Sales Director-Western Region at Intergraph Corporation – Madison, Alabama

The Director of Sales – West Coast will lead strategic growth across the Western United States for our Public Safety portfolio (CAD, RMS, JMS, and emerging cloud-native solutions). This leader will drive net-new logo acquisition, competitive migrations, and long-term SaaS revenue expansion within state and local government agencies.

This is a quota-carrying leadership role responsible for managing and developing a team of four Account Executives while owning regional revenue performance. The Director will drive territory strategy, pipeline development, complex enterprise deal execution, and cross-functional alignment across presales, product, finance, and executive leadership.

The ideal candidate is a disciplined operator, strategic thinker, and motivational leader with a proven track record selling enterprise software into public sector agencies and scaling high-performing sales teams.

Regional Revenue & Team Leadership

• Lead, coach, and develop a team of four Account Executives across the Western U.S.

• Own and exceed combined regional booking and ARR targets

• Establish clear territory plans, account strategies, and performance expectations

• Drive accountability through disciplined pipeline reviews and forecast management

• Recruit, onboard, and retain top-tier sales talent as the region scales

Territory & Growth Strategy

• Develop and execute multi-year regional growth plans

• Drive net-new logo acquisition and competitive displacement strategy

• Oversee complex 6–18 month public sector sales cycles (RFP, BAFO, board approvals)

• Maintain accurate forecasting discipline and executive-level reporting

Strategic Account Development

• Build executive relationships within Police, Fire, Sheriff, IT, and City/County leadership

• Personally lead and assist in closing enterprise-level opportunities

• Develop account penetration strategies for agencies transitioning to SaaS/cloud

Sales Process Excellence

• Standardize structured discovery, value positioning, and ROI articulation

• Coordinate with presales to deliver stakeholder-specific demonstrations

• Ensure pricing, margin, and governance compliance aligned with company standards

• Navigate procurement frameworks, state contracts, and cooperative purchasing vehicles

Cross-Functional Leadership

• Partner with Presales, Product, Marketing, Legal, and Finance to drive deal success

• Align Western region strategy with national growth objectives

• Provide field intelligence to influence roadmap and AI strategy initiatives.

#LI-IK
#LI-Hybrid

• 10+ years enterprise software sales experience

• 3–5+ years leading and developing quota-carrying sales teams

• 5+ years selling into state/local government or public safety agencies

• Proven record of exceeding $5M+ annual quota (individual and/or team leadership)

• Experience leading competitive takeaways and SaaS migrations

• Strong executive presence with ability to influence C-level stakeholders

• Deep understanding of RFP-driven sales environments

• Forecasting rigor and data-driven sales management discipline

Leadership Profile

• Builder of people, not just pipeline

• Strategic thinker with operational execution discipline

• High accountability and performance standards

• Strong coaching orientation and talent developer

• Collaborative leader who aligns field execution with corporate strategy