Key Account Director – Small City

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

📋 Description

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

• Recruit, mentor, retain, and develop sellers who carry quotas.

• Establish and maintain talent pipelines, implement structured hiring processes, and onboard new team members effectively.

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

• Provide coaching on competitive selling strategies, proof of value approaches, requirement shaping, differentiation tactics, displacement strategies, and account defense techniques.

• Cultivate a strong MEDDPICC framework, enhance channel fluency, ensure forecast accuracy, and leverage AI-enabled workflows.

• Manage territory and quota design, ensuring adequate pipeline coverage, accurate forecasting, and quarterly linearity.

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

• Act as the executive sponsor for significant competitive initiatives.

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

• Oversee account routing and shared credit arrangements with Mid-City and T1200 leaders.

• Travel extensively across the Western U.S. territory.

⛳️ Requirements

• Minimum of 2 years of experience leading quota-carrying sellers as a first-line manager, demonstrating year-on-year team attainment.

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

• Proven personal success in closing complex deals that involve multiple stakeholders.

• Demonstrated success in recruiting sellers and effectively closing candidates.

• Clear coaching methodology with measurable examples of employee development and improvement.

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

• Experience selling to or leading teams focused on SLED customers, with a solid understanding of procurement processes and budget and grant cycles.

• Proficiency in selling with and through channel partners.

• Regular, systematic use of AI tools; experience in developing workflows, analyses, or tools in the last two years.

• Strong executive presence and high personal integrity, especially under quota pressure.

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

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

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

• Experience in building or maintaining a repeatable sales process.

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

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

• Preferred: familiarity with AI tools, analyses, or workflows that have been utilized by others.

• Preferred: knowledge of 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 offered.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans included.

• Paid vacation time granted.

• Sick leave available.

• Holiday pay included.

• 401K savings plan offered.