Senior Sales Manager – SLED, Capital Planning at Fortive Corporation

Job description

The Sales Manager – SLED, Capital Planning will lead a team of Account Executives responsible for driving growth across State and Local Government customers throughout the United States. This leader will be accountable for developing a high-performing sales team, executing against revenue targets, improving pipeline creation and conversion, and helping customers solve complex capital planning and facilities challenges through Gordian’s solutions. The ideal candidate is a hands-on sales leader who knows how to coach sellers through complex, consultative sales cycles while creating accountability around pipeline development, opportunity management, forecasting, and execution. Experience selling into the public sector and navigating government procurement, budgeting, contracting, and RFP processes is highly valuable. Key Responsibilities • Lead, coach, and develop a team of SLED Account Executives to consistently achieve individual and team revenue goals. • Establish clear expectations around prospecting, pipeline generation, account planning, opportunity progression, forecasting, and closing. • Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and performance coaching focused on both results and seller development. • Maintain strong forecast discipline and provide leadership with an accurate, evidence-based 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 and consistent execution of Gordian's sales methodology, CRM requirements, qualification standards, and sales processes. • Help the team develop compelling business cases around facility condition, deferred maintenance, capital prioritization, budgeting, risk, and long-term capital planning. • Partner closely with Business Development, Pre-Sales, Operations, Finance, Legal, Marketing, Customer Success, and other Gordian teams to move opportunities efficiently from discovery through contracting and delivery. • Build a strong culture of accountability, collaboration, continuous improvement, and customer focus. • Identify performance gaps early and develop clear coaching and action plans to improve results. • Support recruiting, onboarding, training, and development of new Account Executives as the organization grows. • Use sales data and KPIs to identify trends, diagnose pipeline or conversion challenges, and implement actions that improve team performance. • Ensure sellers understand and appropriately navigate public-sector procurement requirements, contracting vehicles, RFPs, budgeting cycles, and funding considerations. • Participate in customer meetings and strategic opportunities when leadership involvement can help advance the sale or strengthen executive relationships. What We're Looking For The strongest candidate will bring demonstrated success leading B2B sales teams in a complex, consultative environment, with experience selling into State and Local Government strongly preferred. They should have a track record of coaching sellers to quota attainment, building pipeline, managing forecasts, and improving sales execution—not simply managing activity. They should also be comfortable operating in an environment where deals can involve long sales cycles, multiple decision-makers, procurement requirements, contracting complexity, and significant coordination across internal teams. Preferred Qualifications • 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. What Success Looks Like Success in this role means building a team that creates enough qualified pipeline to consistently achieve its targets, forecasts accurately, advances opportunities with discipline, develops strong executive relationships, and works effectively with Gordian's internal partners. Just as importantly, this manager will develop stronger sellers—creating clarity around expectations, coaching gaps early, recognizing strong performance, and building a team culture centered on accountability and customer outcomes. Compensation: The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 140800 - 235100 Fortive Corporation Overview Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care. We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating. Fortive: For you, for us, for growth. About Gordian Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide.We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled. We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com. Bonus or Equity This position is also eligible for bonus as part of the total compensation package. Pay Range The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 140800 - 235100

Requirements

Must-haves

Lead, coach, and develop a team of SLED Account Executives to consistently achieve individual and team revenue goals.
Establish clear expectations around prospecting, pipeline generation, account planning, opportunity progression, forecasting, and closing.
Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and performance coaching focused on both results and seller development.
Maintain strong forecast discipline and provide leadership with an accurate, evidence-based 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 and consistent execution of Gordian's sales methodology, CRM requirements, qualification standards, and sales processes.
Help the team develop compelling business cases around facility condition, deferred maintenance, capital prioritization, budgeting, risk, and long-term capital planning.
Partner closely with Business Development, Pre-Sales, Operations, Finance, Legal, Marketing, Customer Success, and other Gordian teams to move opportunities efficiently from discovery through contracting and delivery.
Build a strong culture of accountability, collaboration, continuous improvement, and customer focus.
Identify performance gaps early and develop clear coaching and action plans to improve results.
Support recruiting, onboarding, training, and development of new Account Executives as the organization grows.
Use sales data and KPIs to identify trends, diagnose pipeline or conversion challenges, and implement actions that improve team performance.

Nice-to-haves

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.
What Success Looks Like
Fortive Corporation Overview
Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: eightfold
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)