Federal Enterprise Account Executive (U.S. Navy)

We are seeking a driven Enterprise Account Executive to join our growing Federal Field Sales team and drive new business acquisition within assigned Federal U.S. Navy accounts. In this role, you will formulate and execute a territory strategy focused on greenfield penetration, net new business acquisition, enterprise expansion, and long-term revenue growth. This role will also serve as a senior business leader for Verkada's U.S. Navy market, combining deep knowledge of Navy missions, installations, leadership structures, acquisition processes, and modernization priorities with enterprise sales execution. Field-based role requiring regular presence with Navy customers and partners across the assigned territory.

Responsibilities

Develop and execute a comprehensive territory plan to prospect, manage, and close new Federal U.S. Navy business opportunities; Develop and execute a strategic Navy growth plan spanning CNIC, Navy Regions and installations, NIWC, NAVFAC, SSP, Fleet shore infrastructure, force protection, public safety, information technology, and other priority Navy organizations; Establish and maintain trusted relationships with senior Navy military and civilian leaders; Serve as a senior advisor to customers and the Verkada Federal team; Manage the full sales lifecycle from engagement through deployment and expansion; Lead complex opportunities involving senior-leader engagement, cybersecurity and authorization requirements, acquisition strategy, funding, and contracting; Partner with channel, integration, contracting, and technology partners; Meet or exceed revenue targets; Conduct account analysis, quarterly business reviews, and revenue forecasting; Drive market presence through customer engagements, executive briefings, demonstrations, and industry events; Identify operational champions, economic buyers, resource sponsors, and budget timelines; Mentor and educate Verkada teams on Navy organizational structure, culture, and acquisition practices; Help shape repeatable Navy use cases and reference architectures

Requirements

Significant leadership experience within or supporting the U.S. Navy, with demonstrated understanding of Navy operations, installations, organizational structure, senior leadership, resource processes, and mission requirements; Ability to obtain installation access and eligibility for a U.S. Government security clearance; Demonstrated success in enterprise sales, business development, technology commercialization, or strategic account leadership; Experience working within or selling to the U.S. Department of the Navy; Demonstrated ability to engage credibly with senior military and civilian leaders; Understanding of DoD and U.S. Navy requirements, PPBE, appropriations, and acquisition processes; Must be willing to travel up to 50% for customer-facing field activities; Must be independently authorized to work in the U.S.

Nice to have

Prior service as a senior Navy officer or senior civilian leader; experience at the O-6/Captain level or equivalent; Previous command or senior leadership experience within the Navy shore/installations enterprise; Existing credibility and professional relationships across Navy installation, regional, headquarters, operational, acquisition, and technical communities; Current or recently active security clearance; Prior quota-carrying sales experience; Deep understanding of the Navy shore and installation enterprise; Familiarity with Navy POM/FYDP planning; Experience navigating DoD cybersecurity, RMF/ATO, cloud adoption, and authorization requirements; Experience selling technology or complex solutions into the Federal market; Experience with MEDDPICC or similar methodologies; Experience selling SaaS, subscription, cloud software, networking, physical security, or related technical solutions; Experience collaborating with channel partners, integrators, and contracting partners; Ability to communicate complex technology to senior leaders without technical backgrounds; Ability to mentor teams and develop sales professionals; BS/BA degree

Benefits

Healthcare programs with premiums 100% covered for employee under at least one plan and 80% for family premiums under all plans; Nationwide medical, vision and dental coverage; 401(k) employer matching starting January 2027 (vests on 2-year anniversary); Health Savings Account (HSA) with annual employer contributions; Flexible Spending Account (FSA); Expanded mental health support; Paid parental leave policy and fertility benefits; Paid holidays, firmwide extended holidays, flexible PTO and personal sick time; Professional development stipend; Wellness/fitness benefits; Healthy lunches provided daily; Commuter benefits; Sales incentives, discretionary bonuses, and/or RSUs may apply