Key Account Director, West

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

📋 Description

• Lead a regional team of Key Account Leaders focused on selling to public safety agencies with 101 to 550 sworn personnel.

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

• Enhance deal strategies and participate in field activities for competitive initiatives.

• Develop territory, manage pipeline, and maintain forecast discipline.

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

• Model, coach, and hire for the effective utilization of AI tools.

• Oversee regional hiring processes, talent pipeline management, candidate evaluation, onboarding, and ramp-up.

• Conduct one-on-ones, deal reviews, demos, customer meetings, and executive discussions.

• Coach on POV strategy, early requirement shaping, product differentiation, displacement strategies, and account defense.

• Foster MEDDPICC discipline, channel fluency, and honest forecasting.

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

• Enhance retention through clear expectations, development pathways, and recognition programs.

• Manage territory and quota design.

• Facilitate career discussions and eliminate obstacles for the team.

• Oversee regional pipeline coverage, forecast accuracy, quarterly linearity, and analysis.

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

• Serve as executive sponsor for significant competitive pursuits without taking control of the deal.

• Share customer insights, competitive intelligence, and product gaps with Marketing and Product teams.

• Engage in a structured interview process that includes leadership deep dives, AI working sessions, public safety market panels, references, and independent interviewer evaluations.

⛳️ Requirements

• Minimum of 3 years leading quota-carrying sellers in a first-line management role.

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

• Proven success in closing complex, multi-stakeholder deals.

• Demonstrated ability to recruit sales professionals, along with a strong network and structured hiring process.

• A clearly defined coaching methodology with measurable examples of employee development.

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

• Experience in selling to or leading teams focused on SLED customers.

• Familiarity with procurement vehicles and budget/grant cycles.

• Proficiency in selling with and through channel partners.

• Daily and systematic application of AI tools.

• Development of at least one workflow, analysis, or tool in the past two years that has significantly enhanced individual or team performance.

• Executive presence when engaging with customer leadership and internal teams.

• High personal integrity under quota pressure.

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

• Located in the Western and Central U.S. region.

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

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

• Preferred: experience developing AI tools utilized by others.

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

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

• Must draft your own resume; AI refinement is allowed.

• Must utilize personal AI tools during the working-session interview.

• Must refrain from using AI tools during conversational interviews.

• For U.S. positions, employment eligibility will be verified using E-Verify.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Company-sponsored health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Relocation assistance may be available for eligible positions.

• An inclusive and multidisciplinary work environment.