National Sales Director

DOOR · New York, NY · 1 wk ago

Business Development$225k–$275k/yrFull-time

The purpose of this role is to drive top-line revenue growth by acquiring new multifamily clients and executing targeted strategies to penetrate and expand within top-tier property management companies, REITs, and ownership portfolios.

About the role

In this strategic role, you will be directly responsible for:

Developing and leading the execution of a comprehensive national sales strategy aligned with DOOR’s growth objectives across mid-market and enterprise segments.
Own national revenue targets and implement scalable processes to meet and exceed performance benchmarks.
Cultivate and manage high-value relationships with national and strategic customers, including C-level decision-makers, facility managers, and procurement leaders.
Navigate complex, multi-stakeholder sales cycles from discovery to close and renewal with a strong focus on ROI-driven business cases and solution value.
Develop and maintain robust account and territory plans, leveraging market intelligence, customer insights, and product alignment.
Drive cross-sell and upsell initiatives within the existing customer base to increase customer lifetime value.
Monitor territory coverage and customer segmentation to ensure optimal resource allocation.
Partner with Marketing, Product, Operations, and Customer Success to ensure alignment on campaign execution, product feedback, and client delivery.
Act as the sales voice in go-to-market planning, product launches, and customer journey optimization.
Influence product roadmaps with frontline feedback on customer pain points and competitor offerings.
Stay current on security, access control, smart lock, and physical hardware trends specifically impacting the multifamily housing industry, including evolving resident expectations, property tech adoption, and building standards.
Monitor competitor strategies and shifting requirements from property managers, asset owners, and residents to inform go-to-market plans and product positioning.
Identify and evaluate new business opportunities, emerging markets, or verticals with growth potential.
Own pipeline health and forecasting accuracy across regions using CRM and sales tools (e.g., Salesforce, Gong).
Collaborate with Revenue Operations to develop dashboards, monitor KPIs, and continuously improve funnel efficiency and sales velocity.
Ensure data hygiene and reporting discipline across all sales activities.
Champion a consultative sales approach focused on long-term value, post-sale success, and customer advocacy.
Support Customer Success in onboarding strategic accounts and ensuring renewals and expansions are seamless.
Proactively identify at-risk accounts and lead recovery strategies when needed.
Represent DOOR at national trade shows, industry conferences, and customer events to build brand awareness and market credibility.
Travel as needed (approx. 30–40%) to maintain customer presence, coach field teams, and develop in-market relationships.
Ensure compliance with industry standards, security regulations, and ethical selling practices.
Identify potential risks in sales deals, partner relationships, or pricing practices and take preemptive action to mitigate them.

Responsibilities

- Develop and lead the execution of a comprehensive national sales strategy aligned with DOOR’s growth objectives across mid-market, and enterprise segments.

- Own national revenue targets, and implement scalable processes to meet and exceed performance benchmarks.

- Cultivate and manage high-value relationships with national and strategic customers, including C-level decision-makers, facility managers, and procurement leaders.

- Navigate complex, multi-stakeholder sales cycles — from discovery to close and renewal — with a strong focus on ROI-driven business cases and solution value.

- Develop and maintain robust account and territory plans, leveraging market intelligence, customer insights, and product alignment.

- Drive cross-sell and upsell initiatives within the existing customer base to increase customer lifetime value.

- Monitor territory coverage and customer segmentation to ensure optimal resource allocation.

- Partner with Marketing, Product, Operations, and Customer Success to ensure alignment on campaign execution, product feedback, and client delivery.

- Act as the sales voice in go-to-market planning, product launches, and customer journey optimization.

- Influence product roadmaps with frontline feedback on customer pain points and competitor offerings.

- Stay current on security, access control, smart lock, and physical hardware trends specifically impacting the multifamily housing industry, including evolving resident expectations, property tech adoption, and building standards.

- Monitor competitor strategies and shifting requirements from property managers, asset owners, and residents to inform go-to-market plans and product positioning.

- Identify and evaluate new business opportunities, emerging markets, or verticals with growth potential.

- Own pipeline health and forecasting accuracy across regions using CRM and sales tools (e.g., Salesforce, Gong).

- Collaborate with Revenue Operations to develop dashboards, monitor KPIs, and continuously improve funnel efficiency and sales velocity.

- Ensure data hygiene and reporting discipline across all sales activities.

- Champion a consultative sales approach focused on long-term value, post-sale success, and customer advocacy.

- Support Customer Success in onboarding strategic accounts and ensuring renewals and expansions are seamless.

- Proactively identify at-risk accounts and lead recovery strategies when needed.

- Represent DOOR at national trade shows, industry conferences, and customer events to build brand awareness and market credibility.

- Travel as needed (approx. 30–40%) to maintain customer presence, coach field teams, and develop in-market relationships.

- Ensure compliance with industry standards, security regulations, and ethical selling practices.

- Identify potential risks in sales deals, partner relationships, or pricing practices and take preemptive action to mitigate them.

Requirements

- Bachelor’s degree in Business, Marketing, or related field; equivalent experience considered.

- 5-8+ years of progressive experience in B2B sales within access control, physical security, or smart lock technology, with a consistent record of exceeding targets.

- Previously held positions in national or regional sales roles is highly desirable.

- History of consistently achieving or surpassing sales quotas in fast-paced, competitive markets.

- Recognition such as President’s Club or Top Performer Awards is a strong plus.

- Deep understanding of the multifamily housing ecosystem, including property management operations, ownership structures, REITs, and the technology and services commonly used by mid-to-large portfolios.

- Proficient in managing complex, multi-stakeholder sales cycles, often spanning multiple months.

- Experienced in handling renewals, upsells, and cross-sell opportunities, supported by compelling, value-based business cases and ROI narratives.

Qualifications

- Proven success selling to VP and C-level executives in mid-market and enterprise environments.

- Skilled at navigating decision-making hierarchies, building trust, and driving strategic partnerships.

- Strong negotiation, presentation, and closing skills with a consultative, customer-centric approach.

- Deep understanding of access control trends, commercial hardware, and smart security ecosystems.

- Adept at building and nurturing long-term relationships with key clients, distributors, and channel partners.

- Proficient in Salesforce CRM and sales engagement platforms (e.g., Outreach, HubSpot, LinkedIn Sales Navigator).

- Comfortable with Google Workspace (G Suite) for collaboration, reporting, and communication.

- Willing and able to travel regularly for customer meetings, site visits, trade shows, and industry conferences (approximately 20–30%).

Skills

- Develop and lead the execution of a comprehensive national sales strategy aligned with DOOR’s growth objectives across mid-market, and enterprise segments.

- Own national revenue targets and implement scalable processes to meet and exceed performance benchmarks.

- Cultivate and manage high-value relationships with national and strategic customers, including C-level decision-makers, facility managers, and procurement leaders.

- Navigate complex, multi-stakeholder sales cycles from discovery to close and renewal with a strong focus on ROI-driven business cases and solution value.