Key Account Leader – Campus

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

📋 Description

• Manage a designated territory within a national sector of large universities and colleges that have their own police departments.

• Identify opportunities, oversee complete deal processes, and successfully close them to meet sales quotas.

• Create and implement a strategic territory plan.

• Report directly to the Key Account Director for Campus.

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

• Generate sales pipeline through outbound efforts, events, and partnerships.

• Identify institutions that are likely to change and influence their purchasing criteria.

• Manage deals through all stages: discovery, demonstration, proof of value, proposal, procurement, and final approval through award.

• Rigorously qualify opportunities using the MEDDPICC framework.

• Build consensus among stakeholders including chiefs, public safety vice presidents, general counsel, risk management, procurement, and student and faculty governance.

• Compete against existing platforms and challengers, including strategies for displacement and account defense.

• Develop business cases that are ready for procurement, legal, and community considerations.

• Partner with channel partners to sell and structure deals that secure customer approval.

• Align internal teams towards unified goals.

• Transition awarded customers to Mission Success while continuing to engage for account growth.

• Maintain accurate forecasts and clean pipeline data.

• Utilize AI tools daily for institutional research, call preparation, RFP responses, and pipeline analysis, ensuring human review prior to customer delivery.

• Share insights on competitive intelligence, product gaps, and purchasing trends with the team.

• Plan strategically around academic calendars and budget cycles.

• Utilize cooperative and system-wide contract vehicles to expedite award timelines.

• Assist in developing the Campus segment sales playbook.

⛳️ Requirements

• Minimum of 3 years of experience carrying an individual sales quota in enterprise software, hardware, or SaaS sales.

• Documented attainment that includes year-by-year performance, including years with missed targets and corrective measures taken.

• Proven success in managing full-cycle, multi-stakeholder deals from initial conversation to signed contract.

• History of building a personal sales pipeline and understanding sourced closed business.

• Disciplined approach to qualification and reliable forecasting.

• Proficient in selling alongside and through channel partners.

• Daily, systematic application of AI tools.

• At least one AI workflow, analysis, or tool developed or modified in the past two years that has measurably enhanced performance.

• Ability to engage with institutional leadership and maintain high personal integrity under sales pressure.

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

• Residing in the NW, SE, NE, or SW regions of the United States.

• Experience in selling to institutional clients with extensive buying committees, such as those in higher education, healthcare, or government sectors.

• Preferred: experience in higher education or public safety, including law enforcement, fire, or emergency management sectors.

• Preferred: experience selling to public universities or similar public institutions, with an understanding of procurement and budget cycles.

• Preferred: familiarity with AI tools utilized by others and the ability to discuss initial limitations.

• Preferred: capability to explain non-sales topics in accessible language and quick learning ability.

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

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

• Comfortable in a fast-paced environment.

• For positions in the United States, employment eligibility is verified through E-Verify.

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits package available.

• Relocation assistance may be provided for qualifying positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave benefits.

• Holiday pay provided.

• 401K savings plan available.

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