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Verkada · 6 hours ago

Enterprise Account Executive (Phoenix - Corporate)

Phoenix, AZ

Full-time

Onsite

Senior Level

$220K/yr - $280K/yr

5+ years exp

Verkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. The Enterprise Account Executive will focus on driving new business acquisition in the Corporate market, managing the entire sales process, and developing territory strategies to achieve revenue growth.

Artificial Intelligence (AI)Enterprise SoftwareInternet of ThingsPhysical SecuritySmart Building

No H1B

Responsibilities

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 generating net new business sales. This includes prospecting and outreach, providing product demos and trials, and engaging in strategic negotiations with customers and channel partners

Meet or exceed individual targets and contribute to the overall team and company success. This includes proactively penetrating greenfield accounts and achieving a quarterly quota of at least 2-3 qualified net new logos

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, and help enterprise organizations modernize their physical security solutions through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events, and physical security market knowledge/intelligence

Gain an in-depth and detailed understanding of Verkada’s business and products, as well as the physical security market, to confidently sell to C-level executives within Enterprise organizations

Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing, and contractual agreements

Provide account analysis, conduct quarterly business reviews, and generate 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

Qualification

B2B software/hardware salesEnterprise sales experienceComplex sales cyclesMEDDIC methodologyChannel partner collaborationIntellectually curiousCommunicationSelf-motivated

Required

5-10+ years quota carrying B2B software/hardware technology sales with a focus on building a greenfield territory and landing new business within an Enterprise organization; 3+ years Enterprise sales is highly preferred

Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)

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

Willingness to have a strong field presence multiple days per week; Must live in the territory & be willing to travel up to 50%

A demonstrable track record of success managing longer, complex sales cycles and engaging with all levels from end users to business champions to C-level executives

Proven experience running a process-driven sales cycle

Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected

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

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

Preferred

3+ years Enterprise sales is highly preferred

Experience selling to CIO/CTO/CISO/CFO leaders at Fortune 1000 companies is highly preferred

Experience collaborating with internal and external channel partner teams to sell through and with channel partners is a plus

Relevant software or hardware industry experience in any of the following domains: security software, physical security, 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

BS/BA degree is strongly preferred

Benefits

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

Fertility Stipend

Wellness/fitness benefits

Commuter benefits