Management:
- Achieve revenue, profitability, and gross margin objectives.
- Develop annual sales budgets and territory plans.
- Monitor sales productivity, conversion metrics, and forecasting accuracy.
- Ensure disciplined use of CRM and sales analytics to support data-driven decision-making.
Success Metrics:
Success in this position is measured across a few core KPIs. These include, but are not limited to the following:
- Gross profit margin
- Year-over-year sales growth
- Win rate on competitive opportunities
- EBITDA contribution
- Sales quota attainment (%)
- Strategic account penetration
Core:
- Bachelor’s degree in business administration, marketing, sales, management, or a related field; Master's degree in Business Administration (MBA) or a related discipline preferred.
- Minimum of 10 years of progressive sales leadership experience, with at least five (5) years in a senior sales management or executive leadership role.
- Demonstrated track record of driving significant year-over-year revenue growth through new business development and market expansion.
- Relevant industry certifications or professional sales leadership training are considered an asset.
- Must possess a valid driver's license with an acceptable driving record and maintain the ability to travel by automobile and commercial airline.
- As demonstrated through experience, training, and/or testing.
Skills + Competencies:
- Strong understanding of commercial security solutions, including access control, video surveillance, intrusion detection, fire/life safety systems, integrated security technologies, and recurring monthly revenue (RMR) business models.
- Exceptional skill in persuasive oral and written communications, including effective executive-level presentation skills.
- Competitive selling, Negotiation and closing expertise.Experience utilizing CRM platforms (e.g., Salesforce, Microsoft Dynamics, HubSpot, or equivalent) to manage pipelines, forecasting, and sales performance.
- Demonstrated expertise in contract negotiations, pricing strategies, competitive positioning, and executive-level customer engagement.
- Strong financial acumen with experience managing sales budgets, forecasting revenue, and achieving profitability objectives.
- Hunter mindset with strong new business focus; demonstrated energy, drive, determination and persistence, even when confronted with rejection.Strategic planning and execution; data-driven decision making.
- Ability to analyze sales data and develop recommendations and implement solutions.
- Ability to carry out multiple assignments concurrently.Executive-level relationship management.Pipeline and forecast discipline.
- Strong skill in team development and coaching.Ability to interact effectively at all levels and across diverse cultures.
- Change leadership and organizational scalability.
Working Conditions:
The successful candidate must be able to perform the essential functions of the position, with or without reasonable accommodation. The following outlines the typical responsibilities and physical & environmental demands associated with this role and is not intended to be an exhaustive list of all duties or requirements.
- Maintaining composure in dealing with executives, clients, prospects, and staff, in group settings and in situations requiring high performance and results.
- Primarily operates in a professional office environment with frequent travel to customer sites, branch offices, industry events, and executive meetings.
- Regular local and regional travel (50–75%), with occasional overnight travel, is required to support customer engagement, business development, and team leadership.Maintains a flexible work schedule, including early mornings, evenings, and occasional weekends, to accommodate customer meetings, networking events, proposal presentations, and business needs.
- Frequent use of computers, CRM software, video conferencing platforms, and other office technology.
- Regular interaction with customers, executive leadership, sales teams, operations, and external business partners.
- May be required to visit active construction sites, manufacturing facilities, warehouses, or commercial buildings, requiring adherence to all company and customer safety policies, including the use of appropriate personal protective equipment (PPE) when necessary.
- Ability to sit, stand, walk, and conduct presentations for extended periods, with occasional lifting of materials or equipment up to 25 pounds.
- Works in a fast-paced, performance-driven environment with aggressive growth objectives, requiring sound judgment, adaptability, and the ability to effectively manage multiple priorities while meeting demanding deadlines.
- Expected to maintain a professional presence while representing the organization with customers, strategic partners, and industry associations, serving as a key ambassador for the company's brand and growth initiatives.
Pay: $190,000.00 - $200,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: In person
