Axon · 1 day ago
Director of Sales, Strategic Accounts (Southeast)
Washington, DC
Full-time
Hybrid
Director/Executive
$148K/yr - $238K/yr
10+ years expAxon is on a mission to Protect Life by addressing critical safety and justice issues with their ecosystem of devices and cloud software. The Director of Sales for Strategic Accounts will lead a high-performing sales team focused on large, complex accounts in the State & Local Law Enforcement sector, driving bookings and revenue performance while executing strategic account plans.
ElectronicsGovTechHardwareSoftware
Responsibilities
Directly lead a team of T1200 Account Executives covering Axon’s most strategic State & Local Law Enforcement accounts
Recruit, onboard, and develop top sales talent; build a high-bar, accountable, performance culture
Set clear expectations around territory planning, pipeline hygiene, prospecting, and ecosystem selling
Conduct regular 1:1s, field rides, and deal reviews focused on coaching to outcomes, not just activity
Create an environment of continuous learning around Axon’s expanding product set, competitive landscape, and public safety trends
Build and execute a comprehensive go-to-market plan for the T1200 segment aligned with Axon’s strategic priorities
Define account segmentation, coverage models, and territory design to maximize growth and customer impact
Drive multi-product, multi-year, enterprise agreements that land and expand Axon’s ecosystem within agencies
Champion AI and real-time operations offerings as core to the Axon value proposition, not add-ons
Partner closely with Majors, Mid City, Small City, Inside Sales, and New Products leaders to ensure a coordinated coverage model across shared customers
Own forecast accuracy and segment performance against quarterly and annual bookings targets
Establish disciplined pipeline standards (coverage ratios, stage definitions, conversion benchmarks) and hold the team accountable
Run tight operating cadences: QBRs, weekly forecast calls, and deal strategy sessions grounded in data
Leverage Salesforce and BI tools to understand trends in win/loss, product mix, pricing, and cycle time, and translate insights into specific actions
Act as executive sponsor on the highest-impact opportunities and renewals in the T1200 segment
Build deep relationships with chiefs, sheriffs, command staff, IT leaders, procurement, and political stakeholders to navigate complex decision processes
Guide the team through large, multi-year RFPs and competitive bids, ensuring we position Axon’s differentiated value and total cost of ownership
Orchestrate cross-functional deal teams (Sales Engineering, Professional Services, Customer Success, Legal, Finance) to deliver clean, scalable, and winnable proposals
Collaborate with Product, Marketing, Sales Strategy, Revenue Intelligence, and Customer Success to shape segment narratives and campaigns tailored to State & Local Law Enforcement
Identify whitespace, expansion, and cross-sell opportunities
Influence product roadmap with field feedback from strategic agencies
Represent the voice of the T1200 customer in internal planning, helping Axon prioritize what matters most to large agencies
Qualification
Required
10+ years of progressive experience in enterprise or strategic sales, with at least 5+ years leading frontline sales teams
Proven success leading high-performing sales teams in complex, multi-product environments (SaaS, hardware + software, or public sector technology strongly preferred)
Experience selling to public sector / SLED, ideally State & Local Law Enforcement or adjacent public safety markets
Demonstrated ability to exceed multi-million-dollar bookings and revenue targets through team leadership
Demonstrated ability to guide teams through long, complex sales cycles with multiple stakeholders and formal procurement
Demonstrated ability to structure multi-year, multi-product agreements that balance customer outcomes and Axon's growth
Strong operational discipline: expert in pipeline management, forecasting, and territory planning
Excellent executive presence and communication skills—comfortable presenting to C-level, elected officials, command staff, and Axon executives
High learning agility with the ability to quickly understand and coach others on Axon's full technology ecosystem
Deep alignment with Axon's mission to protect life, capture truth, and accelerate justice; genuine empathy for the challenges facing law enforcement and communities today
Benefits
Competitive salary and 401k with employer match
Discretionary paid time off
Paid parental leave for all
Medical, Dental, Vision plans
Fitness Programs
Emotional & Mental Wellness support
Learning & Development programs
Employee Resource Groups (ERGs)
And yes, we have snacks in our offices
Company
Axon
Axon provides electronic control devices to law enforcement and corrections agencies.
1001-5000 employees
H1B Sponsorship
Axon has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (3)
2024 (3)
2023 (7)
2020 (2)
Funding
Current Stage
Public CompanyTotal Funding
$2B2025-03-05Post Ipo Debt· $1.75B
2018-08-07Post Ipo Equity· $246M
2001-06-07IPO
Leadership Team
Jay Reitz
SVP Software Engineering
Anthony Baldoni
VP Strategic Initiatives
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