Enterprise Account Executive (SLED)

Enterprise Account ExecutiveVerkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.We've got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation, more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it.You can look at all kinds of communities to see our platform's impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that's alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We're rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries.About The RoleWe are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the State, Local (municipalities of 250k+ populace and city gov with 500k+ populace) and Education (10k students +) (SLED) market. This person will join a growing Public Sector Field Sales team and will cover Mississippi and Alabama 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.With Verkada's consistent year over year growth, now is the perfect time to join the sales team. This is an outstanding career option for an enthusiastic sales professional looking to further their career in a fast paced dynamic environment while also being part of a rapidly growing start-up.This position reports to the Regional Sales Director (Enterprise, South Central - SLED).What You'll DoDevelop and implement a comprehensive territory planManage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales. This includes prospecting and outreach to new SLED business opportunities providing product demos, product trials, and strategic negotiations with customers and channel partnersMeet or exceed individual targets and contribute to the overall team and company success. Proven ability to proactively penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logoInitiate and manage expansion discussions to drive customer retention. This includes identifying customers' goals and requirements, including budgetary constraints and key decision makersDevise a comprehensive customer acquisition strategy and partner with Verkada's channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarterDrive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligenceGain an in-depth and detailed understanding of Verkada's business and products to confidently sell to states, cities, counties, education agencies and special districts within your territoryCreate effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreementsProvide account analysis, quarterly business reviews, and accurate revenue forecastsThis role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaborationWhat You Bring5-10+ 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, Local Government, Municipalities) is a plusProven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)Willingness to have a strong field presence multiple days per week; Must live in territory & willingness to travel up to 50%Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbentsCustomer-focused with extensive experience developing customer relationships within SLED accounts. This includes relationships with Government Agencies, Higher Education Institutions, Solutions Partners, and ResellersExperience managing longer, complex sales cycles This includes navigating the complexity of multiple buying stakeholders and the nuances of government and education buyingExperience collaborating with an internal channel partner team to sell through and with channel partners is a plusRelevant software or hardware industry experience in any of the following domains; security software or hardware, computer networking and "how the internet works", subscription, SaaS, or Cloud software is a plusStrong knowledge and execution of MEDDIC is highly preferredSelf-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expectedIntellectually curious High IQ, EQ and self-awarenessExcellent communication skills (verbal and written) with peers, customers, and partnersThrive working in a fast paced dynamic environment with a strong sense of urgencyBS/BA degree strongly preferredUS Employee BenefitsVerkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plansNationwide medical, vision and dental coverageHealth Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving optionsExpanded mental health supportPaid parental leave policy & fertility benefitsTime off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick timeProfessional development stipendWellness/fitness benefitsHealthy lunches provided dailyCommuter benefitsAdditional InformationYou must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.Pay DisclosureAt Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity . This estimate can vary based on the factors described above, so the actual starting base pay may be above or below this range. Base pay is also just one component of Verkada's total rewards package. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of Restricted Stock Units (RSUs).Estimated Hourly Pay Range $220,000 —$300,000 USDAnnual Pay RangeAt Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)Below is the annual on-target earnings (OTE) range for full-