Territory Manager · Commercial West

We are looking for a "Business Owner" for the West.

You aren’t just "covering" a patch of land; you are the architect of our growth in the region.

As a Danish company, we operate on high trust and low hierarchy. We don't believe in counting your keystrokes. We believe in giving you the autonomy to map your territory, prioritize your own time, and run your region like it’s your own franchise.

You will thrive here if you:

• Act with an Owner’s Mindset: You don't need a manager to tell you to pick up the phone. You build your own strategy to hit the number.
• Are Energized by New Business: This is primarily a new business role (70%). You get a rush from identifying a new logo, navigating the decision process, and closing the deal.
• Think "Channel First" to Scale: While you drive the deal, you know that involving a partner (like CDW or Zones) makes the deal stickier and larger. You don't sell against the channel; you sell with them.

Airtame is a platform for shared screens in  business environments. It lets people share their screen, join video calls, and show content on any display — wirelessly, from any device and operating system. IT teams manage everything via Airtame Cloud, and the platform works with both Airtame and Airtame-enabled third-party hardware. Founded in Denmark in 2013, Airtame is built for real-world environments with mixed tech, and is used in thousands of schools and workplaces globally.

The Outcomes (What you will deliver)

We won't list generic tasks. Here is what success looks like in Year 1:

• Exceed Revenue Targets: Drive net new business and expansion revenue in the Commercial West territory to hit your annual quota.
• Acquire Strategic Logos: Secure strategic wins in the commercial sector. We are looking for quality "anchor" clients that prove our value in the region.
• Own Your Forecast: Manage your pipeline in Salesforce with rigor. You treat your forecast as a commitment to the business, not a guess.
• Leverage the Channel: Ensure that for every major deal you close, a local or national partner is engaged and adding value.

Who You Are (Requirements)

We don't care about your degree. We care about your grasp of the mechanics of B2B sales.

• 5+ years of B2B Sales Experience: You have a proven track record of closing deals in a competitive hardware or SaaS environment. Channel sales experience is a big bonus.
• The "Territory Architect": You know how to map a territory. You don't just wait for leads; you analyze the market in the West, identify the top 50 targets, and have a plan to get to them.
• Commercial Fluency: You understand complex sales cycles. You can navigate procurement and IT security reviews without getting stuck.
• Tech-Savvy & Data-Driven: You are comfortable demonstrating hardware/software solutions, and you respect the CRM (Salesforce) as the engine of your business, not a chore.
• Experience selling ProAV or Collaboration Hardware solutions is a strong plus, specifically familiarity with the channel partner ecosystem (distributors and resellers)
• Practicalities:
• Travel as needed to meet partners, attend industry events, and to quarterly team meetings.
• Location: Western US (Flexible within the region) → AZ, UT, CO or CA is preferred
• Application Deadline: February 15, 2026. (Note: The application window may be extended based on candidate volume.)

Why Airtame

• Join an innovative company that values work-life balance and a flat hierarchy.
• Diverse team that thrives on collaboration and creativity.
• Be part of shaping a growing business and your own career path.
• Competitive salary and commission structure.
• Private health insurance, 401(k) with employer match, and generous parental leave
• 3 weeks vacation in first year with 4 weeks thereafter + 5 annual flex days