Enterprise Account Executive

About the role

Verkada is seeking an Enterprise Account Executive to take charge of and expand a designated territory within the Pacific Northwest, specifically targeting the Corporate sector, which includes organizations with employee counts ranging from 2,000 to 20,000. In this role, you will be instrumental in acquiring new clients and assisting businesses in upgrading their physical security systems through Verkada's comprehensive cloud-based solutions. This position reports directly to the Regional Sales Director for Enterprise in the Pacific Northwest

Corporate segment.

Key facts

What you'll do

• Develop and implement a strategic territory plan aimed at identifying and targeting new accounts within your assigned region.
• Manage the complete sales process, from initial prospecting and product demonstrations to negotiations and finalizing deals, with a strong focus on acquiring new business.
• Meet and exceed quarterly sales targets, which include securing at least 2-3 qualified new clients each quarter.
• Collaborate effectively with channel partner sales teams to ensure a minimum of five deal registrations per quarter.
• Initiate and lead discussions for expansion opportunities with current clients to enhance retention and drive growth.
• Prepare and deliver presentations to C-level executives, crafting proposals that create urgency and facilitate deal closures.
• Conduct thorough account analyses and quarterly business reviews, along with precise revenue forecasting.
• Represent Verkada at various industry events, including conferences, executive briefings, and marketing initiatives.
• Cultivate extensive knowledge of Verkada's products and the market landscape to confidently engage with enterprise-level buyers.

Requirements

• A minimum of 5 to 10 years of experience in B2B technology sales (software or hardware), with a proven history of establishing greenfield territories and securing new enterprise clients.
• At least 3 years of experience in enterprise sales is highly preferred.
• A track record of successfully closing complex technical solutions, supported by awards or references.
• A proactive "hunter" mindset, demonstrating the ability to prospect effectively, acquire new clients, and displace existing competitors.
• Experience managing lengthy and intricate sales cycles, engaging stakeholders from end users to C-suite executives.
• Must maintain a strong field presence, being available for travel multiple days each week.
• Candidates must reside in Idaho and be open to traveling up to 50% of the time.
• A methodical approach to sales execution is essential.
• Excellent verbal and written communication skills are required.
• Self-driven, confident, and adept at prospecting to sustain your own sales pipeline.
• High levels of intellectual curiosity, emotional intelligence, and self-awareness are crucial.
• A Bachelor's degree (BS or BA) is strongly preferred.

Nice to have

• Experience engaging with CIOs, CTOs, CISOs, or CFOs within Fortune 1000 companies.
• A background in security software, physical security solutions, hardware, computer networking, subscription models, SaaS, or cloud-based software.
• Familiarity with collaborating with both internal and external channel partner teams.
• Strong understanding of the MEDDIC sales methodology.

Skills & tools

• Expertise in enterprise B2B sales techniques.
• Proficient in territory planning and account strategy development.
• Skilled in negotiating complex deals.
• Experience in collaborating with channel partners.
• Competent in revenue forecasting and managing sales pipelines.
• Capable of delivering executive-level presentations effectively.

Practical notes

• The estimated annual earnings for this role, based on performance, range from $220,000 to $280,000 USD, which includes base salary and commissions.
• Additional compensation may consist of discretionary bonuses and equity (RSUs).
• Health insurance premiums are fully covered for employees under at least one plan, with 80% coverage for family premiums across all plans.
• Comprehensive nationwide medical, vision, and dental coverage is provided.
• Health Savings Accounts (HSA) with employer contributions and Flexible Spending Account (FSA) options are available.
• Benefits include mental health support, paid parental leave, and fertility assistance.
• The company offers flexible paid time off (PTO), paid holidays, and extended company holidays.
• A professional development stipend, wellness benefits, daily lunches, and commuter benefits are also included.
• Candidates must be independently authorized to work in the U.S.; visa sponsorship is not available for this position.