Key Account Director

This is a fully remote position, open to applicants in Alabama, +22 more states.

📋 Description

• Lead a regional team of Key Account Leaders focused on sales to public safety agencies with personnel ranging from 1 to 40 sworn members.

• Recruit top talent, mentor them into proficient sales professionals, and ensure their retention.

• Oversee deal strategies and actively engage in competitive pursuits and customer meetings.

• Develop territory, maintain pipeline discipline, and establish accurate forecasting.

• Evaluate conversion rates, cycle times, stage velocities, and activity quality to inform strategic interventions.

• Identify small-city agencies with greater upmarket potential and direct them to suitable sales teams.

• Demonstrate and coach the application of AI tools in territory management and sales activities.

• Set benchmarks for competitive selling against established platforms and challengers.

• Manage regional hiring processes, talent pipelines, structured interviews, onboarding, and accountability for ramp-up times.

• Conduct one-on-ones, deal reviews, demonstrations, customer meetings, and executive discussions.

• Guide strategies on point-of-view (POV), early requirement shaping, differentiation, displacement, and account defense.

• Foster the application of MEDDPICC rigor, channel fluency, and honest forecasting.

• Create AI workflows for customer research, call preparation, RFP responses, and pipeline analysis.

• Take ownership of territory and quota design, career discussions, retention strategies, and obstacle resolution.

• Manage regional pipeline coverage, accuracy in forecasting, quarterly linearity, and performance evaluations.

• Collaborate with the Channel team on partner strategies, joint planning efforts, and deal structures.

• Act as the executive sponsor for significant competitive pursuits.

• Provide insights on customer needs, competitive intelligence, and product gaps to Marketing and Product teams.

• Coordinate both direct and partner sales initiatives.

• Work alongside Mid-City and T1200 leaders on routing, shared credit, and customer transitions.

⛳️ Requirements

• Minimum of 2 years in a first-line management role leading quota-carrying sellers.

• At least 4 years of experience in enterprise software, hardware, or SaaS sales.

• Proven track record of successfully closing complex deals involving multiple stakeholders.

• Demonstrated ability to recruit effective sales professionals.

• Structured hiring methodology with a strong ability to close candidates.

• A clearly articulated coaching approach supported by measurable success examples.

• Strong history of voluntary employee retention and a record of developing individuals into more significant roles.

• Experience in selling or leading teams targeting SLED customers.

• Familiarity with procurement mechanisms and budget and grant cycles.

• Proficient in selling with and through channel partners.

• Regular and systematic use of AI tools in daily operations.

• Experience in AI workflow, analysis, or tools developed or modified in the last two years that significantly enhanced work efficiency.

• Possess executive presence and demonstrate high personal integrity.

• Willingness to travel at least 50% of the time.

• Located in the East Region.

• Proven success in a fast-paced, high-volume sales environment.

• Proficient in data-driven coaching and funnel metrics management.

• Experience in creating or sustaining a repeatable sales process.

• Preferred: experience in the public safety sector, particularly in law enforcement, fire, or emergency management.

• Preferred: background in scaling a high-volume segment or building a team from a small foundation.

• Preferred: AI tool, analysis, or workflow that has been utilized by others.

• Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

• Preferred: background in UAV, robotics, or emerging technologies.

🏝️ Benefits

• Equity provided in the form of stock options.

• Comprehensive benefits package available.

• Relocation assistance may be offered for eligible positions.

• Group health insurance plans are included.

• Paid vacation time available.

• Sick leave provisions.

• Holiday pay offered.

• 401K savings plan included.