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Verkada · 1 hour ago

Enterprise Account Executive (Southern California - Local, Higher Education)

Los Angeles, CA

Contract

Hybrid

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 Local/Higher Education market, managing the sales process, and developing a territory plan to achieve new customer acquisition and 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 net new business sales. This includes prospecting and outreach to new local/higher education 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

Qualification

Sales strategy developmentCustomer acquisitionPublic sector salesComplex sales cyclesChannel partner collaborationTechnical solution salesSecurity software knowledgeCommunicationSelf-motivatedCustomer-focusedFast-paced environment

Required

5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business

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

Must live in territory & willingness to travel; Willingness to have a strong field presence multiple days per week

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 Local/Higher Education 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

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

Preferred

2+ years selling technical solutions or products to the Public Sector (Local Government, Higher Education) is a plus

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

BS/BA degree 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

Healthy lunches provided daily

Commuter benefits