Director of Sales

Location: Northeast U.S. (NJ or Lake Ronkonkoma, NY)

Travel: Up to 50% throughout the Northeast

Compensation: $120,000-130,000 base salary and quarterly incentive program

Island Tech Services is seeking an experienced Director of Sales to lead revenue growth, market expansion, and sales team performance across our expanding public safety and fleet technology business.

This executive leadership role oversees regional sales teams supporting multiple Island Tech Services business units, including:

• Emergency vehicle upfitting
• Mobile data computing and in-vehicle video systems
• IoT and fleet technology solutions
• Fire apparatus and equipment
• IT managed services and lifecycle support programs
  
  

Reporting to the Executive Vice President of Business Operations, the Vice President of Sales will drive a scalable sales strategy aligned with operational capacity, technical capabilities, and long-term growth objectives.

This leader will oversee a team of 10–15 Regional Sales Managers and Account Executives across the Northeast, building a disciplined, consultative sales organization focused on long-term partnerships with municipalities, public safety agencies, and government organizations.

Key Responsibilities

Revenue Strategy & Market Expansion

Develop and execute a multi-year sales strategy that drives sustainable revenue growth across Island Tech Services business units.

• Identify high-value vertical markets including municipal, fire, law enforcement, and public works agencies
• Expand geographic presence across multi-location markets in the Northeast
• Increase recurring revenue through managed services and lifecycle support programs
• Build strategic account penetration within key municipalities and regional agencies
  
  

Sales Leadership & Team Development

Lead and develop a high-performing regional sales organization.

• Coach and mentor Regional Sales Managers and Account Executives
• Establish clear performance expectations, activity metrics, and accountability standards
• Build a culture of consultative selling and strategic relationship development
• Implement structured onboarding and ongoing sales training programs
• Partner with HR to recruit and develop top sales talent
  
  

Sales Process & Operational Discipline

Drive structure and consistency across the sales organization.

• Standardize CRM pipeline management and forecasting practices
• Implement structured sales methodology for equipment deployments, vehicle upfitting projects, and managed service agreements
• Improve forecast accuracy and sales cycle efficiency
• Partner closely with operations to align sales growth with production capacity
  
  

Margin & Pricing Strategy

Ensure disciplined pricing and strong margin performance.

• Maintain pricing consistency across equipment, labor, and services
• Collaborate with finance on margin targets and discount parameters
• Align labor hour quoting with shop productivity and project profitability
  
  

Strategic Account & OEM Partnerships

Strengthen executive relationships with key public safety and municipal decision-makers.

• Build relationships with command staff, purchasing agents, and fleet managers
• Expand partnerships with technology manufacturers and OEM providers
• Identify co-marketing opportunities and territory growth initiatives
  
  

Managed Services Growth

Support the evolution from project-based sales to recurring revenue.

• Develop structured managed service offerings and pricing models
• Increase attachment rates of lifecycle support agreements
• Train sales teams to effectively position managed service solutions
  
  

Qualifications

• 10 years of progressive B2B sales leadership experience
• Experience in public safety, municipal sales, fleet solutions, vehicle upfitting, or technology integration preferred
• Proven success leading multi-location or regional sales teams
• Experience managing both capital equipment sales and recurring revenue models
• Strong financial acumen including pricing strategy, margin management, and forecasting
• CRM and sales pipeline management expertise
  
  

Leadership Profile

Successful Candidates Will Demonstrate

• Strategic thinking with strong operational discipline
• Data-driven decision making
• Executive presence and communication skills
• Ability to build scalable systems and repeatable sales processes
• High accountability and results orientation
  
  

About Island Tech Services

Island Tech Services (ITS) provides advanced technology and vehicle upfitting solutions for Police, Fire, EMS, and municipal agencies. Our services include rugged computing, fleet integration, communications systems, and in-vehicle technology designed to support those who serve our communities.

As our company continues to grow, we are looking for sales leaders who are passionate about building teams, expanding markets, and delivering solutions that make a real impact.

Benefits

• 401(k) with company match
• Health, dental, and vision insurance
• Health savings account
• Life insurance
• Paid time off
  
  

Apply Now

If you're a sales leader who thrives on building teams, expanding markets, and delivering solutions to those who serve our communities, we'd love to hear from you.