Vice President of Sales

Our client is a surveillance technology distributor and solutions integrator delivering wearable and fixed video systems, plus integrated software and cloud capabilities. The business operates at the intersection of hardware, software, and services, building packaged solutions for public safety, law enforcement, and select commercial verticals. The company is entering a growth phase and is seeking a hands-on executive leader to take over day-to-day leadership from the founder.

The VP of Sales will assume full operating leadership with primary accountability for revenue growth and solution commercialization. This leader will build and execute the go-to-market strategy across the company’s product lines, turn products into repeatable vertical solutions, and lead the sales, marketing, and operating cadence. The role requires a strong blend of public sector solution selling, operational leadership, and product-driven commercial judgment.

This is an on-site, high-ownership role for a leader who can drive growth, create clarity, and scale execution in a lean, entrepreneurial environment.

Responsibilities:

• Own growth strategy, annual revenue plan, forecasting discipline, and execution rhythm.
• Establish and refine ICPs, target verticals, and territory strategy with a near-term emphasis on law enforcement and public safety.
• Build a repeatable sales motion, including qualification standards, pipeline generation, deal reviews, pricing strategy, and win-loss analysis.
• Lead key opportunities directly as needed, especially strategic accounts and complex, multi-stakeholder deals.
• Translate a multi-line product portfolio into packaged, procurement-ready solutions with clear outcomes and differentiated value.
• Define and maintain solution playbooks by vertical, including messaging, demo flows, ROI narratives, and deployment models.
• Drive attach and expansion strategy, including software, cloud, storage, maintenance, and support services.
• Partner with IT and engineering to prioritize the roadmap based on monetizable customer demand.
• Ensure commercial readiness of software and cloud capabilities, including packaging, pricing, onboarding, support model, and security expectations.
• Build feedback loops from the field to product teams to improve delivery, reliability, and time-to-market.
• Own senior relationships with OEM partners and distributors, including international suppliers, ensuring strong commercial and operational alignment.
• Negotiate and manage key commercial terms, distribution commitments, enablement, and product support escalation paths.
• Identify and develop additional partnerships that strengthen offerings and market access.
• Lead day-to-day operations across sales, marketing, fulfillment, implementation coordination, customer support, and administrative functions.
• Set the operating cadence and metrics, including weekly pipeline reviews, monthly business reviews, and KPI reporting to ownership.
• Hire, develop, and lead a small, high-performing team, implementing scalable processes without adding unnecessary bureaucracy.
• Own budget development, margin management, and basic P&L oversight with a focus on profitable growth.

Qualifications:

• 10 years of progressive leadership experience in B2B sales and general management, preferably in security technology, public safety technology, GovTech, physical security, surveillance, or adjacent solution categories.
• Demonstrated success selling complex solutions into law enforcement, public safety, or state and local government, including procurement cycles and multi-stakeholder buying processes.
• Proven ability to commercialize and scale a multi-product portfolio by packaging offers, building repeatable sales motions, and improving forecast accuracy.
• Strong cross-functional leadership skills, including the ability to partner effectively with technical teams and translate customer needs into roadmap priorities.
• Experience operating in a lean environment where the leader is expected to be hands-on and decisive.

Preferred:

• Experience with public safety and security vendors or integrators (body-worn, in-car video, CCTV/VMS, evidence workflows, or comms infrastructure).
• Experience managing overseas OEM relationships, international supply chains, or cross-cultural business partnerships (including Asia).
• Familiarity with video management systems, cloud video, evidence retention workflows, and operational requirements for chain-of-custody.
• Korean language skills or demonstrated experience working with Korean business partners and manufacturers.

Compensation:

Competitive executive compensation with performance incentives tied to revenue and profitability. Long-term upside may be available depending on candidate profile and structure.