Enterprise Account Executive Muni

About the Role

We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the municipalities of 250k+ populace. This person will join a growing Public Sector Field Sales team and will cover Virginia/DC/Maryland 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.

This position reports to the Regional Sales Director (Enterprise, South Central - SLED).

• 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 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 partners.
• Meet 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 logo.
• Initiate and manage expansion discussions to drive customer retention, 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 through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence.
• Gain 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 territory.
• Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements.
• Provide account analysis, quarterly business reviews, and accurate revenue forecasts.
• Regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed.

• 5-10+ 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 plus.
• Proven 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 incumbents.
• Customer‑focused with extensive experience developing customer relationships within SLED accounts, including relationships with Government Agencies, Higher Education Institutions, Solutions Partners, and Resellers.
• Experience managing longer, complex sales cycles, navigating the complexity of multiple buying stakeholders and the nuances of government and education buying.
• Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus.
• Relevant 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 plus.
• Strong knowledge and execution of MEDDIC is highly preferred.
• 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…