SAFE Security

VP Sales - East

Ontario - Remote · Vp · Contract

Sponsorship not specifiedDetected 5 days ago

HubSpotSalesAccount ManagementOutbound SalesCadenceLeadershipCommunicationMentoringPublic Speaking

About the role

As a part of the Sales team, you'll join a group of driven, entrepreneurial revenue builders, each responsible for turning a specific piece of Safe's go-to-market map into a fully built, quota-carrying territory.
Profitable, growing, and scaling toward $250M ARR with a clear path to $700M, Safe has a loyal installed base and a massive whitespace opportunity it hasn't yet systematically hunted - what's missing is the proactive revenue engine to match the product.

Start from a blank map, not an inherited book. Recruit, hire, and ramp junior and senior Account Executives across Eastern territories, building your pod one deliberate hire at a time.
Manufacture pipeline that doesn't exist yet. Build the Eastern outbound motion from scratch - sequences, named-account target lists, ICP mapping, and the daily activity cadence that turns cold territory into warm pipeline.
Write the playbook by vertical. Develop territory playbooks for the East's top whitespace verticals - State/Local Government, Utilities, and Energy - each with its own buying process and technical stakeholders.
Own the build budget, not just the plan. Recommend and control spend on outbound tooling, data providers, and territory marketing investment - you make the case to the CRO and President, then own the return on it.
Own the number, not just the story. Run weekly deal inspection, pipeline generation, and forecast calls, and own the forecast call to the CRO - no surprises, no rounding up.
Build the feeder bench with BDRs. Partner with the BDR Manager to ensure BDRs are booking qualified meetings for your AEs, and treat that partnership as a shared pipeline problem, not a handoff.
Make the hard calls on talent. Performance-manage reps who aren't hitting the capability bar, and make the call to exit them when coaching hasn't closed the gap - the pod's standard matters more than any one hire.

Experience presenting territory strategy, hiring plans, and forecast risk directly to C-level executives or a President, not just a sales manager
If you have questions about this process, please contact us at hr_dept@safe.com.
That said, we find that those who are most successful in this role have experience with the following areas.
Safers come from a variety of backgrounds with a diversity in skills and knowledge.

Be a player-coach in practice, not just title.
Make the hard calls on talent.
The pod is real, not a headcount plan.
A full cohort of Account Executives is hired and ramped, with each rep meeting the 90-day capability bar you set for them.
Pipeline exists independent of you.

Deep MEDDPICC fluency and a reputation as a disciplined, honest forecaster under executive scrutiny
Effective communication skills
Desired skills / Bonus points:
Domain depth in geospatial, data integration, government technology, utilities, or infrastructure
An existing network across the Southeast, Midwest, or Northeast in State/Local Government or Energy
Experience hiring and promoting BDRs into AE roles
Familiarity with HubSpot, Gong, or similar outbound sequencing tools
Prior ownership of a territory or regional P&L, not just a quota
A Bachelor's degree in a related field, or equivalent combination of education and experience

Be a player-coach in practice, not just title. Close deals alongside your team, especially during ramp, and re-score each rep against the capability scorecard at 30, 60, and 90 days so coaching is continuous rather than an annual event.

Make MEDDPICC a habit, not a form. Operate MEDDPICC rigorously on every deal, coaching your team to use it as a diagnostic tool rather than a box to check before a forecast call.
Translate territory risk into executive language. Brief the CRO and President on territory risk and upside in board-ready terms - not just a pipeline total, but a narrative leadership can act on.
Safe builds FME, the only All-Data, Any-AI Enterprise Integration Platform, trusted by 25,000+ enterprise customers in 125+ countries to bring their data to life.

This listing is sourced directly from SAFE Security's careers page and normalized into a canonical job model.