Title: Regional Director of Sales

Department: Sales

Reports To: VP of Sales

FLSA Status: Exempt/Non Exempt

Job Summary:

The Regional Sales Director at Passport will be responsible for driving revenue growth within their assigned territory while mentoring and developing a team of Account Executives. This individual will focus on executing strategic sales initiatives, nurturing key relationships, and ensuring you and your team meet or exceed revenue targets. You will play a pivotal role in scaling business opportunities, aligning with the company’s broader revenue goals, and guiding the professional growth of your sales team.

Responsibilities:

Territory Management & Growth: Develop and execute a comprehensive sales strategy to drive net new business and grow existing accounts within the assigned region. Identify and pursue new market opportunities, ensuring sustained pipeline development. Work closely with marketing, project strategy, revenue operations, and customer success teams to align resources and strategies to meet regional goals.
Sales Execution: Build and manage an entire pipeline of opportunities, from top-of-funnel to close. Support your team in their sales efforts, participating in client meetings, demos, RFP execution, and presentations where necessary while taking the lead on more significant, complex deals. Ensure consistent tracking and documentation of all sales activity within Salesforce.
Team Leadership & Mentoring: Provide coaching, mentorship, and development opportunities to Account Executives, fostering a high-performance sales culture. Lead regular performance reviews and pipeline assessments to ensure team members are on track to meet targets. Work with Account Executives to develop tailored sales plans and strategies for their individual territories. Identify market trends and opportunities for improvement, providing insights and strategies that drive business growth and elevate team performance.
Revenue Accountability: Own and achieve regional sales targets by ensuring the team hits quarterly and annual revenue goals. Monitor the company’s key performance metrics (KPIs) and take necessary actions to ensure optimal performance.
Industry Leadership: Establish yourself as a thought leader by building a personal brand, attending key industry events, participating in public speaking engagements, and developing solid relationships with stakeholders.
Client Relationship Management: Build and maintain strong relationships with key clients and prospects, ensuring a deep understanding of their needs and challenges. Participate in high-level negotiations and collaborate with Account Executives on closing key deals.
Collaboration & Communication: Collaborate with internal departments, including marketing, product, revenue operations, and customer success, to align efforts in achieving sales objectives. Serve as a communication bridge between the regional team and corporate leadership, sharing insights and regional feedback.

About You:

You are a highly experienced sales leader passionate about driving results and developing others. You thrive in a high-paced sales environment and understand the complexities of long sales cycles and complex GovTech solutions. As a leader, you are empathetic yet hold your team to high standards. You are adept at managing multiple priorities and highly skilled at relationship-building with prospects, clients, and within your team.

Qualifications:

8+ years of sales experience, ideally in GovTech Sales or Enterprise sales with long sales cycles and complex contracting processes.
Proven success in leading, developing, and managing sales teams.
Experience in hiring, coaching, and performance management.
Proven track record of successfully growing a territory and exceeding revenue targets.
Excellent communication and negotiation skills.
Proficient with Slack, Google Workspace, and Salesforce.
Highly motivated, committed, and enthusiastic relationship seller.
Excellent communication and presentation skills, comfortable working across internal teams and with external clients.
Willingness to travel up to 40%.
Experience in the GovTech industry or SaaS sales preferred.

About Us:

Passport is the technology leader in parking compliance and curbside payment solutions. By helping cities integrate paid parking, enforcement operations, and payment infrastructure into one software solution, Passport provides the only platform that connects the complexities of mobility to manage and monetize the curb efficiently. From mobile payments to citation issuance, permitting technology, and more, Passport empowers cities of all sizes with better insights to improve parking turnover, expand revenue opportunities, and create better compliance. Passport is trusted by more than 800 clients across North America.

Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.

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Passport Labs Inc

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Regional Director of Sales