Senior Sales Manager, Fire Suppression Standard Products - Eastern US, Remote
Johnson Controls
Job Level
Mid-LevelSenior
About the role
- Own the full sales cycle from prospecting to close; partner with Sales Engineers and Marketing to build a pipeline, run consultative discovery, and position Omeda’s value to C-level and functional leaders across publishing, media, and associations.
- Success is measured by new ARR bookings, pipeline velocity, and expansion potential.
- Own end-to-end new business sales cycle: prospecting, discovery, demos, proposal, negotiation, close.
- Drive velocity deals ($30–$50K pilots) with a path to expansion ($150K–$250K+).
- Build and manage a strategic pipeline of ~50–75 target accounts, working from TAM → ICP → Target.
- Leverage MEDPICC and Mutual Action Plans (MAPs) to ensure repeatable, predictable deal progression.
- Collaborate with Marketing, Sales Engineers, Product, and Customer Success to execute account-based motions.
- Provide feedback to product and leadership based on customer signals, competitive activity, and market trends.
- Represent Omeda at industry events, panels, and conferences when needed.
Requirements
- 3-5 years in SaaS sales, media-tech, martech, or CDP/CRM/AdTech/Email platform sales.
- Proven track record of closing velocity ($30K–$100K+) and Mid-Market ($300K-$500K) ARR deals.
- Experience selling into mid-market to enterprise accounts (media, publishers, associations a plus).
- Strong pipeline discipline in Salesforce (or similar CRM); consistent quota attainment history.
- Consultative and storytelling approach; able to align Omeda’s platform to a prospect’s business outcomes.
- Familiarity with ABM, audience data, marketing automation, or identity solutions is a strong plus.
- Entrepreneurial, self-starter mindset—excited to thrive in a scale-up environment.
- Experience with MEDPICC/MEDDICC or similar frameworks.
- Ability to engage C-level and functional leaders across publishing, media, and associations.
