Enterprise Account Executive (Southern California

About the role

Verkada is expanding its Public Sector Field Sales team and seeks a driven professional to manage the Southern California territory. You will focus on new business acquisition and revenue growth by executing a strategic sales plan tailored to local government and education clients. In this capacity, you will act as the primary external advocate for customer success while translating complex technology capabilities into clear operational value. You will be expected to operate with a high degree of autonomy and ownership over key strategic initiatives within your defined region. The role demands a consultative approach where you advise clients on modernizing their physical security and operational workflows. You will leverage data and market insights to identify latent opportunities and align Verkada solutions with public sector priorities. Success in this position requires a blend of disciplined execution and creative problem-solving to overcome institutional procurement challenges. Ultimately, your contributions will directly influence the expansion of Verkada's footprint in critical government and education segments across your assigned geography.

Key facts

What you'll do

• Conduct in-depth discovery sessions to map stakeholder ecosystems and document explicit requirements for public sector organizations.
• Architect and implement multi-phase territory strategies that prioritize high-value accounts and optimize resource allocation across the Southern California region.
• Lead complex product demonstrations and interactive proof-of-concept trials that address specific public sector compliance and operational mandates.
• Negotiate commercial terms and contract structures with procurement teams while safeguarding company margins and strategic objectives.
• Coordinate with internal channel partners to develop co-sell initiatives and generate a minimum of five qualified deal registrations on a quarterly basis.
• Analyze market penetration data and adjust campaign tactics to increase brand visibility through targeted marketing and executive briefing sessions.
• Synthesize pipeline metrics and forecast inputs to produce highly accurate revenue predictions during quarterly planning cycles.
• Facilitate cross-functional collaboration with product and engineering teams to relay customer feedback and shape future product enhancements.
• Undertake domestic and international travel assignments exceeding 50% of the time to maintain strong relationships and respond to urgent client needs.
• Perform comprehensive quarterly business reviews that highlight client progress and identify further opportunities for platform expansion.

Requirements

• Demonstrate a consistent track record of 5 to 10+ years in quota-carrying roles within software, hardware, or channel sales environments.
• Exhibit proven capability to establish greenfield territories and secure new business without relying on existing incumbent relationships.
• Maintain residence within the Southern California territory and guarantee a consistent, visible field presence during standard business operations.
• Navigate complex, lengthy sales cycles that involve multiple stakeholders, including executive sponsors and procurement authorities.
• Apply a hunter mentality to identify and win accounts currently dominated by incumbent vendors in highly competitive segments.
• Utilize excellent communication skills and high intellectual curiosity to rapidly master public sector regulations and educational frameworks.
• Hold a Bachelor of Science or Bachelor of Arts degree as a strongly preferred baseline qualification for professional credibility.

Nice to have

• Accumulate over 2 years of direct experience selling technical solutions to the Public Sector, specifically within Local Government or Education verticals.
• Collaborate effectively with internal channel partner teams to align incentives and drive joint sales outcomes.
• Apply foundational knowledge of security software, hardware, computer networking, SaaS, or Cloud software to accelerate technical discussions.
• Employ the MEDDIC sales methodology to structure opportunities, identify economic buyers, and mitigate commercial risk.

Practical notes

• Candidates must be independently authorized to work in the United States without the requirement for employer-sponsored work authorization.
• The compensation package includes 100% employer-covered premiums for at least one medical plan, alongside 80% coverage for family premium contributions.
• Additional benefits provide access to Health Savings Account and Flexible Spending Account options, comprehensive mental health support, structured parental leave policies, and a professional development stipend for continuous learning.
• The total compensation package may feature sales incentive payouts, discretionary performance bonuses, and equity grants in the form of Restricted Stock Units.
• Professionals accepting this role should expect to commit significant time to domestic and international travel, with projections indicating that over 50% of the work schedule will involve active travel.
• The engagement is structured as a full-time position, requiring adherence to standard working hours and availability for critical meetings across time zones.
• All applicants are encouraged to submit complete applications within the specified recruitment window to ensure full consideration for the role.