National Sales Director

National Sales Director

We are seeking a highly motivated and experienced National Sales Director to join our growing team and drive our sales efforts in the multifamily housing sector throughout the East Coast.

In this strategic role, you will be directly responsible for driving top-line revenue growth by acquiring new multifamily clients ranging from regional operators to national ownership groups and executing targeted strategies to penetrate and expand within top-tier property management companies, REITs, and ownership portfolios.

DOOR (formerly Latch) is unlocking the next era of Building Intelligence. We combine premium hardware, intuitive software, and automated operations into one seamless platform—helping multifamily properties run more efficiently, grow revenue, and deliver smarter, more connected living experiences. From smart access and in-unit automation to building-wide controls, DOOR empowers owners, operators, and property teams to reduce overhead, protect asset value, and stand out in a competitive market.

We believe smarter buildings make life simpler. At DOOR, you'll help shape a future where buildings anticipate needs, operate effortlessly, and quietly improve life for everyone inside.

What will you do?

National Sales Strategy & Leadership

• Develop and lead the execution of a comprehensive national sales strategy aligned with DOOR's growth objectives across mid-market, and enterprise segments.
• Own national revenue targets, and implement scalable processes to meet and exceed performance benchmarks.

Enterprise & Channel Sales Management

• Cultivate and manage high-value relationships with national and strategic customers, including C-level decision-makers, facility managers, and procurement leaders.
• Navigate complex, multi-stakeholder sales cycles — from discovery to close and renewal — with a strong focus on ROI-driven business cases and solution value.

Account Planning & Territory Management

• Develop and maintain robust account and territory plans, leveraging market intelligence, customer insights, and product alignment.
• Drive cross-sell and upsell initiatives within the existing customer base to increase customer lifetime value.
• Monitor territory coverage and customer segmentation to ensure optimal resource allocation.

Cross-Functional Collaboration

• Partner with Marketing, Product, Operations, and Customer Success to ensure alignment on campaign execution, product feedback, and client delivery.
• Act as the sales voice in go-to-market planning, product launches, and customer journey optimization.
• Influence product roadmaps with frontline feedback on customer pain points and competitor offerings.

Market & Industry Intelligence

• Stay current on security, access control, smart lock, and physical hardware trends specifically impacting the multifamily housing industry, including evolving resident expectations, property tech adoption, and building standards.
• Monitor competitor strategies and shifting requirements from property managers, asset owners, and residents to inform go-to-market plans and product positioning.
• Identify and evaluate new business opportunities, emerging markets, or verticals with growth potential.

Sales Operations, Forecasting & Reporting

• Own pipeline health and forecasting accuracy across regions using CRM and sales tools (e.g., Salesforce, Gong).
• Collaborate with Revenue Operations to develop dashboards, monitor KPIs, and continuously improve funnel efficiency and sales velocity.
• Ensure data hygiene and reporting discipline across all sales activities.

Customer Experience & Retention

• Champion a consultative sales approach focused on long-term value, post-sale success, and customer advocacy.
• Support Customer Success in onboarding strategic accounts and ensuring renewals and expansions are seamless.
• Proactively identify at-risk accounts and lead recovery strategies when needed.

Representation & Field Engagement

• Represent DOOR at national trade shows, industry conferences, and customer events to build brand awareness and market credibility.
• Travel as needed (approx. 30–40%) to maintain customer presence, coach field teams, and develop in-market relationships.

Compliance, Ethics & Risk Mitigation

• Ensure compliance with industry standards, security regulations, and ethical selling practices.
• Identify potential risks in sales deals, partner relationships, or pricing practices and take preemptive action to mitigate them.

What do you bring to DOOR?

Education and Experience

• Bachelor's degree in Business, Marketing, or related field; equivalent experience considered.
• 5-8+ years of progressive experience in B2B sales within access control, physical security, or smart lock technology, with a consistent record of exceeding targets.
• Previously held positions in national or regional sales roles is highly desirable.

Sales Performance

• History of consistently achieving or surpassing sales quotas in fast-paced, competitive markets.
• Recognition such as President's Club or Top Performer Awards is a strong plus.

Sales Expertise

• Deep understanding of the multifamily housing ecosystem, including property management operations, ownership structures, REITs, and the technology and services commonly used by mid-to-large portfolios.
• Proficient in managing complex, multi-stakeholder sales cycles, often spanning multiple months.
• Experienced in handling renewals, upsells, and cross-sell opportunities, supported by compelling, value-based business cases and ROI narratives.

Executive Engagement

• Proven success selling to VP and C-level executives in mid-market and enterprise environments.
• Skilled at navigating decision-making hierarchies, building trust, and driving strategic partnerships.

Skills & Industry Knowledge

• Strong negotiation, presentation, and closing skills with a consultative, customer-centric approach.
• Deep understanding of access control trends, commercial hardware, and smart security ecosystems.
• Adept at building and nurturing long-term relationships with key clients, distributors, and channel partners.

Technical Tools

• Proficient in Salesforce CRM and sales engagement platforms (e.g., Outreach, HubSpot, LinkedIn Sales Navigator).
• Comfortable with Google Workspace (G Suite) for collaboration, reporting, and communication.

Travel Requirements

• Willing and able to travel regularly for customer meetings, site visits, trade shows, and industry conferences (approximately 20–30%).

DOOR understands that job requirements sometimes exclude people who identify with historically marginalized groups from applying to jobs for which they are qualified. Even if you don't meet 100% of the requirements listed, or if you achieved these requirements through unconventional channels, we encourage you to apply.

What is required (travel & physical requirements)?

• Willing and able to travel regularly for customer meetings, site visits, trade shows, and industry conferences (approximately 20–30%).
• Candidates must be located in the East Coast

Compensation:

Expected OTE: $225,000 - $275,000, including a competitive base salary and incentive compensation plan. Actual compensation will be determined based on experience, location, and qualifications.

What does DOOR bring to the table?

We are reimagining what a supportive workplace looks like, from the inside out. To ensure every team member feels valued, we provide competitive compensation packages that reflect your skills and contributions. We offer a comprehensive suite of benefits such as employer-sponsored health, dental, vision and life options, and generous PTO, and an all-of-you, inclusive approach to benefits:

• Parental Leave DOOR provides company-supported parental leave for both primary and non-primary caregivers, along with tiered return-to-work options to support a smooth transition back to the workplace.
• Flexible Time Off We offer a flexible time off policy to ensure employees have the opportunity to rest, recharge, and maintain well-being—so they can bring their best selves to work.
• Flexible Working Days We support flexible work schedules, empowering employees to structure their