Enterprise Account Executive (Virginia - ED)

About the Role

We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the education space. This person will join a growing Public Sector Field Sales team and will cover the Virginia & West Virginia 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.

This position reports to the Regional Sales Director (Enterprise, South Central - SLED). This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed.

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, including prospecting, outreach, product demos, trials, and strategic negotiations with customers and channel partners
• Meet or exceed individual targets and contribute to overall team and company success
• 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, identifying customers’ goals, requirements, budgetary constraints, and key decision makers
• Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish initiatives resulting in a minimum of 5 deal registrations each quarter
• Drive business growth and enhance market presence through customer engagements, marketing campaigns, executive briefings, industry conferences, events, and market sector knowledge
• Gain an in-depth 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

Requirements

• 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, Higher Education, K-12) is a plus
• Proven track record of success in a sales-driven organization selling highly complex technical solutions (with awards and references to prove it)
• Willingness to have a strong field presence multiple days per week; must live in territory and be willing to travel up to 50%
• Possess a hunter sales mentality with a strong desire to be successful, and 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, including relationships with government agencies, higher education institutions, solutions partners, and resellers
• Experience managing longer, complex sales cycles, including navigating 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 security software/hardware, computer networking, subscription/SaaS/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
• Intellectually curious with 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

Benefits

• Healthcare programs tailored to personal health and financial well-being needs, with premiums 100% covered for the employee and 80% for family premiums
• Nationwide medical, vision, and dental coverage
• Health Savings Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax-saving options
• Expanded mental health support
• Paid parental leave policy and fertility benefits
• Paid holidays, firmwide extended holidays, flexible PTO, and personal sick time
• Professional development stipend
• Wellness/fitness benefits
• Healthy lunches provided daily
• Commuter benefits

Pay

Estimated annual pay range (on-target earnings, OTE) for full-time employees: $220,000—$300,000 USD, comprised of base compensation and commissions. Additional forms of compensation may include sales incentives, discretionary bonuses, and/or equity in the form of restricted stock units (RSUs).