Role Overview:

Founded in 2008, Digital Systems and Installations (DSI) is a large, enterprise-grade commercial security integrator headquartered in Salt Lake City with an enterprise, national footprint. DSI is the preferred Avigilon dealer in Utah and delivers highly-customized access control and video surveillance solutions for complex industrial and commercial clients. The company supports enterprise customers such as Frito-Lay, Post, and Kraft, combining deep technical expertise with a consultative, value-driven approach and the agility of a founder-led organization.

DSI is seeking a hands-on Director of Sales to lead revenue growth through a combination of personal business development, new logo acquisition, and sales team leadership. This leader will spend the majority of their time originating and closing complex security integration opportunities while mentoring and developing the existing sales team. The ideal candidate brings

Core Responsibilities:

Sales Execution and Business Development

• Originate, hunt, and close complex security integration deals across manufacturing, food & beverage, distribution, and adjacent verticals.
• Collaborate closely with Account Managers and the sales support team to drive efficient bid development, including site walks, scope definition, and coordinated quote generation to ensure pricing accuracy, speed, and competitiveness throughout the sales process.
• Leverage an existing book of business and industry relationships to accelerate near-term revenue.

• Act as a consultative partner to customers, translating technical requirements into value-driven solutions
• Represent DSI in customer meetings, industry events, and partner engagements

Sales Leadership and Coaching

• Coach sellers on hunting, deal strategy, qualification, and value-based selling.
• Transfer industry knowledge, manufacturer expertise, and best practices to accelerate team effectiveness.
• Establish a culture of accountability, professionalism, and continuous improvement.

Process, Pipeline, and Systems Discipline

• Run structured pipeline and forecast reviews with clear expectations and follow-through.
• Use data and KPIs to identify bottlenecks, improve conversion rates, and prioritize high-impact opportunities.
• Partner with internal engineering, estimating, and operations teams to ensure smooth handoffs and customer satisfaction.
• Propose and implement improvements to sales processes, tools, and visibility as the organization scales.

Desired Background:

• 15+ years of experience in commercial security integration, access control, video surveillance, or related OEM/integrator environments
• Proven success selling complex, consultative solutions with long sales cycles.
• Existing book of business strongly preferred; prior sales leadership experience is helpful but not required.
• Experience selling into manufacturing, food & beverage, distribution, or similar environments is a plus.

Abilities:

• Capable of achieving a personal quota while holding the team accountable to their $11.2M bookings target in 2026.
• A proven track record of similar success.
• Must have strong consultative sales skills and be able to apply tact, diplomacy, reason and logic to challenging situations.
• Must be a self-starter, hunter, and a strong closer.