Sales Manager

Job Description

About the Role

Leading provider of enterprise drone and security technology solutions for public safety, industrial, and commercial customers. You’ll directly manage our sales team, currently 8 sales professionals across drone and security trailer lines (office and remote), with one mandate: make every one of them measurably better. This is not a strategy-from-a-distance job. You’ll be on their calls, in their inboxes, inside their CRM pipelines, and in the product weeds with them.

Your Three Numbers

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• Team conversion rate: raise every rep’s conversion rate above their own six-month baseline. Each rep starts from a different number; you move each one up.
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• Returning-customer revenue: existing customers order more often and at higher dollar values.
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• Sales KPI attainment: our sales department has defined KPIs. You own tracking them and driving the results.
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What You’ll Do

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• Directly manage, coach, and develop our sales team across both product lines as their day-to-day performance manager.
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• Baseline each rep’s conversion rate and coach them to beat it. Every rep starts from a different number; your job is to move each one up.
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• Run weekly one-on-one pipeline reviews in the CRM: board hygiene, stage accuracy, stalled-deal rescue, forecast honesty.
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• Join live sales calls and review recordings; deliver specific, actionable coaching after each.
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• Review rep emails, quotes, and proposals; build and enforce templates, talk tracks, and follow-up cadences that convert.
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• Raise the team’s product knowledge: run trainings, certify reps on new products, close individual knowledge gaps.
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• Build the repeat-business playbook (account-review habits, reorder triggers, win-back outreach) and coach reps to execute it.
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• Own the tracking and delivery of the sales department’s established KPIs, reporting results to the Director of Sales.
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• Onboard and ramp new reps to productivity faster with a structured program.
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What We’re Looking For

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• 6+ years leading quota-carrying B2B sales teams, with documented rep-level improvement. Be ready to show before-and-after numbers.
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• Must have Hardware Sales experience.
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• A track record of improving sales team performance in two or more different industries or product categories. We are hiring your process, not your Rolodex.
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• Personal success selling complex, high-ticket hardware. UAS/drone, security technology, or public-safety experience is a plus, not a requirement.
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• CRM fluency: (Pipedrive preferred) you can diagnose a rep’s problems from their pipeline before you’ve heard a single call.
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• A coach’s temperament: hands-on, direct, relentless about fundamentals, and genuinely invested in making other people better.
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• Comfortable learning deep technical product detail and teaching it to others.
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• Los Angeles-based; this role works from our office alongside the team.
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