- Location: This role is open to candidates in the USA or anywhere in Canada (excluding Quebec) as a fully remote position.
- Please note that employment is contingent upon the successful completion of reference checks and background checks.
Safe Software is looking for a VP Sales, West to join our Sales team. As VP Sales, West, you will personally hire, ramp, and ride alongside junior and senior AEs across Safe's richest new-logo territory west of the Mississippi. You'll own a team quota, run a disciplined MEDDPICC forecast, and prove what a high-performing regional pod looks like at Safe. This role has real impact: the playbook you write here becomes the operating standard every future regional leader at Safe inherits. We have an immediate opening and are excited to find the right candidate to join our team.
What You'll Be DoingAs VP Sales, West, you will operate at all altitudes - personally working deals to prove the Western motion can win, then defending your forecast number to the CRO. Both are the job.
Territory Build & Outbound Motion- Recruit, hire, and ramp junior and senior AEs across Western territories.
- Translate the FME category story into a Western regional playbook tailored to State/Local Gov, Utilities, Energy, and NatRes.
- Partner with the BDR Manager and RevOps to layer a named-account outbound motion on top of inbound.
Forecast & Pipeline Discipline- Operate MEDDPICC rigorously on every open opportunity; own and defend the forecast call to the CRO.
Team Leadership & Coaching- Set and run the weekly cadence: deal inspection 1:1s, pipeline reviews, forecast calls, territory reviews.
- Re-score each rep against the capability scorecard at 30/60/90 days - coaching is continuous, not annual.
Qualifications, Skills, and CompetenciesSafers come from a variety of backgrounds with a diversity in skills and knowledge. That said, we find that those who are most successful in this role have experience with the following areas.
Required skills:- Started as a top-performing AE; then 5-8 years building and scaling a regional pod.
- Has personally lived an inbound-to-outbound transition - knows how to manufacture pipeline.
- Net-new hunter at enterprise scale: can source, qualify, and close new logos without relying on inbound - has opened greenfield in a technical, multi-stakeholder B2B environment.
- MEDDPICC practitioner who coaches deals, not just stages them.
- Player-coach: still gets on calls, still inspects deals, still closes.
Desired skills / Bonus points:- Domain depth in geospatial, data integration, government tech, utilities, or infrastructure.
- Existing network in the West across State/Local Gov or Energy buyer personas.
- Experience in a PLG or product-led company transitioning to enterprise sales motion.
- Familiarity with HubSpot, Gong, or similar RevOps stack.
