Key Account Director – Majors West

This is a fully remote position, open to applicants in Alaska, +23 more states.

📋 Description

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

• Recruit, mentor, retain, and develop sales professionals with quota responsibilities.

• Manage hiring processes for the region, encompassing talent acquisition, structured interviews, onboarding, and ramp-up.

• Conduct one-on-ones, deal reviews, product demonstrations, customer meetings, and discussions with executives.

• Provide coaching on competitive selling strategies, point of view (POV) tactics, requirement shaping, differentiation, displacement strategies, and account defense.

• Implement MEDDPICC rigor, channel fluency, honest forecasting, and AI-tool workflows into team operations.

• Take ownership of territory and quota design.

• Manage regional pipeline coverage, forecast accuracy, quarterly linearity, and overall regional performance.

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

• Act as the executive sponsor for major competitive pursuits.

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

• Work in partnership with Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success.

⛳️ Requirements

• Minimum of 3 years of experience leading quota-carrying sales teams as a frontline manager.

• At least 4 years of total 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.

• Structured recruiting process and capability to successfully close candidates.

• Clear coaching methodology with measurable examples of employee development.

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

• Experience in selling to or managing teams that target SLED customers.

• Familiarity with procurement processes and budget and grant cycles.

• Proficient in selling with and through channel partners.

• Regular, systematic use of AI tools.

• Developed or modified an AI workflow, analysis, or tool within the past two years that significantly enhanced work efficiency.

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

• High integrity under quota pressure.

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

• Based in the West Region.

• Preferred qualifications include experience in public safety, team-building, AI tool development, MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, Google Workspace, and emerging technology backgrounds such as UAVs or robotics.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Company-sponsored group health insurance plans.

• Paid vacation time.

• Sick leave benefits.

• Holiday pay.

• 401K savings plan.

• Relocation assistance may be available for eligible positions.

• Commission opportunities.