RSM Public Safety – Western U.S. (Weapons Detection)

Confidential Search Peskind Executive Search

Remote – Must Reside Within Assigned Territory
Approximately 50% Travel

About the Opportunity

We are conducting a search for an experienced Regional Sales Manager to drive revenue growth across a large, multi-state territory for a growing enterprise technology organization.

This is a highly autonomous, quota-carrying sales role for someone who knows how to build a territory, generate new business, develop channel relationships, and navigate complex enterprise buying environments.

The Regional Sales Manager will own the regional sales strategy, with a primary focus on new logo acquisition and expansion opportunities while working closely with channel partners, technology partners, Customer Success, and sales leadership.

This is an individual contributor role reporting directly to the Vice President of Sales.

What You'll Do

Drive New Business

• Develop and execute a strategic territory plan focused on the highest-potential markets and accounts within the region.
• Build and maintain a strong self-generated pipeline through direct prospecting, industry relationships, events, referrals, and channel partners.
• Identify, pursue, and close new customer opportunities across the assigned territory.
• Qualify and advance inbound opportunities assigned to the region.
• Lead discovery meetings, product demonstrations, and proposal presentations.
• Navigate complex buying groups that may include Security, IT, Facilities, Risk, Procurement, and executive stakeholders.

Grow Existing Accounts

• Identify and close expansion and upsell opportunities within the regional customer base.
• Partner with Customer Success to act on customer growth opportunities and expansion signals.
• Develop executive-level relationships with strategic customers while maintaining clear ownership between Sales and Customer Success.

Build & Leverage Channel Partnerships

• Identify and develop relationships with integrators, resellers, distributors, and other strategic channel partners.
• Collaborate with partners on active sales opportunities and joint pipeline development.
• Conduct joint pipeline reviews and operate within established deal-registration processes.
• Work with technology partners to develop and execute joint opportunities.
• Build relationships with consultants, specifiers, and the A&E community to help secure product specification on projects during the design phase.

Own the Territory

• Maintain accurate opportunity, pipeline, and forecasting information within the CRM.
• Provide consistent and accurate weekly sales forecasts.
• Plan territory travel strategically around priority markets and active opportunities.
• Provide competitive intelligence, market feedback, and pricing insights to sales leadership.
• Coordinate closely with enterprise sales, Customer Success, and other Regional Sales Managers when opportunities cross territories or account ownership.

What Success Looks Like

Success in this position will be measured by:

• Consistent attainment of new business and expansion revenue targets.
• Development of a healthy, self-generated pipeline.
• New logo acquisition.
• Accurate forecasting and pipeline management.
• Effective coverage of priority markets within the territory.
• Expansion within existing regional customers.
• Growth of partner-sourced pipeline and closed revenue.
• Strong execution of the regional territory strategy.

What We're Looking For

Required Experience

• 5+ years of quota-carrying B2B technology sales experience with a demonstrated history of winning new logos.
• Proven success independently managing a large, multi-state sales territory.
• Experience selling through and alongside integrators, resellers, distributors, or channel partners.
• Understanding of channel sales processes, including deal registration and partner margin structures.
• Experience managing complex enterprise sales involving multiple stakeholders, committee-based decisions, and formal procurement processes.
• Strong prospecting and pipeline-generation capabilities.
• Demonstrated ability to accurately manage forecasts and CRM activity.
• Ability to travel approximately 50% throughout the assigned territory.
• Bachelor's degree or equivalent professional experience.

Preferred Experience

Experience within one or more of the following areas is highly desirable:

• Physical security
• Video surveillance
• Life safety
• Enterprise security technology
• AI or analytics platforms
• Public sector technology

Additional value will be placed on candidates who have:

• Existing relationships with integrators, distributors, consultants, and end users within the territory.
• Experience working with the A&E, consultant, and specification community.
• Sold technology that requires customer education and consultative solution selling.
• Experience with NDAA compliance or public-sector procurement.
• Sold into markets such as K-12, higher education, healthcare, government, or other complex enterprise environments.

Compensation

Competitive base salary + uncapped variable compensation, with an approximately 50/50 base-to-variable compensation structure at plan.

The compensation plan rewards both new business acquisition and expansion revenue, with additional compensation available for renewal activity.

Why This Opportunity

This is an opportunity for an experienced territory seller to take ownership of a significant geography and operate with a high degree of autonomy.

The right candidate will have the ability to combine direct enterprise selling, channel development, strategic territory management, and new-business hunting while representing differentiated technology in a growing market.