Enterprise Account Executive (Washington)

We are seeking a hardworking, driven individual with superb energy, passion, and experience driving new business acquisition in the Corporate (all Non-SLED organizations with 2,000 - 20,000 employees) market. This person will join a growing Corporate Field Sales team and will cover a defined territory in the Pacific Northwest Region.

Responsibilities

Develop and implement a comprehensive territory plan; Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on generating net new business sales. This includes prospecting and outreach, providing product demos and trials, and engaging in strategic negotiations with customers and channel partners; Meet or exceed individual targets and contribute to the overall team and company success. This includes proactively penetrating greenfield accounts and achieving a quarterly quota of at least 2-3 qualified net new logos; Initiate and manage expansion discussions to drive customer retention. This includes identifying customers' goals and requirements, including budgetary constraints and key decision makers; Devise 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 quarter; Drive business growth and enhance market presence, and help enterprise organizations modernize their physical security solutions through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events, and physical security market knowledge/intelligence; Gain an in-depth and detailed understanding of Verkada's business and products, as well as the physical security market to confidently sell to C-level executives within Enterprise organizations; Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing, and contractual agreements; Provide account analysis, conduct quarterly business reviews, and generate accurate revenue forecasts; This 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 collaboration.

Requirements

5-10+ years quota carrying B2B software/hardware technology sales with a focus on building a greenfield territory and landing new business within an Enterprise organization; Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it); 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 incumbents; Willingness to have a strong field presence multiple days per week; Must live in the territory & be willing to travel up to 50%; A demonstrable track record of success managing longer, complex sales cycles and engaging with all levels from end users to business champions to C-level executives; Proven experience running a process-driven sales cycle; Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected; Intellectually curious High IQ, EQ, and self-awareness; Excellent communication skills (verbal and written) with peers, customers, and partners; Thrive working in a fast-paced, dynamic environment with a strong sense of urgency; Must live within Washington; You must be independently authorized to work in the U.S.

Nice to have

3+ years Enterprise sales is highly preferred; Experience selling to CIO/CTO/CISO/CFO leaders at Fortune 1000 companies is highly preferred; Experience collaborating with internal and external channel partner teams to sell through and with channel partners is a plus; Relevant software or hardware industry experience in security software, physical security, hardware, computer networking, subscription, SaaS, or Cloud software is a plus; Strong knowledge and execution of MEDDIC is highly preferred; BS/BA degree strongly preferred

Benefits

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 plans; Nationwide medical, vision, and dental coverage; Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax-saving options; Expanded mental health support; Paid parental leave policy & fertility benefits; Time off to relax and recharge through paid holidays, firmwide extended holidays, flexible PTO, and personal sick time; Professional development stipend; Wellness/fitness benefits; Healthy lunches provided daily; Commuter benefits