Key Account Director, Majors East

This is a fully remote position, open to applicants in Alabama, +21 more states.

📋 Description

• Lead a regional team of Key Account Leaders focused on selling to the largest public safety agencies across the nation.

• Recruit, train, and maintain a team of quota-carrying sales professionals.

• Develop a continuous talent pipeline for the region and implement a structured hiring process.

• Facilitate the onboarding and ramp-up of new Key Account Leaders.

• Conduct one-on-one meetings and deal reviews.

• Participate in demos, customer meetings, and executive discussions, providing actionable feedback.

• Guide the strategy for Proof of Value (POV), early requirement shaping, competitive positioning, displacement strategies, and account defense.

• Establish rigor around MEDDPICC, channel fluency, and forecasting discipline.

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

• Manage territory and quota design.

• Oversee regional pipeline coverage, forecast accuracy, quarter linearity, and related analyses.

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

• Serve as the executive sponsor for major competitive initiatives.

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

• Work in partnership 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.

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

• Proven track record of successfully closing complex, multi-stakeholder deals.

• Demonstrated ability to recruit successful sales professionals.

• Experience with a structured recruiting process and a strong ability to close candidates.

• Clearly articulated coaching methodology with measurable examples of employee improvement.

• Strong history of voluntary retention and a record of nurturing individuals into larger roles.

• Experience selling or leading teams targeting SLED customers.

• Familiarity with procurement vehicles and budget and grant cycles.

• Proficient in selling with and through channel partners.

• Daily, systematic use of AI tools.

• Developed or modified workflows, analyses, or tools within the last two years that have significantly improved work processes.

• Executive presence when engaging with customer leadership and within your team.

• High level of personal integrity, especially under quota pressure.

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

• Must be based on the East Coast.

• FAA Part 107 certification is strongly encouraged within the first 60 days for all employees and is required for certain positions.

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

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

• Preferred: experience with AI tools, analyses, or workflows utilized by others.

• Preferred: curiosity about 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.

• Preferred: adaptability in a fast-paced environment.

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits package available.

• Relocation assistance may be offered for eligible positions.

• Group health insurance plans provided.

• Paid vacation time available.

• Sick leave benefits included.

• Holiday pay offered.

• 401K savings plan available.

• Opportunity for regular, full-time employees to share in the company's success.