Who is Flock?
Flock Safety is an all-in-one technology solution to eliminate crime and keep communities safe. Our intelligent platform combines the power of communities at scale - including cities, businesses, schools, and law enforcement agencies - to shape a safer future together. Our full-service, maintenance-free technology solution is trusted by communities across the country to help solve and deter crime in the pursuit of safer communities for everyone.
Our holistic public safety platform is comprehensive and intelligent, providing the actionable evidence needed to solve, deter and reduce crime across neighborhoods, schools, businesses and entire cities. Without compromising transparency or privacy, we are turning unbiased data into objective answers.
Flock strives to offer a career-defining experience where you can also make an impact on your community. While safety is a serious business, we are a supportive team that is optimizing the remote experience to create strong and fulfilling relationships even when we are physically apart. Our group of hard-working employees thrive in a positive and inclusive environment, where a bias towards action is rewarded.
We have raised over $500M in venture capital from investors including Tiger Global, Andreessen Horowitz, Matrix Partners, Meritech Capital Partners, and Initialized Capital. Now surpassing a $5.5B valuation, Flock is scaling intentionally and seeking the best and brightest to help us meet our goal of reducing crime in the United States by 25% in the next three years.
The Opportunity
Are you a self-motivated sales professional that wants to make money selling an innovative technology while also solving crime? If you thrive in a competitive, fast-paced, and mission-driven environment, this is a game-changing opportunity for you. Flock is looking to add a Account Executive - Public Sector Local (internally known as the Territory Sales Manager, Local Markets position) to our growing Law Enforcement sales team. This person will play a key role in helping Flock grow, managing the entire sales process (prospecting, qualifying, positioning, closing, and supporting client onboarding) from beginning to close.
At full ramp, achieve $200K in closed-won revenue per quarter while generating $600K in new pipeline, with a primary focus on net new logo acquisition across both net new and existing customer accounts. Successfully manage 200-300 target accounts by driving high activity and strategic outreach efforts, resulting in 3 net new meetings per week and 7 total meetings per week. Maintain a clean and accurate pipeline of 20-30 active opportunities per quarter in a high-growth, fast-paced environment.
This is a fully remote position.
Outcomes
Revenue Generation
Close $200K in revenue per quarter (quarterly quota) through new and existing customers.
Build and maintain a healthy pipeline of at least $600K per quarter, ensuring consistent opportunity flow.
Account Engagement & Strategic Outreach
Touch at least 25 accounts per week with meaningful activity (emails, calls, meetings, etc.).
Conduct strategic outreach to key decision-makers (Chiefs, Sheriffs, etc) in target accounts, ensuring you are “getting to power” in the organization.
Meeting Goals
Run at least 7 customer meetings per week, 3 of which need to be initial discovery meetings with new prospects or new contacts within existing accounts.
Pipeline Management
Maintain a clean and accurate pipeline in Salesforce/Clari across (on average) 20-30 qualified opportunities at any given time.
Ensure that pipeline stages, next steps, and close dates are consistently updated and reflective of the deal’s actual status.
Adaptability & Creativity in a High-Growth Environment
Demonstrate the ability to operate effectively within a fast-growing, high-ambiguity segment of the business, using creative problem-solving and a proactive approach to uncover and address customer pain points.
The Skillset
Sales Execution
Proven ability to hit and exceed sales quotas in a fast-paced, high-growth environment with a minimum of 2 years of full cycle sales experience.
Expertise in full-cycle sales, from prospecting to closing, with a track record of driving $200K+ in quarterly revenue.
Strategic Prospecting & Outreach
Skilled at targeting key decision-makers within accounts and using personalized outreach strategies to open new opportunities.
Experience with multi-threaded account penetration and navigating complex B2B sales cycles.
Pipeline & Opportunity Management
Ability to manage a pipeline of 20-30 opportunities simultaneously, ensuring accuracy and cleanliness in Salesforce/Clari.
Proficiency in forecasting and managing deal progression to maintain a high-velocity sales process.
Communication & Relationship Building
Strong ability to build relationships and trust with key stakeholders, from managers to C-level executives.
Excellent verbal and written communication skills, particularly in conveying complex software solutions.
Adaptability & Problem Solving
Comfortable working in a high-ambiguity, rapidly changing environment, using creativity to find new approaches for engaging prospects.
Demonstrated ability to pivot strategies and adapt to new processes, targets, or changes in the market.
Feeling uneasy that you haven’t ticked every box? That’s okay; we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day.
90 Days at Flock
We are a results-oriented culture and believe job descriptions are a thing of the past. We prescribe to 90 day plans and believe that good days, lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired as a Territory Sales Manager, Local Markets.
The First 30 Days
Learn the market, understand existing customers, meet your peers, understand LE use cases, develop expertise in your industry in order to see success in your territory.
Pass your Demo Certification to receive your Book of Accounts.
Outbound activity outside of your normal required training and courses.
The First 60 Days
Build your territory and drive pipeline through outbound, LE referrals, and your territory.
Join CSM calls, set up weekly 1:1s with Director, and other internal cross-functional bi-weekly meetings.
In-person shadowing, creating 16+ opportunities, and close your first deal.
90 Days & Beyond
Maintain accurate forecasting, weekly and bi weekly checkins with your Director and cross-functional teams.
Meet with a current customer for a ride along, a community liaison officer, and dispatcher.
Complete meetings with net new logos, create 20+ opportunities, and close 7 deals.
The Interview Process
We want our interview process to be a true reflection of our culture: transparent and collaborative. Throughout the interview process, your recruiter will guide you through the next steps and ensure you feel prepared every step of the way.
Our First Chat: During this first conversation, you’ll meet with a recruiter to chat through your background, what you could bring to Flock, what you are looking for in your next role, and who we are.
The Hiring Manager Interview: You will meet with your potential future boss to really dive into the role, the team, expectations, and what success means at Flock. This is your chance to really nerd out with someone in your field.
The Executive Review: A chance to meet an executive and view Flock from a different lens. Be prepared to ask well-thought-out questions about the company, culture, and more.
The Technical Assessment: Our technical assessments seek to test the hard skills required to do the job. You will run a mock discovery call with the objective to build interest and show enough value to close us. You will also be given time to to showcase a successful deal you’ve closed and walk them through from start to finish. Your recruiter will ensure you are fully prepared for your big day.
The Perks
💰Salary & Equity: In this role, you’ll receive a base salary of $75,000 and OTE of $182,000 stock options, and uncapped commissions!
🌴Flexible PTO: We seriously mean it, plus 11 company holidays and your birthday off!
⚕️Fully-paid health benefits plan for employees: including Medical, Dental, and Vision and an HSA match.
👪Family Leave: All employees receive 12 weeks of 100% paid parental leave. Birthing parents are eligible for an additional 6-8 weeks of physical recovery time.
🍼Fertility & Family Benefits: We have partnered with Maven, a complete digital health benefit for starting and raising a family. In 2024, Flock will provide a $ 50,000-lifetime maximum benefit related to eligible adoption, surrogacy, or fertility expenses.
🧠Mental Health: All employees receive an annual subscription to Headspace.
💖Caregiver Support: We have partnered with Cariloop to provide our employees with caregiver support
💚ERGs: We want all employees to thrive and feel like they belong at Flock. We offer three ERGs today - Women of Flock, Flock Proud, and Melanin Motion. If you are interested in talking to a representative from one of these, please let your recruiter know.
💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions.
💻WFH Stipend: $150 per month to cover the costs of working from home.
📚Productivity Stipend: $250 per year to use on Audible, Calm, Masterclass, Duolingo, Grammarly and so much more.
🏠Home Office Stipend: A one-time $750 to help you create your dream office.
🐾Pet Insurance: We’ve partnered with Pumpkin to provide insurance for our employee’s fur babies.
Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together.
If you need assistance or an accommodation due to a disability, please email us at [email protected]. This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process.
At Flock Safety, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, as well as market indicators. The range above is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future. This job posting may span more than one career level.
