Sales Manager – SLED, Capital Planning

Fortive

. Lead, coach, and develop a team of SLED Account Executives to achieve individual and team revenue goals .

Posted 9/28/2026full-timeRemote • United StatesSeniorLead💰 $140,800 - $235,100 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing sales teams to achieve revenue goals, with a strong focus on pipeline management, forecasting, and public-sector sales processes. Proficient in coaching methodologies and cross-functional collaboration to drive team performance and accountability.

Highest-signal resume keywords

B2B Sales ExperienceDirect Sales ManagementPublic-Sector Sales CyclesSales Methodology CoachingForecasting and Pipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales AnalyticsCRM ManagementRevenue Target AchievementAccount PlanningOpportunity ProgressionComplex Consultative SellingBudgetingCapital PlanningRFP ManagementContracting Vehicles

Soft Skills

Executive CommunicationPerformance CoachingCross-Functional CollaborationAccountabilityEmployee Development

Industry Keywords

SaaSProfessional ServicesFacilities ManagementConstruction TechnologyAsset ManagementGovernment ProcurementPublic-Sector SalesSales MethodologyPipeline GenerationCustomer Success

About the role

Key responsibilities & impact

Lead, coach, and develop a team of SLED Account Executives to achieve individual and team revenue goals
Establish expectations for prospecting, pipeline generation, account planning, opportunity progression, forecasting, and closing
Conduct 1:1s, pipeline reviews, deal strategy sessions, and performance coaching
Maintain forecast discipline and provide leadership with an accurate view of pipeline, risk, and expected performance
Coach sellers on complex consultative opportunities involving multiple stakeholders, executive buyers, procurement teams, and lengthy public-sector buying cycles
Drive adoption of Gordian's sales methodology, CRM requirements, qualification standards, and sales processes
Help develop business cases around facility condition, deferred maintenance, capital prioritization, budgeting, risk, and long-term capital planning
Partner with Business Development, Pre-Sales, Operations, Finance, Legal, Marketing, Customer Success, and other Gordian teams from discovery through contracting and delivery
Build a culture of accountability, collaboration, continuous improvement, and customer focus
Identify performance gaps and develop coaching and action plans
Support recruiting, onboarding, training, and development of new Account Executives
Use sales data and KPIs to identify trends, diagnose pipeline or conversion challenges, and improve team performance
Ensure sellers navigate public-sector procurement requirements, contracting vehicles, RFPs, budgeting cycles, and funding considerations
Participate in customer meetings and strategic opportunities

Requirements

What you’ll need

8+ years of successful B2B sales experience, preferably within SaaS, professional services, facilities, construction technology, asset management, capital planning, or a related field
5+ years of direct sales management experience with responsibility for quota-carrying sellers
Demonstrated success leading teams against revenue and pipeline targets
Experience selling to State and Local Government organizations strongly preferred
Understanding of government procurement, RFPs, contracting vehicles, budgeting, and public-sector sales cycles
Strong forecasting, pipeline management, CRM, and sales analytics capabilities
Experience coaching a structured sales methodology such as MEDDPICC, SPICED, Challenger, or similar
Strong executive communication and presentation skills
Ability to balance accountability with coaching and employee development
Comfortable working cross-functionally in a matrixed organization
Willingness to travel for customer meetings, industry events, team meetings, and strategic opportunities as needed

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
Life insurance
LTD insurance
HSA
401(k) retirement plan