Sales Director, Southeast US

Sentrycs | Counter-Drone Solutions Adapting at the Speed of Threats; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Job summary

Sentrycs is seeking a Sales Director, Southeast to lead business development and drive revenue growth for its Counter-UAS technology across the Southeast United States. You will own the regional sales strategy, build a robust pipeline, and partner with Solution Engineering, Customer Success, and Product Management to win complex opportunities.

The ideal candidate has 7+ years in enterprise or government-focused sales, exceptional executive engagement skills, and a proven track record navigating

Qualifications

• Bachelor’s degree or equivalent professional experience.
• 7+ years in enterprise or complex solution sales, government, public safety, or security technology.
• Experience selling to government/defense/public safety sectors.
• Ability to manage long, multi-stakeholder sales cycles.
• Strong communication and executive engagement skills.

Responsibilities

• Develop and execute a comprehensive Southeast regional sales strategy.
• Own the full sales cycle from prospecting to contract award.
• Identify and qualify opportunities across government, defense, homeland security, public safety, and critical infrastructure.
• Build and maintain a strong, sustainable regional pipeline.
• Develop trusted relationships with key decision-makers and procurement stakeholders.
• Coordinate with Solution Engineering, Customer Success, and Product Management to address customer needs.
• Lead commercial discussions, pricing strategy, and contract negotiations.
• Support responses to RFPs, RFIs, RFQs, and other formal procurement opportunities.
• Maintain accurate opportunity, pipeline, and forecasting data in CRM.

Skills

Strategic selling

Territory development

New business development

Consultative solution selling

Customer engagement

Executive relationship management

Pipeline development

Negotiation

Forecasting & accountability

Cross-functional collaboration

Education

Bachelor's degree or equivalent

Tools

HubSpot CRM

Salesforce CRM

Job description

Sentrycs is seeking a highly motivated and results-driven Sales Director, Southeast to lead business development and sales efforts across the Southeast United States. This role will be responsible for developing and executing the regional sales strategy, building a strong pipeline of opportunities, cultivating relationships with key customers and partners, and driving revenue growth for Sentrycs’ industry-leading Counter-Unmanned Aircraft Systems (C-UAS) technology.

The Sales Director will serve as a trusted business partner to prospective and existing customers, developing a deep understanding of their operational challenges, mission objectives, procurement processes, and technology requirements. Working closely with Solution Engineering, Customer Success, Product Management, and other internal teams, this individual will guide complex opportunities from initial engagement through contract award and deployment.

The ideal candidate is a proactive, self-motivated sales professional who thrives in a fast-paced, entrepreneurial environment. They have a demonstrated ability to develop a territory, build relationships with senior decision-makers, navigate complex and lengthy sales cycles, and create opportunities rather than simply respond to them. They are equally comfortable engaging executive stakeholders, operational leaders, technical teams, procurement organizations, channel partners, and government agencies.

Responsibilities

• Develop and execute a comprehensive sales strategy for the Southeast region aligned with Sentrycs’ U.S. growth objectives.
• Own the complete sales cycle within the assigned territory, from prospecting and opportunity development through proposal, negotiation, contract award, and transition to implementation.
• Proactively identify, develop, and qualify new business opportunities across government, defense, homeland security, public safety, law enforcement, critical infrastructure, and other applicable markets.
• Build and maintain a strong, sustainable sales pipeline capable of achieving regional revenue and growth targets.
• Develop trusted relationships with key decision-makers, influencers, operational leaders, procurement stakeholders, and industry partners.
• Conduct customer discovery to understand operational requirements, mission objectives, organizational priorities, funding sources, procurement processes, and competitive considerations.
• Clearly articulate Sentrycs’ value proposition and position its C-UAS solutions in the context of customer operational and business requirements.
• Partner closely with Solution Engineers to develop compelling solutions, demonstrations, evaluations, and technical proposals that address customer needs.
• Develop and execute strategic account plans for priority customers and opportunities within the region.
• Navigate complex sales environments involving multiple stakeholders, technical evaluations, regulatory considerations, funding requirements, and procurement processes.
• Identify and develop relationships with channel partners, system integrators, consultants, and other strategic partners that can expand Sentrycs’ presence within the region.
• Coordinate customer demonstrations, proof-of-concept evaluations, site visits, and other sales activities in partnership with Solution Engineering and Customer Success.
• Lead commercial discussions, proposal development, pricing strategy, contract negotiations, and closing activities in coordination with internal stakeholders.
• Support responses to RFPs, RFIs, RFQs, and other formal procurement opportunities.
• Maintain accurate and timely opportunity, pipeline, activity, and forecasting information within Sentrycs’ CRM.
• Provide leadership with regular visibility into pipeline health, forecast, competitive activity, customer feedback, market developments, and potential risks.
• Collaborate with Product Management and other internal teams to communicate market trends, customer requirements, competitive intelligence, and product enhancement opportunities.
• Represent Sentrycs at trade shows, conferences, industry events, customer meetings, and partner events throughout the region.
• Maintain awareness of emerging UAS and C-UAS technologies, competitor capabilities, evolving regulations, acquisition trends, and market developments.
• Take ownership of regional business development activities and proactively identify opportunities to expand Sentrycs’ market presence.

Requirements:

• Bachelor’s degree in Business, Engineering, Technology, Criminal Justice, Public Administration, or a related discipline, or equivalent professional experience.
• 7+ years of progressive experience in enterprise or complex solution sales, government, defense, law enforcement, public safety, security technology, or a related field. Candidates with significant law enforcement or public safety experience, strong industry relationships, and deep knowledge of agency operations and procurement processes will be considered even without traditional sales experience.
• Demonstrated success developing new business, building a territory, and consistently achieving sales or revenue targets.
• Experience selling emerging or complex technologies to at least one of the following markets: government, defense, homeland security, law enforcement, public safety, or critical infrastructure.
• Demonstrated ability to manage complex, consultative sales cycles involving multiple stakeholders and extended decision-making processes.
• Strong prospecting and business development capabilities with the ability to create new opportunities and develop relationships from the ground up.
• Ability to engage effectively with executive, operational, technical, and procurement stakeholders.
• Strong business acumen with the ability to understand customer challenges and translate them into compelling technology solutions and business value.
• Excellent presentation, negotiation, relationship-building, and customer-facing communication skills.
• Strong problem-solving, prioritization, and organizational skills.
• Demonstrates a proactive mindset by anticipating customer and company needs and taking the initiative to act on them.
• Ability to operate independently, manage a geographically dispersed territory, and maintain accountability for results with limited day-to-day supervision.
• Ability to collaborate effectively across Sales, Solution Engineering, Product Management, Customer Success, Marketing, and other functions.
• Familiarity with Customer Relationship Management (CRM) systems such as HubSpot and Salesforce, including disciplined pipeline management and forecasting.
• Ability to travel frequently throughout the Southeast region and elsewhere within the United States, with occasional international travel as needed.
• Must be legally authorized to work in the United States.

Preferred Qualifications

• Experience selling Counter-UAS (C-UAS), UAS, electronic warfare, RF sensing, physical security, defense technology, public safety technology, or related solutions.
• Existing relationships within military, federal, state, local, tribal, territorial (SLTT), law enforcement, public safety, critical infrastructure, or security markets within the Southeast.
• Experience selling emerging technologies where customers require education, demonstrations, pilots, or proof-of-concept evaluations as part of the sales process.
• Knowledge of federal, state, and local government acquisition and procurement processes.
• Familiarity with FAA and FCC regulations and the evolving regulatory environment surrounding UAS and C-UAS technologies.
• Experience working with channel partners, system integrators, distributors, or other indirect sales channels.
• Experience responding to government RFPs, RFIs, RFQs, and other formal procurement processes.
• Familiarity with government budgeting, funding cycles, grants, and acquisition programs.
• Comfortable working in a fast-paced startup environment with rapid changes, managing multiple opportunities and priorities simultaneously, and taking on a variety of responsibilities as business needs dictate.
• Existing U.S. security clearance, or eligibility to obtain one, is highly desirable.

Key Competencies

• Strategic selling
• Territory development
• New business development
• Consultative solution selling
• Customer engagement
• Executive relationship management
• Pipeline development and management
• Negotiation and closing
• Business and financial acumen
• Government and public sector sales
• Partner and channel development
• Competitive positioning
• Cross-functional collaboration
• Forecasting and accountability
• Proactivity, self-motivation, and ownership
• Adaptability in fast-paced environments

What Success Looks Like

• Establish a strong Sentrycs presence and network of relationships throughout the Southeast region.
• Develop a healthy, sustainable pipeline of qualified opportunities across priority markets.
• Consistently achieve regional bookings and revenue objectives.
• Become a trusted partner to customers by understanding their missions, challenges, and operational requirements.
• Successfully navigate complex sales cycles from initial engagement through contract award.
• Create new opportunities through proactive prospecting, relationship development, and strategic account planning.
• Effectively position Sentrycs’ technology and value proposition against competitive alternatives.
• Build productive relationships with channel partners, system integrators, and other strategic partners.
• Maintain disciplined pipeline management and provide accurate, reliable forecasts.
• Collaborate effectively with Solution Engineering, Customer Success, Product Management, and other internal teams to deliver a strong customer experience.
• Contribute to the continued growth of Sentrycs within the U.S. market.