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Full-Time

Enterprise Account Executive

Pittsburgh, Sled

Posted on 8/19/2024

Verkada

Verkada

1,001-5,000 employees

Provides integrated security solutions for enterprises

Enterprise Software
Cybersecurity

Compensation Overview

$175k - $280kAnnually

+ Sales Incentives + Discretionary Bonuses + Equity (RSUs)

Senior, Expert

Pittsburgh, PA, USA

Category
Field Sales
Sales & Account Management
Required Skills
Sales
Communications
Marketing
Requirements
  • 5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business; 2+ years selling technical solutions or products to the Public Sector (SLED, Local Government, Municipalities) is a plus
  • Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)
  • Willingness to have a strong field presence multiple days per week; Must live in territory & Willingness to travel up to 50%
  • Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents
  • Customer-focused with extensive experience developing customer relationships within SLED accounts. This includes relationships with Government Agencies, Higher Education Institutions, Solutions Partners, and Resellers
  • Experience managing longer, complex sales cycles. This includes navigating the complexity of multiple buying stakeholders and the nuances of government and education buying
  • Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus
  • Relevant software or hardware industry experience in any of the following domains; security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus
  • Strong knowledge and execution of MEDDIC is highly preferred
  • Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected
  • Intellectually curious High IQ, EQ and self-awareness
  • Excellent communication skills (verbal and written) with peers, customers, and partners
  • Thrive working in a fast paced dynamic environment with a strong sense of urgency
  • BS/BA degree strongly preferred
Responsibilities
  • Dedicate at least 50% of your time to field-based sales activities away from the workplace, including customer meetings, site visits, and relationship-building.
  • Develop and Implement a comprehensive territory plan
  • Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales. This includes prospecting and outreach to new SLED business opportunities providing product demos, product trials, and strategic negotiations with customers and channel partners
  • Meet or exceed individual targets and contribute to the overall team and company success. Proven ability to proactively penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logo
  • Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers
  • Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarter
  • Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence
  • Gain an in-depth and detailed understanding of Verkada’s business and products to confidently sell to states, cities, counties, education agencies and special districts within your territory
  • Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements
  • Provide account analysis, quarterly business reviews, and accurate revenue forecasts

Verkada offers security solutions for businesses, focusing on hybrid cloud video surveillance, access control systems, and environmental sensors. Their video surveillance combines on-site cameras with cloud storage for secure and accessible footage, while the access control system provides insights into facility access. Verkada's products are designed to be easy to manage and scalable, catering to the needs of enterprise clients. The company aims to enhance security management and ensure the safety of assets and people through a combination of hardware sales and subscription-based software services.

Company Stage

Series D

Total Funding

$444.3M

Headquarters

San Mateo, California

Founded

2016

Growth & Insights
Headcount

6 month growth

9%

1 year growth

14%

2 year growth

61%
Simplify Jobs

Simplify's Take

What believers are saying

  • Verkada's rapid international expansion, including into the DACH region, indicates strong market demand and growth potential.
  • The launch of AI-powered search capabilities enhances the efficiency and effectiveness of their security solutions, making them more attractive to enterprise clients.
  • Partnerships with organizations like The 'I Love U Guys' Foundation and HiveWatch demonstrate Verkada's commitment to community safety and innovative security solutions.

What critics are saying

  • The enterprise security market is highly competitive, with major players like Cisco and Honeywell posing significant threats.
  • Rapid expansion and numerous integrations may lead to operational challenges and potential service disruptions.

What makes Verkada unique

  • Verkada's hybrid cloud approach combines on-site hardware with cloud-based storage, offering a unique blend of security and accessibility that many competitors lack.
  • The seamless integration of video surveillance with access control systems provides a comprehensive security solution that is more cohesive than standalone products.
  • Achieving FedRAMP Ready status highlights Verkada's commitment to high security standards, making it a trusted choice for public sector clients.

Benefits

Generous company paid medical, dental & vision insurance coverage

Unlimited paid time off & 11 companywide paid holidays

Wellness allowance

Commuter benefits

Healthy lunches and dinners provided daily

Paid parental leave policy & fertility benefits

INACTIVE