Key Account Director – Mid City

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 mid-sized public safety agencies with a workforce of 41 to 100 sworn personnel.

• Recruit talented individuals, mentor them into proficient sales professionals, and ensure their retention.

• Establish territory, pipeline, and forecasting discipline.

• Refine deal strategies and engage in competitive pursuits and field activities.

• Work collaboratively with peer Directors and teams in Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success.

• Demonstrate and mentor the application of AI tools for territory management and sales efforts.

• Oversee regional hiring processes, maintain a talent pipeline, conduct structured interviews, facilitate onboarding, and ensure accountability during ramp-up periods.

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

• Guide strategy development, early requirement shaping, differentiation tactics, displacement strategies, and account defense.

• Cultivate MEDDPICC rigor, channel fluency, and maintain forecast integrity.

• Create shared AI workflows for customer research, call preparations, RFP responses, and pipeline assessments.

• Manage team retention, career development paths, recognition initiatives, territory design, and quota setting.

• Take ownership of regional performance metrics, pipeline coverage, forecast precision, and quarterly revenue consistency.

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

• Serve as an executive sponsor for significant competitive pursuits.

• Provide regional customer insights, competitive intelligence, and identify product gaps to Marketing and Product teams.

⛳️ Requirements

• A minimum of 2 years of experience leading quota-carrying sales teams as a first-line manager, with documented team performance over the years.

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

• Proven track record in recruiting sales professionals, including a solid network, structured processes, and a strong ability to secure candidates.

• A clear coaching methodology with specific examples showcasing measurable improvements in employee performance.

• A strong history of voluntary retention and a record of promoting individuals into larger roles.

• Experience in selling or leading teams targeting SLED customers, with a solid understanding of procurement vehicles and budget and grant cycles.

• Proficient in selling with and through channel partners.

• Regular, systematic use of AI tools, with at least one workflow, analysis, or tool developed or modified within the last two years.

• Possess an executive presence when interacting with customer leadership and within the team, maintaining high personal integrity even under quota pressures.

• Willingness to travel at least 50% of the time and be based in the West Region.

• Familiarity with obtaining program approvals from councils or commissions.

• FAA Part 107 certification is required for specific roles; obtaining it within the first 60 days is highly recommended for all employees.

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

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

• Preferred experience in creating AI tools, analyses, or workflows for others to utilize.

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

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

• Preferred comfort in a fast-paced environment.

🏝️ Benefits

• Equity options in the form of stock options.

• Comprehensive benefits packages.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.