Director of Sales, Strategic Accounts (Northeast)
Axon · Boston, MA · 1 mo ago
RemoteRemoteSales$149k/yrFull-time
We need to output HTML fragment with headings for sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. We must not repeat job title as heading. Must not include Job ID etc. Must preserve all substantive info, remove boilerplate (cookie/navigation/legal/EEO/equal-opportunity/scam-warning, duplicated lines, application instructions). Also remove "Important Notes" etc? Those are legal/EEO etc, should be removed. Also remove "Don’t meet every single requirement? ..."? That's encouragement but maybe considered boilerplate? It's not legal but maybe still part of posting; but we need to preserve substantive info. It's more of a note encouraging applicants; could be considered part of "What You Bring"? Might be okay to keep? The instruction: Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The "Don’t meet every single requirement? ..." is not legal/EEO but it's a motivational note; not sure if to remove. It's not application instructions. It's more like encouragement. I'd keep it maybe under "What You Bring" or as a separate note? But we have limited sections. Could incorporate into "What You Bring" as a paragraph.
We need sections: About the role (maybe the introductory paragraph about mission etc). Responsibilities (the bullet list under "What You'll Do"). Requirements/Qualifications/Skills: The posting has "What You Bring" which includes experience, etc. Could split into Requirements (experience), Qualifications (maybe same), Skills (maybe specific abilities). But we should avoid thin sections. Better to combine into one section "Requirements" that includes experience, qualifications, skills. However instruction says use headings for those categories if content exists. We could have sections: About the role, Responsibilities, Requirements, Benefits, Pay. Schedule is mentioned: Location: Remotely from the Northeast region of the United States. Must live within an hour of a major airport and on the road 40-60% of time. That's schedule/travel expectation. So we can include Schedule section.
We must not include placeholder text like "commensurate with experience". Not present.
We need to preserve all substantive info. So we need to capture:
- Intro: "Join Axon and be a Force for Good." etc mission statement. That's About the role.
- "Your Impact Our Strategic Accounts (internally referred to as T1200) segment focuses on Axon’s most strategic U.S. State & Local Law Enforcement agencies- large, complex accounts where our full ecosystem can transform how communities are protected. This leader owns: Bookings and revenue performance for the NE strategic accounts segment People leadership for a team of high-performing Key Account Executives (core sellers) Strategic account execution across complex, multi-stakeholder deals Adoption of Axon’s full ecosystem- from TASER and sensors to software, AI, and real-time operations"
That's part of About the role maybe.
- Location and reporting: "Location: Remotely from the Northeast region of the United States. Must live within an hour of a major airport and on the road 40-60% of time. Reports to: You will report into a Vice President of Sales and operate as a key member of the U.S. State & Local Law Enforcement leadership team."
That could be part of About the role or Schedule. Probably Schedule.
- Then "What You’ll Do" with bullet points under headings: Lead and Develop a High-Performing Sales Team, Own Segment Strategy and Execution, Drive Forecasting, Pipeline, and Operational Rigor, Lead Strategic Deals and Customer Relationships, Partner Cross-Functionally to Scale Impact. Each has sub-bullets.
We need to output
for sections: About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. We must not repeat job title as heading. Must not include Job ID etc. Must preserve all substantive info, remove boilerplate (cookie/navigation/legal/EEO/equal-opportunity/scam-warning, duplicated lines, application instructions). Also remove "Important Notes" etc? Those are legal/EEO etc, should be removed. Also remove "Don’t meet every single requirement? ..."? That's encouragement but maybe considered boilerplate? It's not legal but maybe still part of posting; but we need to preserve substantive info. It's more of a note encouraging applicants; could be considered part of "What You Bring"? Might be okay to keep? The instruction: Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. The "Don’t meet every single requirement? ..." is not legal/EEO but it's a motivational note; not sure if to remove. It's not application instructions. It's more like encouragement. I'd keep it maybe under "What You Bring" or as a separate note? But we have limited sections. Could incorporate into "What You Bring" as a paragraph.
We need sections: About the role (maybe the introductory paragraph about mission etc). Responsibilities (the bullet list under "What You'll Do"). Requirements/Qualifications/Skills: The posting has "What You Bring" which includes experience, etc. Could split into Requirements (experience), Qualifications (maybe same), Skills (maybe specific abilities). But we should avoid thin sections. Better to combine into one section "Requirements" that includes experience, qualifications, skills. However instruction says use headings for those categories if content exists. We could have sections: About the role, Responsibilities, Requirements, Benefits, Pay. Schedule is mentioned: Location: Remotely from the Northeast region of the United States. Must live within an hour of a major airport and on the road 40-60% of time. That's schedule/travel expectation. So we can include Schedule section.
We must not include placeholder text like "commensurate with experience". Not present.
We need to preserve all substantive info. So we need to capture:
- Intro: "Join Axon and be a Force for Good." etc mission statement. That's About the role.
- "Your Impact Our Strategic Accounts (internally referred to as T1200) segment focuses on Axon’s most strategic U.S. State & Local Law Enforcement agencies- large, complex accounts where our full ecosystem can transform how communities are protected. This leader owns: Bookings and revenue performance for the NE strategic accounts segment People leadership for a team of high-performing Key Account Executives (core sellers) Strategic account execution across complex, multi-stakeholder deals Adoption of Axon’s full ecosystem- from TASER and sensors to software, AI, and real-time operations"
That's part of About the role maybe.
- Location and reporting: "Location: Remotely from the Northeast region of the United States. Must live within an hour of a major airport and on the road 40-60% of time. Reports to: You will report into a Vice President of Sales and operate as a key member of the U.S. State & Local Law Enforcement leadership team."
That could be part of About the role or Schedule. Probably Schedule.
- Then "What You’ll Do" with bullet points under headings: Lead and Develop a High-Performing Sales Team, Own Segment Strategy and Execution, Drive Forecasting, Pipeline, and Operational Rigor, Lead Strategic Deals and Customer Relationships, Partner Cross-Functionally to Scale Impact. Each has sub-bullets.
We need to output - for any list of duties/requirements/benefits. So we need to turn those into lists.
We must not repeat job title as heading.
We must not include Job ID/requisition numbers.
We must remove boilerplate: legal, EEO, scam warning, etc. Also remove "Benefits listed herein may vary depending on the nature of your employment and the location where you work." That's part of Benefits but maybe we keep benefits list but drop that sentence? It's somewhat boilerplate but still part of benefits description. Might keep but it's generic. The instruction: remove duplicated lines, cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate. That sentence is not exactly legal but it's a disclaimer about benefits varying. Might be considered boilerplate; but we could keep benefits list and drop that sentence. Also remove "Axon is a total compensation company..." that's about pay; maybe keep as part of Pay section? It's about base pay range etc. Might be relevant.
We need to include Pay section if posting actually states them. It does: "Base Pay Range: $148,500 USD - $237,600 USD". Also mentions compensation made up of base pay and commission targets. So we can include Pay section with that info.
Benefits: list includes 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. Also mention that benefits may vary etc. We'll keep the list.
Schedule: location remote, must live within hour of major airport, on the road 40-60% of time.
We also have "Reports to: You will report into a Vice President of Sales and operate as a key member of the U.S. State & Local Law Enforcement leadership team." That could be part of About the role or maybe a separate "Reporting" but not a heading we have. Could include in About the role.
Now we need to output only HTML fragment, no /, no markdown.
We'll produce sections:
About the role
Join Axon and be a Force for Good. At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other. Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.
Your Impact Our Strategic Accounts (internally referred to as T1200) segment focuses on Axon’s most strategic U.S. State & Local Law Enforcement agencies- large, complex accounts where our full ecosystem can transform how communities are protected. This leader owns:
- Bookings and revenue performance for the NE strategic accounts segment
- People leadership for a team of high-performing Key Account Executives (core sellers)
- Strategic account execution across complex, multi-stakeholder deals
- Adoption of Axon’s full ecosystem- from TASER and sensors to software, AI, and real-time operations
Then maybe a paragraph about reporting: "Reports to: You will report into a Vice President of Sales and operate as a key member of the U.S. State & Local Law Enforcement leadership team." Could be placed under About the role after the list.
Then Responsibilities
with the "What You’ll Do" content.
We need to break down each major heading into sub-items.
We have:
Lead and Develop a High-Performing Sales Team
- Directly lead a team of Key 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.
Own Segment Strategy and Execution
- Build and execute a comprehensive go-to-market plan for the strategic accounts 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.
Drive Forecasting, Pipeline, and Operational Rigor
- 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.
Lead Strategic Deals and Customer Relationships
- Act as executive sponsor on the highest-impact opportunities and renewals in the strategic accounts 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.
Partner Cross-Functionally to Scale Impact
- 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 strategic accounts customer in internal planning, helping Axon prioritize what matters most to large agencies.
We need to format as - . For sub-bullets under "Collaborate with ... to:" we could have nested list? The instruction: Use
- for any list of duties/requirements/benefits. It doesn't forbid nested lists but we can keep simple: each bullet as a line; for the sub-bullets we could include them as part of the same li with semicolons or separate li. Probably better to keep each bullet as separate li, and for the "Collaborate with ... to:" we can make a li that includes a sublist. But nested lists are still
- . We'll do:
- 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 strategic accounts customer in internal planning, helping Axon prioritize what matters most to large agencies.
That's fine.
Now Requirements
(or Qualifications/Skills). We have "What You Bring". Let's parse:
What You Bring
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 /
About the role
Join Axon and be a Force for Good. At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other. Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.
Your Impact Our Strategic Accounts (internally referred to as T1200) segment focuses on Axon’s most strategic U.S. State & Local Law Enforcement agencies- large, complex accounts where our full ecosystem can transform how communities are protected. This leader owns:
- Bookings and revenue performance for the NE strategic accounts segment
- People leadership for a team of high-performing Key Account Executives (core sellers)
- Strategic account execution across complex, multi-stakeholder deals
- Adoption of Axon’s full ecosystem- from TASER and sensors to software, AI, and real-time operations
Responsibilities
with the "What You’ll Do" content. We need to break down each major heading into sub-items. We have: Lead and Develop a High-Performing Sales Team - Directly lead a team of Key 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. Own Segment Strategy and Execution - Build and execute a comprehensive go-to-market plan for the strategic accounts 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. Drive Forecasting, Pipeline, and Operational Rigor - 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. Lead Strategic Deals and Customer Relationships - Act as executive sponsor on the highest-impact opportunities and renewals in the strategic accounts 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. Partner Cross-Functionally to Scale Impact - 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 strategic accounts customer in internal planning, helping Axon prioritize what matters most to large agencies. We need to format as- . For sub-bullets under "Collaborate with ... to:" we could have nested list? The instruction: Use
- for any list of duties/requirements/benefits. It doesn't forbid nested lists but we can keep simple: each bullet as a line; for the sub-bullets we could include them as part of the same li with semicolons or separate li. Probably better to keep each bullet as separate li, and for the "Collaborate with ... to:" we can make a li that includes a sublist. But nested lists are still
- . We'll do:
- 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 strategic accounts customer in internal planning, helping Axon prioritize what matters most to large agencies.
That's fine.
Now
Requirements
(or Qualifications/Skills). We have "What You Bring". Let's parse: What You Bring 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 /
- for any list of duties/requirements/benefits. It doesn't forbid nested lists but we can keep simple: each bullet as a line; for the sub-bullets we could include them as part of the same li with semicolons or separate li. Probably better to keep each bullet as separate li, and for the "Collaborate with ... to:" we can make a li that includes a sublist. But nested lists are still