Federal Enterprise Account Executive - U.S. Navy

About the Role

We are seeking a driven Enterprise Account Executive to join our growing Federal Field Sales team and drive new business acquisition within assigned Federal U.S. Navy accounts. In this role, you will formulate and execute a territory strategy focused on greenfield penetration, net new business acquisition, enterprise expansion, and long-term revenue growth.
This role will also serve as a senior business leader for Verkada's U.S. Navy market, combining deep knowledge of Navy missions, installations, leadership structures, acquisition processes, and modernization priorities with enterprise sales execution.

The ideal candidate brings credibility and trusted relationships across the Department of the Navy and can engage senior military and civilian leaders on operational challenges, translate mission requirements into technology solutions, and help Verkada build and scale a long-term Navy business.

What You'll Do

• Develop and execute a comprehensive territory plan to prospect, manage, and close new Federal U.S. Navy business opportunities.
• Develop and execute a strategic Navy growth plan spanning CNIC, Navy Regions and installations, NIWC, NAVFAC, SSP, Fleet shore infrastructure, force protection, public safety, information technology, and other priority Navy organizations.
• Establish and maintain trusted relationships with senior Navy military and civilian leaders, installation commanders, regional leadership, program offices, technical organizations, contracting organizations, and resource sponsors.
• Serve as a senior advisor to customers and the Verkada Federal team by translating Navy operational requirements, installation challenges, modernization priorities, and acquisition constraints into executable business strategies.
• Manage the full sales lifecycle from initial engagement and requirements development through product trials, technical validation, contract negotiations, deal closure, deployment, and expansion.
• Lead complex opportunities involving senior-leader engagement, cybersecurity and authorization requirements, acquisition strategy, funding, contracting, deployment, and enterprise expansion.
• Partner with channel, integration, contracting, and technology partners to develop and execute strategic Navy opportunities and scalable routes to market.
• Meet or exceed revenue targets by developing new Navy opportunities, expanding strategic accounts, and building long-term enterprise programs.
• Conduct account analysis, quarterly business reviews, and provide accurate revenue forecasting.
• Drive market presence through targeted customer engagements, executive briefings, demonstrations, industry events, conferences, and strategic forums.
• Identify operational champions, economic buyers, resource sponsors, acquisition stakeholders, technical authorities, and budget timelines required to move opportunities from pilot or installation-level requirements to regional and enterprise-scale adoption.
• Mentor and educate Verkada sales, engineering, product, channel, and leadership teams on Navy organizational structure, culture, mission priorities, acquisition practices, and customer engagement.
• Help shape repeatable Navy use cases and reference architectures across installation security, force protection, airfields, waterfronts, infrastructure, quality of life, and other shore-enterprise missions.
• Travel up to 50% for customer meetings, site visits, industry events, partner engagements, and other field-based activities.

What You Bring

• Significant leadership experience within or supporting the U.S. Navy, with demonstrated understanding of Navy operations, installations, organizational structure, senior leadership, resource processes, and mission requirements.
• Prior service as a senior Navy officer or senior civilian leader strongly preferred; experience at the O-6/Captain level or equivalent is highly desirable.
• Previous command or senior leadership experience within the Navy shore/installations enterprise strongly preferred, particularly service as an installation commanding officer, executive officer, regional leader, or equivalent senior installation-management position.
• Existing credibility and professional relationships across Navy installation, regional, headquarters, operational, acquisition, and technical communities strongly preferred.
• Ability to obtain installation access and eligibility for a U.S. Government security clearance required; current or recently active clearance preferred where applicable to the role.
• Demonstrated success in enterprise sales, business development, technology commercialization, or strategic account leadership. Prior quota-carrying sales experience strongly preferred, but equivalent experience building complex government programs, developing requirements, and influencing senior stakeholders will be considered.
• Experience working within or selling to the U.S. Department of the Navy, with a strong understanding of organizations, missions, requirements, and decision-making processes.
• Demonstrated ability to engage credibly with senior military and civilian leaders, including installation commanders, Flag Officers, SES leaders, program executives, technical authorities, contracting officials, and resource sponsors.
• Deep understanding of the Navy shore and installation enterprise, including CNIC, Navy Regions, installation commands, NAVFAC, NIWC, SSP, force protection/public safety, N6/IT organizations, facilities and infrastructure organizations, and supporting acquisition and resource-management communities.
• Understanding of DoD and U.S. Navy requirements, PPBE, appropriations, and acquisition processes, including O&M, procurement, MILCON/FSRM, and common Federal and DoD contracting vehicles.
• Familiarity with Navy POM/FYDP planning and the ability to help mature installation-level requirements into regional, enterprise, or programmatic opportunities strongly preferred.
• Experience navigating DoD cybersecurity, RMF/ATO, cloud adoption, and authorization requirements strongly preferred.
• Prior leadership experience supporting Navy installation operations, force protection, physical security, infrastructure, airfield or waterfront operations, emergency management, technology modernization, or quality-of-life missions strongly preferred.
• Experience selling technology or complex solutions into the Federal market preferred. Candidates with significant Navy leadership experience and demonstrated commercial, business-development, or customer-facing experience will also be considered.
• Entrepreneurial and mission-driven mindset with demonstrated ability to create opportunities, establish trusted relationships, challenge the status quo, develop new requirements, and navigate complex government buying cycles.
• Experience with MEDDPICC or similar enterprise opportunity-management methodologies preferred; ability to identify mission pain, champions, decision criteria, economic buyers, funding sources, acquisition paths, and competitive positioning required.
• Experience selling SaaS, subscription, cloud software, networking, physical security, or related technical solutions preferred.
• Experience collaborating with channel partners, integrators, and contracting partners to co-sell and drive partner-enabled revenue preferred.
• Proven ability to communicate complex technology in mission-focused language to senior leaders who may not have technical backgrounds.
• Demonstrated ability to mentor teams, develop sales professionals, and help internal stakeholders understand Navy culture, customers, missions, and decision processes.
• BS/BA degree preferred.
• Must be willing to travel up to 50% for customer-facing field activities.
• Field-based role requiring regular presence with Navy customers and partners across the assigned territory. Location within a major Navy/Federal market strongly preferred.

Estimated Annual Pay Range 225000 - 320000 USD