Territory Sales Manager - SMB

The Territory Manager is a new business sales role covering small and medium-sized businesses across corporate verticals in an assigned region of the United States. You will own a multi-state territory and sell the full range of Everbridge products and services, including mass notification, risk intelligence and travel risk management.

This is a full-cycle selling role. Y ou will build your own pipeline, run discovery, shape the business case with executive buyers and close. Many of the organizations you call on will not yet have a defined problem or budget, so the job is as much about creating a vision as it is about responding to demand.

The role sits on the East New Business team and reports to the Director of New Business Sales.

What you'll do:

• Own new business sales for small and medium-sized businesses across your assigned states.
• Build and manage your own pipeline through prospecting, inbound follow-up and partner referrals.
• Run the full sales cycle from first conversation to close, managing each phase with MEDDIC rather than handing deals off to other resources.
• Lead discovery-driven conversations that uncover risk and operational gaps the buyer may not have named yet.
• Evangelize Everbridge where the category is new to the buyer, creating a vision and a reason to act when no budget or decision process exists.
• Engage C-level and senior, non-technical buyers as a peer, framing the conversation in business terms such as ROI and risk.
• Work with channel partners to gain access to accounts and extend your reach in the territory
• Bring in cross-functional resources at the right points in a deal and lead them toward the close.
• Keep an accurate pipeline and forecast.

What you'll bring:

• B2B SaaS sales experience. The SaaS sales motion differs from traditional enterprise software, and we are looking for people who have sold it.
• Domain experience in risk, analytics, security or threat intelligence, at companies such as Recorded Future or Dataminr.
• A successful career track record: consistent, proven performance.
• Ownership of the sales process. A proven record of understanding and managing each phase of the cycle using MEDDIC, rather than serving in an overlay or connector role.
• Experience working with C-level executives, maintaining those relationships, and ability to speak in business terms (ROI, risk) to non-technical buyers.
• Prior work with partners such as Optiv, GuidePoint, SHI, JCI, Riskonnect, Mitel or T-Mobile, and a network you can draw on to gain access.