VP of Sales

Location: Houston TX (Hybrid)

About Paladin Drones:
Paladin is revolutionizing public safety with autonomous drone technology. Our mission To be on the frontline of emergencies within 90 seconds. When someone dials 911 our drones take flight providing first responders with a real-time overhead view of the situation amplifying their situational awareness and hastening response times. Leveraging LTE for unlimited range and control our drones currently answer the call of duty over 1000 times weekly across multiple cities and states.

Our vision is ambitious: within the next decade our technology will be an essential tool for first responders in every city worldwide. As a tight-knit passionate and forward-thinking team we are committed to pushing the boundaries of UAV tech and making a monumental difference in a rapidly advancing domain.

Position Overview:
As VP of Sales you own Paladins go-to-market and revenue engine across public safety municipal government and enterprise security. Youll set the strategy hire and develop a killer team install a rigorous operating cadence and personally lead strategic pursuits with chiefs city executives and large agencies. You will partner tightly with Marketing Product Operations and Customer Success to drive predictable new logos expansions and net revenue retention.

What Youll Do

Strategy & Ownership

Build the multi-year revenue plan (targets territories quota design) and deliver on bookings/ARR NRR and gross margin goals.

Define ICPs segmentation and coverage models for city/county/state agencies campus/enterprise security and international distributors.

Own pricing & packaging discount guardrails and deal desk; standardize playbooks for municipal procurement grants and cooperative purchasing.

Team & Leadership

Hire develop and lead a high-performance organization: AEs SDRs AMs and regional/vertical leaders.

Establish clear role definitions (SDR pipeline; AE new logos/expansion; AM renewals/expansion) incentive plans and career paths.

Be a hands-on field leaderjoin discovery executive alignment negotiations and council/board presentations; set the standard for excellence.

Operating System & Discipline

Implement a rigorous GTM cadence: weekly pipeline/forecast outbound reviews distributor/channel reviews and Marketing/Growth syncs.

Enforce stage definitions exit criteria MEDDICC-style qualification mutual close plans and spotless HubSpot hygiene.

Stand up dashboards and weekly scorecards (pipeline coverage win rate cycle time ACV NRR/GRR churn risks) with forecast accuracy.

Pipeline Generation & Marketing Partnership

Sharpen lists messaging and sequences for public-safety buyers (chiefs city managers procurement).

Partner with Marketing on IACP and major events (pre-book meetings talk tracks client dinners) customer stories and targeted digital/outbound.

Drive a constant drumbeat of wins and references to accelerate multi-city replication.

Government Sales Excellence

Coach the team on municipal procurement cycles RFP/RFQ responses sole-source and cooperative contracts and budget timing.

Guide security/compliance reviews and contract negotiations (MSAs DPAs) with awareness of public-safety requirements; coordinate with Legal.

Provide grant guidance and ROI frameworks for chiefs and city stakeholders to unlock funding and accelerate approvals.

Channel/International

Build a structured distributor/partner program: qualification enablement joint business plans pipeline commits and performance tiers.

Convert distributor meetings into forecastable revenue with shared accountability and quarterly reviews.

Cross-Functional Partnership

Provide market feedback to Product on features integrations and roadmap priorities (DFR docks analytics evidence workflows).

Align with Customer Success/Implementation on deployment readiness adoption expansion plays and executive business reviews.

What Success Looks Like (KPIs)

Consistent attainment of quarterly bookings/ARR targets with accurate weekly forecast.

34 qualified pipeline coverage and improving win rate/cycle time.

Healthy logo growth rising ACV and strong NRR/GRR with controlled churn.

Scalable hiring onboarding and enablement with clear playbooks and repeatable execution.

Distributor/partner contribution growing with predictable joint forecasts.

Qualifications

10 years in B2G sales with 5 years leading managers and multi-region teams in complex technical sales; mix of software hardware strongly preferred.

Deep experience selling to government/public-safety or municipal buyers; mastery of procurement RFPs contracting and budget cycles.

Proven record building from $0$XM with a repeatable methodology (e.g. MEDDICC/Challenger) and top-tier forecast accuracy.

Builder-operator who installs systems (HubSpot expert: pipelines sequences reporting) attracts A-players and scales discipline.

Executive presence with chiefs/city leaders; elite discovery negotiation and storytelling skills.

Comfortable in a high-velocity startup; bias to action field-led and data-driven.

Willingness to travel to customers partners and industry events as needed.

Tools You Know

HubSpot CRM (must) sales engagement platforms proposal/RFP tools and standard revenue analytics/reporting.

What We Offer:

• Competitive salary and equity packages
• Health dental and vision insurance
• Unlimited PTO and paid holidays
• Opportunity to grow with a mission-driven innovative company
• A collaborative and fast-paced work environment
  

Join Paladin Drones and contribute to the future of autonomous emergency response technology. Apply today to be part of an innovative team making a real-world impact!

Paladin Drones is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.