Sales Representative, Western US

First Line Technology is focused on preserving lives and preventing harm by advancing innovative, lifesaving solutions for mission-critical environments. Our products and trainings are tried, tested, and proven by military, first responder, healthcare, and industrial users. As First Line targets growth in the state, local, and education (SLED) markets, we are seeking a driven, mission-oriented SLED Sales Representative (Western US) to develop this strategic territory. This is an opportunity to expand a market vertical at a company with the products, reputation, and operational readiness to support you. First Line has already invested in the products, training, and thought leadership content. What we need is you: the right person to open the door.

The SLED Sales Representative (Western US) is part of the revenue team responsible for the successful marketing, sales, and training of the First Line Technology solution portfolio. This is a “hunter” role, responsible for building relationships with state agencies, local municipalities, and educational institutions with a focus on emergency management and first responders. The person in this role has broad government and public-sector sales experience including prospecting, needs discovery, overcoming objections, negotiating, pipeline management, and business development. 

The SLED Sales Representative (Western US) supports company sales, retention, and growth initiatives by contacting leads, developing relationships, uncovering needs, maintaining a pipeline, and aligning First Line solutions with customer needs. This individual will also represent First Line at a variety of industry events including trade shows, conferences, and trainings.

Core Competencies:

• Driving revenue growth at profitable margins
• Generating, maintaining, and managing a healthy sales pipeline
• Developing the SLED market in the western US by navigating complex sales cycles
• Identifying and building relationships with all personnel involved in buying decisions
• Understanding of internal purchasing processes within state, local, and educational organizations from budgeting to receiving delivery, especially procurement pathways including relevant grant programs and joint-buying opportunities

• Develop and execute territory plans, account strategies, and contact cadences aligned with First Line’s growth targets and objectives
• Represent First Line at events including trade shows, conferences, and trainings
• Collaborate with First Line’s marketing team to develop SLED-specific playbooks, case studies, ROI tools, and collateral
• Coordinate with sales reps in adjacent territories and market verticals to multiply growth efforts
• Communicate with internal team members to provide a smooth customer experience
• Provide market feedback and competitive intelligence that informs product and company strategy

• Bachelor’s degree required; fields such as business or marketing preferred; relevant continuing education, credentials, and certifications a plus
• 5+ years of B2B or B2G sales experience, with minimum of 3 years selling into state agencies, local municipalities, law enforcement, fire departments, EMS, or similar; prior experience selling CBRN solutions, emergency response/preparedness equipment, or training preferred
• Demonstrated knowledge of consultative selling, champion building, and multi-stakeholder opportunities; familiarity with SPIN Selling, Strategic Selling with Perspective, Counselor Salesperson, or similar methodologies a plus
• Excellent communication and interpersonal skills, with the ability to adapt to changing situations and work collaboratively with diverse personalities and to present credibly to both clinical staff and healthcare leadership
• Ability to learn, differentiate, and demonstrate First Line’s solution portfolio
• Familiarity with SLED procurement cycles, funding structures, and decision criteria a must
• Proficient in the use of CRM tools for pipeline management and forecasting
• Self-directed working style that thrives in developing a territory
• Experience in managing a sales pipeline from prospecting to close, with a track record of meeting or exceeding sales targets
• Comfortable with building and managing a territory business plan and budget
• Strong analytical and problem-solving skills, with a proactive approach to identifying opportunities for growth
• Self-motivated, results-oriented, and able to thrive in a fast-paced environment
• Coachable personality with desire for continued personal and professional improvement
• Familiarity with the Entrepreneurial Operating System (EOS) a plus
• Willingness to travel (up to 75%) as needed to meet with customers and prospects and attend events; proximity to a major airport preferred

• Competitive salary and bonus structure
• Benefits package which includes health insurance, 401(k) match, gym reimbursement, PTO
• Opportunity to work within a dynamic and supportive environment
• The chance to work with cutting-edge technology and make a tangible difference in the lives of people and communities
• Option to work in-house or remote based on where candidate resides
• Personal development plan and support

• Total compensation will consist of a base salary and commission, targeting a range of $110,000 - $150,000 depending on experience and geographic market