VP Sales - West

About the role

You will hire and coach AEs in the West, own a full quota, and establish the playbook that defines regional excellence at Safe. This position requires hands-on work in the field, using approved AI tools to build a repeatable motion that future leaders will adopt. Your contributions will create the blueprint for scalable growth in critical infrastructure markets. We seek a builder ready to operate now. You will translate the FME category story into a Western regional playbook tailored to State and Local Government, Utilities, Energy, and Natural Resources. You will personally work deals to prove the Western motion can win, then defend your forecast number to the CRO. Both activities are part of the job. You will not be optimizing someone else's machine; you will build the system that others inherit. These are genuine 0 to 1 roles where you will write the playbooks, make the first hires, and set the cultural bar.

Key facts

What you'll do

Coach elite AEs across Western regions to hit quota using data-driven outreach.

Architecting a Western state and local government sales playbook from initial discovery to closure.

Orchestrating an outbound motion with BDR and RevOps to complement inbound demand.

Implementing AI-enabled workflows for research, prioritization, and CRM discipline across the cycle.

Operating MEDDPICC at scale to own forecast accuracy and defend pipeline with CRO leadership.

Analyzing conversation intelligence to reveal risk patterns and lift team win rates.

Running weekly cadences for deal inspection, pipeline review, and territory optimization.

Applying capability scorecards at 30, 60, and 90 days to drive continuous coaching.

Using observed call data to refine discovery, negotiation, and stakeholder management skills.

Developing greenfield territory strategies in geospatial, utility, and energy verticals.

Embedding approved AI-enabled workflows across the sales cycle, including account research, prospect prioritization, meeting preparation, follow-up, and CRM administration.

Translate the FME category story into a Western regional playbook tailored to State and Local Government, Utilities, Energy, and Natural Resources.

Forecast and Pipeline Discipline Operate MEDDPICC rigorously on every open opportunity and own the forecast call to the CRO.

Team Leadership and Coaching Set and run the weekly cadence, including deal inspection one-on-ones, pipeline reviews, forecast calls, and territory reviews.

Re-score each rep against the capability scorecard at 30, 60, and 90 days. Coaching is continuous, not annual.

Requirements

You began as a top AE and advanced to building a regional pod of junior and senior reps.

You have moved from inbound to outbound, manufacturing pipeline in complex B2B environments.

You operate as a net-new hunter at enterprise scale in technical, multi-stakeholder scenarios.

You practice MEDDPICC as a coaching lens, not merely a stage tracker.

You remain active on calls, in discovery, and in closing deals as a player-coach.

You started as a top-performing AE and then built and scaled a regional pod over 5-8 years.

Personally managed an inbound-to-outbound transition and learned how to manufacture pipeline.

Executed as a net-new hunter at enterprise scale, sourcing, qualifying, and closing new logos without relying on inbound.

This experience occurred in a technical, multi-stakeholder B2B environment.

Practiced MEDDPICC as a coaching lens and not only as a stage tracker.

Remained active as a player-coach by still getting on calls, conducting discovery, and closing deals.

Nice to have

Depth in geospatial, data integration, government technology, utilities, or infrastructure.

Existing relationships with State, Local Gov, or Energy buyers in the Western region.

Experience in PLG companies shifting to enterprise sales motions.

Familiarity with HubSpot, Gong, and RevOps analytics platforms.

Using conversation intelligence and AI tools to elevate coaching quality and forecast rigor.

Practical notes

Employment is contingent on checks.

Full-time, at-will engagement.

Location is USA or Canada excluding Quebec fully remote.