Key Account Director, Corrections

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee a nationwide team of Key Account Leaders focused on sales to State Departments of Corrections and state-funded Port Authorities.

• Recruit, onboard, and train Key Account Leaders to ensure effective ramp-up.

• Conduct one-on-one meetings and deal evaluations to enhance decision-making skills.

• Participate in demonstrations, customer interactions, and executive discussions, providing valuable feedback.

• Mentor on competitive selling techniques, point of view strategy, requirements shaping, differentiation, displacement, and account defense.

• Establish MEDDPICC discipline, channel fluency, and maintain forecast integrity.

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

• Develop retention strategies, career development paths, and recognition initiatives.

• Take ownership of territory and quota design.

• Manage segment pipeline coverage, forecast accuracy, quarterly linearity, and perform analyses.

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

• Serve as the executive sponsor for significant competitive initiatives.

• Convey customer insights, competitive intelligence, and product gaps to the Marketing and Product teams.

• Organize and attend national growth events, including CLA and ACA.

• Engage in cross-functional collaboration with Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success.

⛳️ Requirements

• A minimum of 3 years of experience leading quota-carrying sales teams as a first-line manager, with a record of year-on-year team performance.

• At least 4 years of overall experience in enterprise software, hardware, or SaaS sales, with proven success in closing complex, multi-stakeholder deals.

• Proven track record in recruiting sales professionals, with a robust network and a structured hiring process.

• Clearly defined coaching methodology with examples demonstrating measurable improvements in employee performance.

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

• Experience in selling to or managing teams targeting SLED customers, with an understanding of procurement processes and budget and grant cycles.

• Experience in selling to or managing teams focused on State Department of Corrections customers, with knowledge of procurement and budget cycles.

• Proficiency in selling with and through channel partners.

• Routine and systematic use of AI tools, with a workflow, analysis, or tool developed or modified within the last two years.

• Possess executive presence and high personal integrity when under quota pressure.

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

• This role can be based anywhere within the United States.

• Preferred qualifications include experience in public safety/corrections and established relationships in CLA/ACA.

• Preferred: experience in building a team from a small base.

• Preferred: AI tools, analysis, or workflows that are utilized by others.

• Preferred: a keen interest in agency budgets, airspace waivers, or aircraft autonomy.

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

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

• Applicants must draft their own resumes; AI assistance is allowed for refinement.

• Must utilize AI tools during the working session.

🏝️ Benefits

• Stock options as part of equity compensation.

• Comprehensive benefits package offered.

• Relocation assistance may be available for qualifying positions.

• Group health insurance options provided.

• Paid vacation time is included.

• Sick leave benefits available.

• Holiday pay is provided.

• 401K savings plan offered.