VP Sales - West

• Location: This role is open to candidates in the USA or anywhere in Canada (excluding Quebec) as a fully remote position.

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

Safe Software is looking for a VP Sales, West to join our Sales team. As VP Sales, West, you will personally hire, ramp, and ride alongside junior and senior AEs across Safe’s richest new-logo territory west of the Mississippi. You’ll own a team quota, run a disciplined MEDDPICC forecast, and prove what a high-performing regional pod looks like at Safe. 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

Safe Software is at a genuine inflection point. We have a product that 10,000+ organizations in 100+ countries have built critical workflows on, a loyal installed base that loves us, and a massive whitespace opportunity we haven’t yet systematically hunted. What we don’t have yet is the proactive revenue engine to match the product. That’s what this team is being built to create — and the leaders hired now will own the blueprint. You won’t be optimizing someone else’s machine. You’ll be building the one others inherit.

• Company stage: Scaling toward $250M, with a clear path to $700M — early enough to shape the org, late enough to have a proven product and paying customers.

• Builder’s mandate: These are genuine 0→1 roles. You’ll write the playbooks, make the first hires, and set the cultural bar.

• Product conviction: FME solves a real, unglamorous, mission-critical problem — data integration, governance, and AI-readiness for the organizations that run cities, pipelines, and grids.

What You’ll Be Doing

As VP Sales, West, you will operate at all altitudes — personally working deals to prove the Western motion can win, then defending your forecast number to the CRO. Both are the job.

Territory Build & Outbound Motion

• Recruit, hire, and ramp junior and senior AEs across Western territories.

• Translate the FME category story into a Western regional playbook tailored to State/Local Gov, Utilities, Energy, and NatRes.

• Partner with the BDR Manager and RevOps to layer a named-account outbound motion on top of inbound.

• 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

• Operate MEDDPICC rigorously on every open opportunity; own and defend the forecast call to the CRO.

• 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

• Set and run the weekly cadence: deal inspection 1:1s, pipeline reviews, forecast calls, territory reviews.

• Re-score each rep against the capability scorecard at 30/60/90 days — coaching is continuous, not annual.

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

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:

• Started as a top-performing AE; then 5–8 years building and scaling a regional pod.

• Has personally lived an inbound-to-outbound transition — knows how to manufacture pipeline.

• Net-new hunter at enterprise scale: can source, qualify, and close new logos without relying on inbound — has opened greenfield in a technical, multi-stakeholder B2B environment.

• MEDDPICC practitioner who coaches deals, not just stages them.

• Player-coach: still gets on calls, still inspects deals, still closes.

Desired skills / Bonus points:

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

• Existing network in the West across State/Local Gov or Energy buyer personas.

• Experience in a PLG or product-led company transitioning to enterprise sales motion.

• Familiarity with HubSpot, Gong, or similar RevOps stack.

• Experience using conversation intelligence and AI-supported tools to improve coaching quality, deal inspection, and forecast discipline.

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].