Enterprise Account Executive (Northern CA - Local Government)

Verkada•San Mateo, CA

1d•$240,000 - $300,000

About The Position

Verkada is seeking a driven sales professional to join its Public Sector Field Sales team and cover the Northern California and Bay Area territory. The Enterprise Account Executive will develop the territory and formulate and execute a sales strategy focused on acquiring new local government customers and growing revenue. The role emphasizes greenfield prospecting, new-logo sales, and building customer and channel-partner relationships. The position manages the full sales cycle, from outreach, demonstrations, and product trials through proposals, negotiations, and closure. The Account Executive will also support customer retention and expansion, develop channel initiatives, and contribute to accurate forecasting and business reviews. Regular travel is required and is estimated at more than 50% of the time, including domestic and international travel as needed. The position reports to the Regional Sales Director, California - SLED.

Requirements

5–10+ years of quota-carrying software, hardware technology, or channel sales experience, with a focus on building a greenfield territory and winning new business.
A proven record of success in a sales-driven organization selling highly complex technical solutions.
Must live in the territory and be willing to travel.
Willingness to maintain a strong field presence multiple days per week.
A hunter sales mentality and a proven record of prospecting, closing new logos, and landing major accounts against incumbents.
Extensive experience developing customer relationships within local government accounts, including with government agencies, solutions partners, and resellers.
Experience managing long, complex sales cycles involving multiple stakeholders and the nuances of government and education purchasing.
Self-motivation, tenacity, confidence, and willingness to prospect to maintain an individual sales funnel.
Intellectual curiosity, high IQ and EQ, and self-awareness.
Excellent verbal and written communication skills with peers, customers, and partners.
Ability to thrive in a fast-paced, dynamic environment with a strong sense of urgency.
Must be independently authorized to work in the U.S.; visa sponsorship is not available for this role.

Nice To Haves

At least two years selling technical solutions or products to the public sector, particularly local government.
Experience collaborating with an internal channel partner team to sell through and with channel partners.
Relevant software or hardware industry experience in security, computer networking, subscription software, SaaS, or cloud software.
Strong knowledge and execution of MEDDIC.
BS/BA degree.

Responsibilities

Develop and implement a comprehensive territory plan.
Manage the full sales process and deliver against key performance metrics and quota, with an emphasis on net-new business.
Prospect and conduct outreach to local government opportunities, provide product demonstrations and trials, and negotiate strategically with customers and channel partners.
Meet or exceed individual targets and contribute to team and company success, including achieving a quarterly quota of at least one qualified net-new logo.
Initiate and manage customer expansion discussions to support retention, identifying customer goals, requirements, budget constraints, and decision-makers.
Develop a customer acquisition strategy and partner with the channel partner sales organization to establish initiatives that generate at least five deal registrations each quarter.
Drive business growth and market presence through customer engagements, marketing campaigns, executive briefings, conferences, events, and market intelligence.
Build detailed knowledge of Verkada's business and products to sell to states, cities, counties, education agencies, and special districts in the territory.
Create presentations and proposals, build urgency to close deals, and negotiate pricing and contractual agreements.
Provide account analysis and quarterly business reviews, and maintain accurate revenue forecasts.
Travel regularly, estimated at more than 50% of the time, to support business operations, customer and partner engagements, and team collaboration.

Benefits

Healthcare plans with employee premiums fully covered under at least one plan and 80% of family premiums covered under all plans.
Nationwide medical, vision, and dental coverage.
401(k) contribution match beginning January 2027, with the match vesting on the employee's two-year anniversary.
Health Savings Account with annual employer contributions.
Flexible Spending Account.
Expanded mental health support.
Paid parental leave.
Fertility benefits.
Paid holidays and firmwide extended holidays.
Flexible paid time off and personal sick time.
Professional development stipend.
Wellness and fitness benefits.
Healthy lunches provided daily.
Commuter benefits.