VP Sales - East

• Location: Fully remote, open to candidates based in Toronto, Canada or anywhere in the USA (preference for Atlanta, GA or Texas).

• Please note that employment is contingent upon the successful completion of reference checks and background checks.

Safe Software is looking for a VP Sales, East to join our Sales team. As VP Sales, East, you will lead a true 0→1 build across our Eastern territories — Southeast, Midwest, and Northeast — recruiting and ramping a brand-new pod of Account Executives, standing up an outbound motion where none exists today, and reporting directly to the Chief Revenue Officer and President. A core part of that mandate is building a modern sales operating model — one that incorporates approved AI tools, automation, and revenue intelligence from day one. This role has real impact: the playbook you write here becomes the operating standard every future regional leader at Safe inherits. We have an immediate opening and are excited to find the right candidate to join our team.

About The Team

As a part of the Sales team, you’ll join a group of driven, entrepreneurial revenue builders, each responsible for turning a specific piece of Safe’s go-to-market map into a fully built, quota-carrying territory. Safe builds FME, the only All-Data, Any-AI Enterprise Integration Platform, trusted by 25,000+ enterprise customers in 125+ countries to bring their data to life. Profitable, growing, and scaling toward $250M ARR with a clear path to $700M, Safe has a loyal installed base and a massive whitespace opportunity it hasn’t yet systematically hunted — what’s missing is the proactive revenue engine to match the product. The Sales team is responsible for building that engine, motion by motion and region by region, working closely with the CRO, the BDR Manager, and RevOps. The East is yours to build from day one.

What You’ll Be Doing

As VP Sales, East, you will operate at all altitudes — one week personally working a deal to prove the Eastern motion can win, the next defending your forecast number to the CRO. Both are the job.

Territory Build & Outbound Motion

• Start from a blank map, not an inherited book. Recruit, hire, and ramp junior and senior Account Executives across Eastern territories, building your pod one deliberate hire at a time.

• Manufacture pipeline that doesn’t exist yet. Build the Eastern outbound motion from scratch — sequences, named-account target lists, ICP mapping, and the daily activity cadence that turns cold territory into warm pipeline.

• Write the playbook by vertical. Develop territory playbooks for the East’s top whitespace verticals — State/Local Government, Utilities, and Energy — each with its own buying process and technical stakeholders.

• Own the build budget, not just the plan. Recommend and control spend on outbound tooling, data providers, and territory marketing investment — you make the case to the CRO and President, then own the return on it.

• Embed approved AI-enabled workflows across the sales cycle — account research, prospect prioritization, meeting preparation, follow-up, and CRM administration — so reps spend more time selling and less time on manual overhead.

Forecast & Pipeline Discipline

• Own the number, not just the story. Run weekly deal inspection, pipeline generation, and forecast calls, and own the forecast call to the CRO — no surprises, no rounding up.

• Make MEDDPICC a habit, not a form. Operate MEDDPICC rigorously on every deal, coaching your team to use it as a diagnostic tool rather than a box to check before a forecast call.

• Translate territory risk into executive language. Brief the CRO and President on territory risk and upside in board-ready terms — not just a pipeline total, but a narrative leadership can act on.

• Leverage conversation intelligence and AI-supported pipeline analysis to surface deal risk early, sharpen forecast accuracy, and identify patterns across the team's book of business.

Team Leadership & Coaching

• Be a player-coach in practice, not just title. Close deals alongside your team, especially during ramp, and re-score each rep against the capability scorecard at 30, 60, and 90 days so coaching is continuous rather than an annual event.

• Build the feeder bench with BDRs. Partner with the BDR Manager to ensure BDRs are booking qualified meetings for your AEs, and treat that partnership as a shared pipeline problem, not a handoff.

• Make the hard calls on talent. Performance-manage reps who aren’t hitting the capability bar, and make the call to exit them when coaching hasn’t closed the gap — the pod’s standard matters more than any one hire.

• Use conversation intelligence tools to ground coaching in observed call behavior, not recall — helping reps improve discovery, objection handling, and multi-stakeholder navigation.

Leadership & Impact

This is a full build mandate, not a coverage assignment. You’ll have direct hiring authority over your AE pod, discretion over territory and vertical prioritization, and budget authority over the tooling and data investments that make an outbound motion possible — plus a standing line to the CRO and President for decisions that would otherwise stall waiting on someone else’s calendar.

• The pod is real, not a headcount plan. A full cohort of Account Executives is hired and ramped, with each rep meeting the 90-day capability bar you set for them.

• Pipeline exists independent of you. The outbound motion runs on its own cadence — sequences, target lists, and daily activity — without you personally generating every opportunity.

• The playbook travels. Territory playbooks you write for the East are detailed and durable enough that the next regional leader Safe hires adopts them, in whole or in part, rather than starting over.

Qualifications, Skills, and Competencies

Safers come from a variety of backgrounds with a diversity in skills and knowledge. That said, we find that those who are most successful in this role have experience with the following areas.

Required skills:

• 8–12 years in sales leadership, including 5+ years building and scaling a sales pod in a greenfield or low-penetration territory, after starting your career as a top-performing Account Executive

• A track record of building outbound pipeline where none existed before, with full ownership of the territory's hiring, tooling, and go-to-market decisions

• Experience presenting territory strategy, hiring plans, and forecast risk directly to C-level executives or a President, not just a sales manager

• Comfort operating without a mature demand-generation engine in the early months, and owning the budget case for building one

• Deep MEDDPICC fluency and a reputation as a disciplined, honest forecaster under executive scrutiny

• A player-coach mentality — you close deals alongside your team, especially during ramp, and you performance-manage without hesitation when coaching isn't closing the gap

• Effective communication skills

Desired skills / Bonus points:

• Domain depth in geospatial, data integration, government technology, utilities, or infrastructure

• An existing network across the Southeast, Midwest, or Northeast in State/Local Government or Energy

• Experience hiring and promoting BDRs into AE roles

• Familiarity with HubSpot, Gong, or similar outbound sequencing tools

• Prior ownership of a territory or regional P&L, not just a quota

• A Bachelor’s degree in a related field, or equivalent combination of education and experience

About Safe Software

Safe Software transforms organizations with FME, the only All-Data Any-AI Enterprise Integration Platform connecting all your data, anywhere, at any velocity.

With over 30 years of expertise and 25,000+ enterprise customers across 125+ countries, we simplify your data journey, wherever it leads.

Founded in 1993, Safe is headquartered in Surrey, BC with over 300 team members and counting. We’re always looking for talented individuals with diverse backgrounds who are determined to learn and grow. Are you ready to join the team?

Our Commitment to Diversity and Inclusion

Safe Software is an equal opportunity employer and we truly believe that innovation and strength begin with diversity and inclusion.

We welcome all candidates regardless of race, gender identity or expression, sexual orientation, age, ability, disability, national or ethnic origin, political belief, religion, or family status.

Should you require accommodations during the recruitment process, please contact [email protected].

Notice Regarding Use of Automated Tools in Hiring

At Safe Software, we use automated tools to help us process applications and identify qualified candidates. These tools may assist in screening resumes and summarizing interview content based on the information you provide. This helps our team review applications efficiently while ensuring every candidate is considered based on the requirements of the role.

Please be assured that the final hiring decision is always made by a member of our team. For more information on how we protect your privacy, please see our policy. If you have questions about this process, please contact us at [email protected].