Enterprise Account Executive (Phoenix - SLED)

$175,000 - $280,000/Yr

Verkada - Phoenix, AZ

Full-time - Mid Level

Phoenix, AZ

1,001-5,000 employees

Publishing Industries

About the position

The Enterprise Account Executive at Verkada will focus on driving new business acquisition within the State, Local, and Education (SLED) market in the Phoenix region. This role is integral to developing the territory and executing a sales strategy aimed at acquiring new customers and driving revenue growth. The position requires a strong field presence and the ability to manage the entire sales process, ensuring delivery against key performance metrics and quotas.

Responsibilities

• Dedicate at least 50% of time to field-based sales activities including customer meetings and site visits.
• Develop and implement a comprehensive territory plan.
• Manage the entire sales process to ensure delivery against key performance metrics and quota, focusing on net new business sales.
• Prospect and outreach to new SLED business opportunities, providing product demos and strategic negotiations.
• Meet or exceed individual targets and contribute to overall team success, achieving a quarterly quota of at least 1 qualified net new logo.
• Initiate and manage expansion discussions to drive customer retention, identifying customers' goals and requirements.
• Devise a comprehensive customer acquisition strategy and partner with channel sales organization for deal registrations.
• Drive business growth through customer engagements, marketing campaigns, and industry events.
• Gain an in-depth understanding of Verkada's business and products to sell effectively to public sector entities.
• Create effective presentations and proposals, negotiate pricing and contractual agreements.
• Provide account analysis, quarterly business reviews, and accurate revenue forecasts.

Requirements

• 5-10+ years of quota-carrying software/hardware technology or channel sales experience, with a focus on building a greenfield territory.
• 2+ years selling technical solutions or products to the Public Sector (SLED, Local Government, Municipalities) is a plus.
• Proven track record of success in a sales-driven organization selling complex technical solutions.
• Willingness to have a strong field presence multiple days per week and travel up to 50%.
• Possess a hunter sales mentality with a strong desire to succeed and a proven track record of prospecting and closing new logos.
• Customer-focused with extensive experience developing relationships within SLED accounts.
• Experience managing longer, complex sales cycles and navigating multiple buying stakeholders.
• Experience collaborating with an internal channel partner team is a plus.
• Relevant software or hardware industry experience in security software, computer networking, subscription, SaaS, or Cloud software is a plus.
• Strong knowledge and execution of MEDDIC is highly preferred.
• Self-motivated, tenacious, and confident with excellent communication skills.

Nice-to-haves

• Experience selling to Government Agencies, Higher Education Institutions, Solutions Partners, and Resellers.
• Experience with account analysis and revenue forecasting.

Benefits

• Healthcare programs with premiums 100% covered for employees under most plans and 80% for family premiums.
• Nationwide medical, vision, and dental coverage.
• Health Saving Account (HSA) and Flexible Spending Account (FSA) options.
• Expanded mental health support.
• Paid parental leave policy and fertility benefits.
• Flexible PTO and personal sick time.
• Professional development stipend.
• Wellness/fitness benefits.
• Healthy lunches and dinners provided daily.