Enterprise Account Executive (Chicago

About the role

Join the Public Sector Field Sales team at Verkada, where you will play a pivotal role in generating new business within the State, Local Government, and Education (SLED) sectors throughout the Chicago area. Your primary focus will be to devise and implement a territory strategy aimed at acquiring new clients and enhancing revenue streams. This position will report directly to the Regional Sales Director for Enterprise, North Central

SLED.

Key facts

What you'll do

• Develop and implement a comprehensive territory strategy that targets municipalities with populations exceeding 250,000, city governments with populations over 500,000, and educational institutions with enrollments of 10,000 or more students.
• Manage the entire sales process from initial prospecting to closing deals, which includes conducting product demonstrations, overseeing trial periods, and negotiating contracts with both customers and channel partners.
• Meet or exceed a quarterly target of securing at least one qualified new client while consistently achieving individual sales goals.
• Collaborate with channel sales teams to ensure a minimum of five deal registrations are generated each quarter.
• Engage in discussions with existing clients to identify opportunities for expansion by understanding their objectives, budget constraints, and decision-making processes.
• Act as a representative for Verkada at various marketing initiatives, executive briefings, industry conferences, and events to enhance brand visibility and market presence.
• Cultivate a deep understanding of Verkada's products and market dynamics to effectively engage with state, city, county, education agencies, and special districts.
• Create persuasive presentations and proposals, instill a sense of urgency in potential clients, and negotiate pricing and contract terms.
• Provide thorough account analysis, conduct quarterly business reviews, and deliver precise revenue forecasts to stakeholders.

Requirements

• A minimum of 5 to 10 years of experience in sales roles that involve meeting quotas, specifically in software or hardware technology sectors, with a focus on developing new territories and acquiring new business.
• Proven track record of successfully selling complex technical solutions, supported by verifiable achievements and references.
• A proactive, "hunter" mentality with demonstrated success in prospecting, securing new clients, and outperforming competitors.
• Ability to maintain a strong field presence, requiring travel multiple days each week; candidates must reside within the designated territory and be willing to travel up to 50%.
• Experience in managing lengthy and intricate sales cycles that involve multiple stakeholders.
• Established connections within SLED accounts, including government agencies, higher education institutions, solutions partners, and resellers.
• Self-motivated, confident, and persistent, with the capability to maintain an individual sales pipeline through effective prospecting.
• Excellent verbal and written communication skills.
• Ability to excel in a fast-paced environment and respond with urgency.
• A Bachelor's degree (BS or BA) is strongly preferred.

Nice to have

• At least 2 years of experience selling technical solutions specifically to the Public Sector (SLED, Local Government, Municipalities).
• Experience working collaboratively with internal channel partner teams to facilitate sales through and with partners.
• Familiarity with security software or hardware, computer networking, subscription models, SaaS, or cloud-based software solutions.
• Strong understanding and application of the MEDDIC sales methodology.

Skills & tools

• Expertise in selling complex technical solutions.
• Proficient in territory planning and developing greenfield opportunities.
• Experience collaborating with channel partners.
• Knowledge of government and education procurement processes.
• Familiarity with the MEDDIC sales methodology.

Practical notes

• Estimated annual on-target earnings range from $220,000 to $280,000 USD, which includes base salary and commissions.
• Additional compensation may consist of discretionary bonuses and equity in the form of Restricted Stock Units (RSUs).
• Healthcare 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 Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) options available.
• Enhanced mental health support services are included.
• Paid parental leave and a fertility stipend are offered.
• Flexible paid time off (PTO), paid holidays, extended firmwide holidays, and personal sick leave are part of the benefits package.
• A professional development stipend is available for continued learning.
• Wellness and fitness benefits are provided, along with daily lunches and commuter benefits.
• Candidates must be independently authorized to work in the United States; please note that visa sponsorship is not available for this position.