Sr. Director, Field Sales

About the role

Job Type Full-time Description The Senior Director of Field Sales represents one of the most strategically important commercial leadership  hires in IronSite's evolution. This is a newly created position established to support the company's  transformation from a decentralized acquisition platform into a highly integrated commercial organization.  Historically, local sales teams reported directly into regional leaders who simultaneously managed National  Accounts, creating competing priorities and limiting both organizations' ability to maximize their respective  opportunities. Executive leadership has intentionally redesigned the commercial organization by creating two  distinct sales engines: National Accounts, responsible for enterprise customer acquisition, and Local Field Sales,  responsible for project-based revenue generation and customer growth across IronSite's branch network. Reporting directly to the Vice President of Sales, the Senior Director of Field Sales will assume responsibility  for approximately twenty field sales professionals spanning Southern California, the Pacific Northwest, and the  South / Denver-Texas region.  More importantly, this leader will oversee the commercial engine responsible for  approximately 60% of IronSite's revenue and 60% of EBITDA—representing the company's largest, healthiest,  and highest-margin business. Success will require significantly more than sales management. This executive  will build the commercial operating system that defines how IronSite sells locally by implementing  standardized forecasting, CRM discipline, coaching methodologies, pipeline management, pricing rigor, sales  cadence, recurring revenue strategies, and talent development across multiple operating companies and  geographic markets. As IronSite continues to expand through both organic growth and strategic acquisitions, this position offers  exceptional long-term career progression. Over time, the organization is expected to evolve toward multiple  Regional Sales Directors reporting into this role, creating a clear pathway for increased leadership  responsibility while shaping the commercial infrastructure of one of North America's fastest-growing security  platforms. MISSION CRITICAL OBJECTIVES  • Develop a comprehensive understanding of IronSite's operating companies, customer base,  commercial strategy, and organizational culture while establishing credibility and trusted  relationships with executive leadership, regional teams, operating company leaders, and key  customers. • Successfully implement one standardized local sales operating system—including CRM discipline,  forecasting methodology, pipeline management, KPI reporting, sales cadence, and coaching  processes—across all operating companies. • Improve forecast accuracy, pipeline quality, gross profit performance, and commercial visibility  through disciplined sales management and data-driven decision-making. • Increase recurring service and preventative maintenance attachment rates while strengthening  customer lifecycle management and expanding the value of IronSite's installed base. • Build a high-performance field sales organization characterized by strong coaching, leadership  development, accountability, and measurable year-over-year commercial growth while enabling  National Accounts leadership to focus exclusively on enterprise customer acquisition. Requirements SKILLS + EXPERIENCE REQUIRED mbexec.com | 5 Commercial Leadership Experience • 10–15+ years of progressive B2B field sales leadership experience with increasing responsibility across  multiple geographic markets. • Demonstrated success leading distributed field sales organizations consisting of individual contributors  across multiple regions or states. • Proven history of consistently delivering revenue growth, gross margin improvement, and year-overyear commercial performance. Sales Operations & Commercial Excellence • Experience building standardized sales operating systems including forecasting, CRM utilization,  pipeline management, sales process development, KPI reporting, and performance management. • Strong understanding of commercial analytics and the ability to leverage data to improve forecasting  accuracy, resource allocation, and sales productivity. • Experience implementing organizational changes and driving adoption of standardized commercial  processes across multiple business units. Industry & Customer Experience • Experience leading project-based sales organizations serving general contractors, developers, facility  managers, property owners, industrial customers, or mission-critical infrastructure markets. • Background within perimeter security, security integration, fire and life safety, building automation,  electrical or mechanical services, industrial distribution, facilities services, construction products, or  closely related industries strongly preferred. • Experience selling within an Independent Service Provider (ISP) model is highly desirable; experience  limited to OEM product-driven environments is less applicable. Organizational & Platform Experience • Experience operating within private equity-backed, acquisitive, or rapidly scaling organizations is  strongly preferred. • Demonstrated success in integrating sales teams, standardizing go-to-market strategies and building  commercial infrastructure across multiple locations or acquired businesses. • Experience growing recurring service revenue, preventative maintenance agreements, or lifecycle  customer programs is highly desirable. PERSONAL + LEADERSHIP ATTRIBUTES • Transformational Commercial Builder: Brings the vision, discipline, and leadership necessary to build  scalable commercial infrastructure while successfully guiding organizations through periods of  significant growth, integration, and change. • Hands-On Player-Coach: Leads through visibility, coaching, and engagement, maintaining a strong  presence in the field while developing people, strengthening culture, and driving consistent execution. • Strategic Business Leader: Understands how commercial decisions influence enterprise value,  balancing long-term strategic priorities with disciplined operational execution and measurable business  outcomes. • Collaborative Influencer: Builds trusted relationships across executive leadership, operations, finance,  and functional teams while creating alignment around common objectives and organizational priorities. mbexec.com | 6 • Operationally Disciplined: Thrives within dynamic, private equity-backed environments by introducing  structure, accountability, forecasting rigor, and scalable operating processes without sacrificing  entrepreneurial agility. • High Character Executive: Demonstrates humility, integrity, professionalism, and resilience while  creating an environment that inspires accountability, collaboration, continuous improvement, and  exceptional customer service. EDUCATION • Bachelor's degree required, preferably in Business Administration, Marketing, Management, or a  related business discipline. • MBA or other advanced business education is considered advantageous. • Professional sales leadership training, executive education, or advanced commercial development  programs are beneficial