Enterprise Account Executive (NOVA - SLED) at Verkada

Who We Are Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. Over 30,000 organizations worldwide, including more than 100 companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees. About the Role We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the State and Local (municipalities of 250k+ populace and city gov with 500k+ populace) and Education(10k students +) (SLED) market. This person will join a growing Public Sector Field Sales team and will cover the NOVA/DC region. The Enterprise Account Executive will play an integral role in developing the territory and will focus on formulating and executing a sales strategy within an assigned territory, resulting in new customer acquisition and revenue growth. With Verkada’s consistent year over year growth, now is the perfect time to join the sales team. This is an outstanding career option for an enthusiastic sales professional looking to further their career in a fast paced dynamic environment while also being part of a rapidly growing start-up. This position reports to the Regional Sales Director (Enterprise, South Central - SLED). What You'll Do • Develop and Implement a comprehensive territory plan • Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales. This includes prospecting and outreach to new SLED business opportunities providing product demos, product trials, and strategic negotiations with customers and channel partners • Meet or exceed individual targets and contribute to the overall team and company success. Proven ability to proactively penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logo • Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers • Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarter • Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence • Gain an in-depth and detailed understanding of Verkada’s business and products to confidently sell to states, cities, counties, education agencies and special districts within your territory • Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements • Provide account analysis, quarterly business reviews, and accurate revenue forecasts • This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration What You Bring • 5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business; 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 a highly complex technical solution (with the awards and references to prove it) • Willingness to have a strong field presence multiple days per week; Must live in territory & willingness to travel up to 50% • Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents • Customer-focused with extensive experience developing customer relationships within SLED accounts. This includes relationships with Government Agencies, Higher Education Institutions, Solutions Partners, and Resellers • Experience managing longer, complex sales cycles This includes navigating the complexity of multiple buying stakeholders and the nuances of government and education buying • Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus • Relevant software or hardware industry experience in any of the following domains; security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus • Strong knowledge and execution of MEDDIC is highly preferred • Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected • Intellectually curious High IQ, EQ and self-awareness • Excellent communication skills (verbal and written) with peers, customers, and partners • Thrive working in a fast paced dynamic environment with a strong sense of urgency • BS/BA degree strongly preferred US Employee Benefits Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to: • Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans • Nationwide medical, vision and dental coverage • Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options • Expanded mental health support • Paid parental leave policy & fertility benefits • Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time • Professional development stipend • Wellness/fitness benefits • Healthy lunches provided daily • Commuter benefits Additional Information • You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time. Annual Pay Range At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs) Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable). Estimated Annual Pay Range$220,000—$280,000 USD Verkada Is An Equal Opportunity Employer As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy.