Enterprise Account Executive (Washington

About the role

Verkada is on the lookout for a skilled field sales professional to spearhead new business initiatives within the Washington territory, specifically targeting state and local government entities as well as educational institutions. As a member of the Public Sector Field Sales team, you will report directly to the Regional Sales Director for the Northwest SLED region. This position is in establishing a new territory and acquiring customers for an AI-driven physical security platform that is already trusted by over 30,000 organizations globally.

Key facts

What you'll do

• Develop and implement a comprehensive territory strategy aimed at local government, K-12 schools, and higher education institutions throughout Washington.
• Manage the entire sales process, from initial prospecting and product demonstrations to trials, negotiations, and closing deals, with a strong focus on acquiring new clients.
• Achieve or surpass sales quotas, including securing at least one qualified new client every quarter.
• Collaborate with channel sales teams to ensure a minimum of five deal registrations each quarter.
• Facilitate expansion discussions with current clients, identifying their objectives, budget constraints, and key decision-makers.
• Represent Verkada at various marketing events, executive briefings, and industry conferences to enhance the company's market visibility.
• Provide regular account reviews, quarterly business updates, and precise revenue forecasts to stakeholders.
• Be prepared to travel over 50% of the time, including both domestic and occasional international travel.

Requirements

• A minimum of 5 to 10 years of experience in technology sales, either in software or hardware, with a proven history of developing greenfield territories and closing new business deals.
• A track record of success in selling intricate technical solutions, supported by awards or strong references.
• A proactive, hunter mentality with a demonstrated ability to prospect, displace existing vendors, and secure major accounts.
• Experience navigating lengthy, multi-stakeholder sales cycles typical in government and educational procurement processes.
• Exceptional relationship-building capabilities with local government agencies, educational institutions, solution partners, and resellers.
• Self-motivated and confident, with the ability to manage your own sales pipeline through consistent outreach efforts.
• Strong verbal and written communication skills for effective interaction with customers, partners, and internal teams.
• Ability to excel in a fast-paced environment and maintain a sense of urgency in all tasks.
• Must reside within the Washington territory and be able to maintain a regular in-field presence multiple days each week.

Nice to have

• At least 2 years of experience selling technical products to public sector clients, particularly in local government or educational settings.
• Experience working with internal channel partner teams to facilitate sales through resellers.
• Familiarity with security software or hardware, computer networking, subscription models, SaaS, or cloud-based platforms.
• Proficient understanding and application of the MEDDIC sales methodology or similar frameworks.
• A Bachelor's degree in a relevant field.

Skills & tools

• Expertise in territory planning and developing new accounts in a greenfield environment.
• Proficient in complex solution selling within public sector contexts.
• Ability to collaborate effectively with channel partners.
• Familiarity with MEDDIC or comparable qualification methodologies.
• Skills in creating compelling presentations and proposals.
• Competence in revenue forecasting and managing sales pipelines.

Practical notes

• Candidates must have independent authorization to work in the United States; visa sponsorship is not available for this role.
• Compensation may include various sales incentives, discretionary bonuses, and equity options in the form of restricted stock units.
• Benefits package includes comprehensive medical, vision, and dental coverage nationwide, with full premium coverage for employees under at least one plan and 80% for family plans.
• Health Savings Account (HSA) with employer contributions and Flexible Spending Account (FSA) options are available.
• Additional benefits include paid parental leave, fertility assistance, mental health resources, flexible paid time off, personal sick days, and extended company holidays.
• Employees will receive a professional development stipend, wellness and fitness benefits, daily lunches, and commuter benefits.