Regional Sales Manager (ITS - Intelligent Transport Systems)

Derq · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 1h agoon Derq's careers page

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The job

Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 50 days. Ask why it's been hard to fill.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Derq? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Derq is an MIT spinoff building AI-powered traffic safety and smart infrastructure. We’re a team of passionate innovators, leveraging the latest in AI and technology to transform the future of mobility. Our platform enhances road safety and traffic management by turning real-time data into actionable insights for cities and road operators. Our patented technology collects and analyzes data from connected sensors like cameras, radar, and traffic signal controllers to help predict and prevent road incidents. We deploy edge and cloud solutions that make intersections and highways safer and smarter. Role Overview We are looking for adynamic and results-driven Regional Sales Manager to drive revenue growth in the U.S. Northeastern Quadrant market. You will be responsible for selling Derq’s intelligent transportation solutions to state, county, and municipal agencies, and partners. Reporting to the EVP of Sales, you will execute sales strategies, build strong relationships, and drive opportunities from prospecting to close. Key Responsibilities - Build strong knowledge of Derq’s solutions and confidently position them to customers - Develop and execute sales plans to achieve revenue and growth targets - Build trusted relationships with government entities, customers, and key decision-makers - Identify and develop new business opportunities through market outreach, partnerships, and referrals - Manage and grow channel partners and strategic business relationships - Lead and support responses to RFPs, RFIs, and other commercial opportunities - Maintain strong market awareness, including customer needs, industry developments, and competitors - Represent Derq at industry events, conferences, customer meetings, and speaking engagements - Maintain an accurate sales pipeline and CRM to support forecasting, prioritization, and decision-making Requirements - 7+ years of experience selling Intelligent Transportation Systems (ITS) solutions and/or AI-driven transportation technology to U.S. government agencies - 2+ years of experience in technical sales - Proven ability to manage distribution partners and grow customer accounts - Entrepreneurial mindset with a team-oriented and collaborative approach - Experience working remotely with minimal oversight with proven decision-making skills - Strong communication, problem-solving, and relationship-building skills - Ability to work in a fast-paced environment and manage multiple priorities effectively - Must be based in the U.S. Northeastern Quadrant - Willingness to travel up to 50% within the (U.S) If you’re driven, proactive, know how to open doors and build strong customer relationships, and you’re ready to grow our presence in the region, apply now!

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