- Carrières
- Area Director of Field Sales
Area Director of Field Sales
United StatesJob Summary
Are you ready to build and lead a brand-new field sales organization at one of the fastest-growing companies in secure data storage? Object First is expanding our go-to-market strategy beyond inside sales and launching our first outside sales team. We’re looking for a high-energy, experienced Area Director to lead a team of Territory Managers and drive growth in mid-market enterprise and large commercial accounts through our 100% channel sales model.
This is a front-line leadership role with direct accountability for bookings and pipeline growth across assigned territories. Each territory consists of a field Territory Manager paired with an Inside Sales Representative, working together toward a shared sales objective. The Area Director will recruit, coach, and develop this team to deliver against ambitious growth targets while fostering strong collaboration in a matrix environment that includes Inside Sales, Channel Sales, and Marketing.
Key Responsibilities
- Sales Leadership & Execution
- Lead, coach, and manage a team of Territory Managers (field sales), each paired with Inside Sales, to achieve and exceed revenue targets.
- Drive disciplined execution of the sales process, with an emphasis on MEDDPIC qualification, pipeline progression, and forecast accuracy.
- Actively participate in strategic opportunities, providing executive-level engagement and deal support.
- Team Development & Recruitment
- Recruit, onboard, and develop top-performing Territory Managers, building a high-impact sales team from the ground up.
- Foster a culture of accountability, coaching, and continuous improvement.
- Partner with Inside Sales leadership to ensure seamless collaboration between field and inside sales resources.
Channel-Centric Go-to-Market
- Execute a two-tier distribution sales model, working closely with channel partners, resellers, and distributors.
- Partner with Channel Sales leadership to design and run joint sales plays, partner programs, and co-selling motions.
- Forecasting & Reporting
- Own pipeline management, territory reviews, and sales forecasting with precision.
- Leverage CRM and sales enablement tools to drive insights, track performance, and ensure data accuracy.
- Cross-Functional Collaboration
- Partner closely with Field Marketing, Product, and Customer Success to drive territory-level go-to-market plans.
- Provide field-level market intelligence to help shape product roadmap and competitive positioning.
- Partner with the Pre-Sales (SE) organization to ensure effective technical validation and solution alignment in strategic opportunities.
- Reporting Relationship and Accountability This position reports to Vice President of Americas Sales.
Qualifications
- 7+ years of field sales leadership experience in B2B technology, with a proven track record managing quota-carrying reps.
- Deep experience in channel-led sales models, preferably in data storage, backup, or infrastructure hardware.
- Strong expertise in enterprise sales process and qualification frameworks (e.g., MEDDPIC, Challenger, or similar).
- Demonstrated success in leading teams to exceed $10M+ annual revenue targets.
- Experience recruiting, hiring, and scaling territory sales teams in fast-paced, high-growth startup environments.
- Exceptional leadership, communication, and negotiation skills.
- Proficiency in CRM (Salesforce preferred) and sales automation platforms.
- Willingness to travel (50-75%).
Preferred Qualifications
- Experience launching and scaling sales operations in early-stage companies.
- Background in secure storage, backup, or disaster recovery products.
- Strong network of VARs, MSPs, and distributors in North America
- Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
Benefits include
- Competitive base salary with aggressive commission structure and equity options.
- High-growth environment with the opportunity to make a significant impact.
- A collaborative, mission-driven culture focused on innovation and excellence.
- Comprehensive benefits including: Medical, Dental, and Vision Insurance starting day one, 401K, flexible PTO, flexible work location.
Object First is an equal-opportunity employer and does not tolerate discrimination in any form based on race, color, religion, gender, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law. All your information will be kept confidential.