Regional Sales Director - East

Tablet Command, Inc. · Remote · US

Base: Not disclosed
OTE: $180K
Posted: 1mo ago

Still open · checked 2h agoon Tablet Command, Inc.'s careers page

Apply on Tablet Command, Inc. →

The job

What you'd do: Lead a team of salespeople while closing your own deals with fire departments and public safety agencies across the eastern U.S. and Canada.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: OTE is listed. Ask what the base is.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 35 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Red lights

None spotted.

Yellow lights

Player-coach. You'd lead a team and work deals yourself. Ask whether you carry a personal quota and how your pay splits between the two.

Green lights

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.

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.
How is time split between managing the team and carrying your own number?
Two jobs, one paycheck. Find out which one wins when time runs out.
2.
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.
3.
What's the base, and how is the rest paid out?
OTE without a base doesn't tell you what you can count on.
4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
5.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
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 →

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Full posting

This is an exciting opportunity to lead Tablet Command's growth across the Eastern U.S. and Canada. As Sales Director, East, you'll lead a team of Regional Account Executives while carrying your own book of strategic accounts. This is a player-coach role for a proven sales leader who still loves to sell: you'll coach sellers in the field, inspect and advance deals, own the regional forecast, and personally close flagship agencies modernizing their incident command operations. Preference will be given to candidates living in the region with strong relationships across fire departments, communication centers, and public safety networks. Company Overview Tablet Command is transforming how public safety agencies operate. Built by firefighters for firefighters, our enterprise SaaS platform delivers mobile incident command, situational awareness, and response coordination to fire departments across North America. Since launching in 2012, we've become the leading provider of incident management solutions, serving more than 1,500 agencies in the U.S. and Canada. As we expand into new markets and public safety verticals, we're looking for an experienced and motivated sales leader to grow our high-performing East Region team. What You’ll Do - Lead, coach, and grow a team of Regional Account Executives to quota across the East Region. - Act as a player-coach: joint calls, ride-alongs, weekly one-on-ones, and hands-on deal support in the field. - Carry and close a personal book of strategic accounts, owning the full sales cycle from discovery through signed contract. - Hire, onboard, and ramp new Account Executives as the region grows. - Run weekly pipeline inspection and own the East Region forecast for new business, upsell, and renewals. - Build relationships with senior fire service leaders (Fire Chiefs, Incident Commanders, City IT/Procurement) to align Tablet Command's value with their operational needs. - Collaborate cross-functionally with marketing, customer success, and product specialists to ensure a seamless customer experience. - Represent Tablet Command at key industry events, conferences, and trade shows. - Report accurately on pipeline, forecast, and territory activity using CRM and sales management tools. Requirements What You Bring We're looking for candidates who combine sales leadership, personal selling excellence, and passion for public safety. Preferred Experience - Proven success leading or player-coaching a field sales team in enterprise SaaS or technology sales, ideally into the fire service, public sector, or emergency management. - Personal track record of exceeding annual quotas before and while leading others. - Experience hiring, ramping, and developing Account Executives who went on to hit quota. Core Competencies - Coach-first leadership: makes the sellers around them measurably better. - Disciplined deal inspection, forecasting, and CRM habits (HubSpot a plus). - Hunter mindset on the personal book, with strong presentation, negotiation, and closing skills. - Excellent communicator who can engage both technical and executive audiences. - High degree of professionalism, accountability, and follow-through. - Ability to work independently and manage complex, multi-stakeholder deals. - Willingness to travel within the region as needed (approx. 40-50%). Education Bachelor’s degree or equivalent professional experience. Benefits Compensation and Benefits - On-Target Earnings (OTE): $280,000 (Base Salary: $180,000, plus Commission and Team Performance Incentive) - Comprehensive medical, dental, and vision insurance - Life insurance and short- and long-term disability coverage - 15 days paid vacation plus company holidays - 401(k) - no company match - Flexible, remote-friendly work environment Why Tablet Command Our mission is simple: to serve those who serve others. We're built by responders, for responders, trusted by over 1,500 agencies nationwide. The team you build and the deals you close help firefighters, dispatchers, and first responders operate more safely and efficiently in the moments that matter most.

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