Regional Director of Sales, Central

Evolv Technology

Evolv Technology

Sales & Business Development
Chicago, IL, USA
Posted on Wednesday, June 12, 2024

The Elevator Pitch

Evolv Technology is the market leader in AI-based weapons detection, transforming safety in the spaces we live work, learn and play. Do you have a proven ability to build and lead high-performance sales teams in a fast-paced high-growth environment? Are you detail-oriented with the ability to turn strategy into action and use insight-selling to drive tangible business outcomes? Do you thrive on driving the successful execution of a go-to-market strategy while embracing humility as a strength? Do you have experience helping drive the adoption of formal sales methodology across a growing team?

Evolv is looking for a Regional Director of Sales with a proven track record of success and exceptional leadership capability to join our team and drive growth that expands our position as the market leader. As the Regional Director of Sales, Central, you will lead our Central sales team and drive growth across a 14-state region by executing a cross-functional multi-product go to market (GTM) strategy. As part of this GTM strategy you will work with our marketing and business development team to drive top of funnel growth, develop and execute region and territory plans, ensure sales execution is consistent with standard processes and frameworks such as MEDDPICC, nurture existing customers, and will partner with our channel team to develop and close new opportunities and markets with our partners.

You will also be responsible for the professional and personal growth of each member in the Central region as well as developing longer-term strategies that sustain regional growth. This isn’t just a sales leadership role, it’s the chance to make a real difference for our customers, the communities we serve, your team, and the company.

Success in the Role: What are performance outcomes over the first 6-12 months you will work toward completing?

In the first 30 days, you will:

  • Meet the Central region sales team
  • Develop a deep understanding of Evolv’s mission, understand our products, services, system of system offerings, trusted mission partner focus, and values
  • Learn about our go-to-market organization and processes and build initial relationships across the company with business development, SalesOps, and the channel team
  • Coordinate initial time in the field (customer sites, demos, etc.) with your peers and your team members
  • Learn product and operational details of the system via Evolv Academy (our Learning Management System), in-person training at our Headquarters in Waltham, Massachusetts, and hands-on experience in the field
  • Visit customer sites to familiarize yourself with important differences in security ConOps (Concept of Operations) across all verticals (Education, Healthcare, and Entertainment/Sports) and end-users
  • Engage with local marketing events and activities
  • Develop knowledge of key deals within the H2 pipeline
  • Develop an initial understanding of our GTM strategy and process

Within 3 months, you will:

  • Learn to effectively deliver our corporate pitch and have the ability to tailor discussions to support different product use cases
  • Become a product and process expert, across multiple verticals, through sales enablement training and real-time field experience
  • Establish relationships with your internal ecosystem across technical sales, marketing, business development, product, operations, finance, legal, customer success and support
  • Partner with the SalesOps team to understand our Salesforce taxonomy, quoting process, and the order-to-cash motion
  • Assess and improve Salesforce data accuracy for key financial metrics and KPI’s (Key Performance Indicators) to enable our ability to forecast outcomes more accurately
  • Review/Complete territory plans for each seller in the Central Region. Work with the channel team to identify and prioritize strategic partners within each territory.
  • Demonstrate expertise in product positioning across key 2024 GTM verticals
  • Create developmental plans for all sales and account executives

By the end of the first year, you will:

  • Be recognized as a trusted advisor to our customers and our business
  • Establish your region as a key center of excellence, empowering and mentoring account executives and sales executives to achieve or exceed goals
  • Build key regional channel partner relationships through deep collaboration to drive growth aligned with our GTM strategy
  • Develop a deep understanding of product suite capabilities across key verticals leading to increased deal size
  • Develop strong cross-functional relationships across the Revenue Org to ensure operational efficiency
  • Effectively use metrics and KPIs to manage and accurately forecast the business
  • Craft a winning sales strategy that increases our market share throughout the Central Region across our defined vertical industries
  • Develop trust and earn positive feedback from team on leadership and coaching effectiveness, demonstrating the ability to remove barriers and influence success

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

  • Embody Evolv's values on a daily basis (Kind, Fun, Courageous, Driven, and Authentic)
  • Drive the execution of our 2024 GTM strategy to achieve or exceed financial goals
  • Consistently and effectively mentor the sales team in personal and professional development, and account planning process
  • Participate in the field at pilots and go-lives to fully understand opportunities and challenges across multiple key verticals
  • Deliver our product positioning, value proposition, and story across all verticals and partners with confidence
  • Develop and nurture relationships via face to face and continuous communication. This includes in-person meetings, industry events, trade shows and client site reviews
  • Develop the expertise to use metrics and KPIs as leading indicators of the business
  • Execute effective territory planning processes
  • Assist team members to properly understand customer needs, negotiate and create mutually beneficial outcomes
  • Develop and enable key channel relationships that drive business growth
  • Achieve 2024 Financial goals

Leadership and Team Management:

  • Proven ability to build and lead high-performance sales teams in a fast-paced, high-growth environment.
  • Experience in mentoring and developing (strong enablement and coaching) of sales teams both personally and professionally.
  • Ability to develop and execute regional and territory plans.
  • Strong capability in creating developmental plans for sales and account executives.
  • Excellent communication and presentation skills

Sales Strategy and Execution:

  • Ability to turn strategy into action and drive tangible business outcomes.
  • Experience with cross-functional multi-product go-to-market (GTM) strategy execution.
  • Familiarity with formal sales methodologies, such as MEDDPICC.
  • Expertise in product positioning and delivering tailored pitches for different product use cases.
  • Capability to develop and implement a winning sales strategy that increases market share.

Collaboration and Teamwork:

  • Demonstrated ability to partner with technical sales, marketing, business development, SalesOps, Channel, Finance, and other cross-functional stakeholders to ensure execution success
  • Proven ability to build initial and ongoing relationships across the company.
  • Ability to earn trust and positive feedback from the team on leadership and coaching effectiveness.

Data and Metrics Management:

  • Ability to use metrics and KPIs as leading indicators of business performance.
  • Proficiency in assessing and improving Salesforce data accuracy for key financial metrics and KPIs.
  • Expertise in managing and accurately forecasting the business using metrics and KPIs.

What is the leadership like for this role? What is the structure and culture of the team?

You will join the North American Sales team, reporting to the VP of North American Sales and serve as the Regional Director of Sales, Central.

The team culture is one based on Evolv’s core mission to create a safer world. We build trust, leverage collaboration, and have a results-oriented focus by leveraging our core values of authenticity, kindness, courage, being driven, and having fun!

Where is the role located?

This role is based out of Chicago, IL with some flexibility in being remote some days, and an expectation to travel 25-50% of the time throughout your region. Territory coverage spans from Ohio to Kansas and includes 14 states total.

What is the salary range?

The base salary range for this full-time position is $160,000-180,000 + variable + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in role posting reflect the base salary only, and do not include bonus, equity, or benefits.