DSI, Director of Sales

Reporting to: DSI, CEO

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 driven, hunter-mentality Account Executive to grow revenue through targeted new logo acquisition and strategic account development. This is a pure outside sales role — you will own a territory, build your own pipeline, and close complex security integration deals from first contact through installation handoff.

Core Responsibilities:

Sales Execution and Business Development

• Originate, hunt, and close complex security integration deals across manufacturing, food & beverage, distribution, and adjacent verticals.
• Own the full sales cycle from prospecting and site walks through scope definition, bid coordination, and close.
• Leverage an existing book of business and industry relationships to generate early pipeline momentum.

• Act as a consultative partner, translating customer technical requirements into value-driven Avigilon and access control solutions.
• Represent DSI in customer meetings, industry events, and manufacturer partner engagements.
• Collaborate with internal estimating and engineering teams to turn around competitive, accurate quotes with urgency, in some cases same-day during or immediately after a site walk.

Pipeline and Process Discipline

• Use CRM and pipeline tools consistently to track activity, forecast accurately, and identify stalled deals early.
• Partner with operations and project management on smooth handoffs to ensure customer satisfaction post-close.

Account Development

• Grow revenue within existing accounts by identifying expansion opportunities and deepening customer relationships.
• Convert new logos into durable, multi-year customer relationships and repeat business.

Desired Background:

• 3-7+ years of experience in commercial security integration, access control, video surveillance, or related OEM/integrator environments.
• Proven track record as a hunter, consistently generating net-new logos, not just farming existing accounts.
• Existing book of business strongly preferred; experience selling into manufacturing, food & beverage, distribution, or industrial environments is a significant plus.
• Familiarity with Avigilon, Verkada, Genetec, Lenel, Milestone, or comparable platforms preferred.
• Comfortable running site walks, developing scopes, and navigating complex bid processes independently.

Abilities:

• Capable of achieving a personal bookings quota of $3M annually.
• A proven track record of similar success as an individual contributor in outside sales.
• 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 who generates their own pipeline without relying on inbound leads.