Sales Director – Texas & Colorado

About Deckard Technologies
Deckard Technologies is a GovTech data company helping local governments address residential property-related challenges. Founded in 2018, with offices in the United States, Colombia and Australia, we develop patented, AI-powered solutions that help governments make informed decisions. Our team brings together diverse perspectives in a down-to-earth, supportive culture.

Role overview

The Sales Director owns Deckard's new business pipeline across Texas, Colorado and the surrounding Mountain and Plains states, covering established customers and a large greenfield opportunity. This is an individual contributor role with no direct reports, focused on winning new jurisdictions, hitting quota, and owning the sales journey from first product demonstration through to signed contract.

Our customers are cities, counties and state agencies responsible for short-term rental planning, compliance and taxation. Our platform, Rentalscape, helps them identify unregistered rentals, register operators and collect the tax revenue they are owed. Selling into government is consultative and relationship-driven, with sales cycles that typically run three to twelve months.

Reports to: VP of Sales and Government Relations

Location: Remote, based in Texas within easy reach of a major metro area and airport (for example Dallas–Fort Worth, Houston, Austin or San Antonio).

Travel: Approximately 40%, primarily within Texas and Colorado (customer meetings, demos, council meetings, trade shows and government conferences).

What success looks like

The territory is actively being worked today, so ramp time will be minimal. A new rep should expect to close approximately $750K in new annual deals in the region, across roughly 25 to 40 deals per year ranging from $15K to $250K in contract size.

Core responsibilities

• Own the territory pipeline. Build, manage and forecast it end to end, with a strong focus on new logo acquisition in greenfield jurisdictions.
• Run the full sales cycle. Lead every stage from prospecting and discovery through demonstration, proposal, procurement, negotiation and close.
• Sell consultatively. Understand each jurisdiction's compliance, planning and tax challenges, and show clearly how our products solve them.
• Deliver compelling demos. Run live product demonstrations in person and over Zoom or Teams, tailored to each audience from code enforcement staff to city managers.
• Show up in the market. Travel to meet customers, present at council meetings, and represent Deckard at state and local government conferences and trade shows.
• Grow existing accounts. Partner with Client Success on renewals, retention and upsell, and act as the bridge between clients, Client Success and Product and Engineering so customer needs are understood and delivered.
• Keep the data clean. Maintain accurate pipeline, activity and forecast data in HubSpot, and use it to report on performance and spot trends.
• Bring market insight back. Share customer feedback, competitor activity and state legislative trends with Sales leadership, Product and Marketing.

What we're looking for

Must have

• A proven record in B2B or public-sector SaaS sales, closing complex, multi-stakeholder deals with sales cycles that range from 3 to 12 months.
• Consistent quota attainment as an individual contributor owning a territory end to end.
• Demonstrated success opening new territories or greenfield accounts.
• Confidence running live product demos and presenting to senior and public audiences.
• Disciplined CRM habits and accurate forecasting (HubSpot experience is a plus).
• Strong written and verbal communication, and comfort working remotely with a distributed team.

Preferred, not required

• 5+ years of SaaS or public-sector sales experience.
• GovTech or public sector sales experience, ideally selling to cities, counties or state agencies.
• Familiarity with government procurement, RFPs and council approval processes.
• Existing relationships with local government in Texas, Colorado or neighboring states.
• Exposure to short-term rental, housing, code enforcement, planning or tax administration.

Compensation and benefits

Base salary of $120K plus variable compensation, with on-target earnings of $200K. Benefits include health, dental and vision coverage, 401(k) and paid time off.

If you’re interested in this role but don’t meet 100% of the requirements listed, we encourage you to apply anyway. Deckard is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other characteristic protected by law.