Director of Sales, RTA Major Accounts

Posted:
10/2/2024, 2:03:22 AM

Location(s):
California, United States ⋅ San Francisco, California, United States

Experience Level(s):
Expert or higher ⋅ Senior

Field(s):
Sales & Account Management

Workplace Type:
Remote

Join Axon and be a Force for Good.

At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and each other.

Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.

Company Overview

Axon Enterprise is a pioneering technology company dedicated to advancing public safety through innovative solutions. From body-worn cameras to cloud-based evidence management software, we empower law enforcement agencies worldwide with the tools they need to protect and serve their communities. As we continue to innovate and expand our product portfolio, we are seeking a Senior Director of Sales for New Products to lead our team of overlay sales specialists.

About Us

We are a company built on a foundation of core values:

  • Join Forces: We collaborate and support each other to achieve collective success.
  • Expect Candor: We value transparency and honest communication.
  • Aim Far: We set ambitious goals and strive to achieve them.
  • Win Right: We prioritize integrity and ethical practices in everything we do.
  • Own It: We take responsibility for our actions and strive for excellence.
  • Be Obsessed: We are passionate about what we do and dedicated to continuous improvement.


What You’ll Do

The Director of Sales, Majors Accounts will be instrumental in driving the success of our Real Time Awareness Product suite (Fusus and Air). Reporting directly to the Director of New Products, this strategic leader will oversee a team of overlay sales specialists who collaborate closely with our main key account executives. The ideal candidate will have a proven track record of sales leadership, a deep understanding of how to strategically sell new products, and a passion for advancing public safety through technology.


Location: Remote in the US, based in West Region (WA, CA, CO, AZ), near a major airport
Reports to: Director of New Products, Whitney Stern 
Direct Reports: 7 Account Executives who live remote across the West

Your Impact

Lead our Real Time Awareness overlay sales team on the west. Be on the front lines with our customer base and work with them on how they create the best solutions and practices to solve real-time operations. You will be helping to shape the future of what role Axon's solutions play in this ever-changing environment to ensure our customers are set up for success by being the connective tissue between our customers and our product team.

  • Develop and execute the sales strategy for new products, working closely with product, marketing, professional services, and sales stakeholders.
  • Lead, mentor, hire, and inspire a team of overlay sales specialists, providing guidance and support to maximize their effectiveness in driving new product sales.
  • Collaborate with key account executives and their sales leaders to integrate new products into existing account plans and identify cross-selling opportunities within our law enforcement customer base.
  • Build and maintain strong relationships with key stakeholders, including law enforcement agencies, strategic resellers, and internal teams, to ensure alignment and drive success.
  • Analyze market trends, competitive dynamics, and customer feedback to inform product positioning and sales strategies.
  • Drive accountability and results through the establishment of clear performance metrics and regular performance reviews for the sales team.
  • Partner with marketing and product management teams to develop sales enablement materials, including presentations, collateral, and competitive analysis.
  • Act as a champion for the voice of the customer, providing valuable insights and feedback to inform product roadmap and go to market decisions.
  • Stay current on industry trends and best practices in sales leadership and new product launches, continuously seeking opportunities for improvement and innovation.
  • Ensure proper scaling of each overlay team as the products begin to mature and sales goals increase.

What You Bring

  • 6-10+ years of combined, demonstrated successful Technology Sales/Enterprise Software Sales/Government Sales plus Management/Director/Field Director experience (5 years minimum).
  • 5+ years of progressive experience in a sales leadership role, ideally managing and growing teams of sales specialists YOY quota attainment.
  • A minimum of a Bachelor’s Degree
  • Proven track record of achieving measurable business results in a complex sales environment. Must demonstrate history of quantifiable success.
  • Proven ability to work cross-functionally across all business lanes to influence and drive team and company success.
  • Solid understanding of Enterprise SaaS applications, IoT, UAV; experience in a fast-paced, high growth business environments.
  • Experience managing consultative sales efforts with a long sales cycle model.
  • Experience with complex buying cycles and procurement.
  • Skilled at navigating complex sales process with multiple stakeholders.
  • Excellent coaching, writing, discovery and presentation skills; proficient in SalesForce.com, MS Word, MS Excel.
  • Passion for growing customer excellence and deepening customer relationships.
  • Comfortable and willing to be a hands-on contributor. 
  • Willingness to travel 66%+ (Geographic location: Nationwide but West preferred)
  • Additional Abilities/Qualities to look for: Developed GTM go-to-market strategies (start-up mindset); ability to sell the future, problem solver, solid business acumen, proven track record of selling products to market saturation over a period of time.

Benefits that Benefit You

  • Competitive salary and 401k with employer match
  • Discretionary paid time off
  • Paid parental leave for all
  • Medical, Dental, Vision plans
  • Fitness Programs
  • Emotional & Mental Wellness support
  • Learning & Development programs
  • And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

The Pay: The compensation for this role is made up of an uncapped commissions and a starting base pay between USD 120000 in the lowest geographic market and USD 180000 in the highest geographic market. On average, the national commissions target for this role is USD 250000. On-Target Earnings (OTE) for this role will be a combination of base pay and the commissions target for the role. The actual base pay is dependent upon many factors, such as: experience, training, transferable skills, work experience, business needs, and geographic market demands and often a combination of all these factors. Our benefits offer an array of options to help support you physically, financially and emotionally through the big milestones and in your everyday life. To see more details on our benefits offerings please visit www.axon.com/careers/benefits

Don’t meet every single requirement? That's ok. At Axon, we Aim Far. We think big with a long-term view because we want to reinvent the world to be a safer, better place. We are also committed to building diverse teams that reflect the communities we serve.

Studies have shown that women and people of color are less likely to apply to jobs unless they check every box in the job description. If you’re excited about this role and our mission to Protect Life but your experience doesn’t align perfectly with every qualification listed here, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

 

Important Notes

The above job description is not intended as, nor should it be construed as, exhaustive of all duties, responsibilities, skills, efforts, or working conditions associated with this job. The job description may change or be supplemented at any time in accordance with business needs and conditions.

Some roles may also require legal eligibility to work in a firearms environment.

Axon’s mission is to Protect Life and is committed to the well-being and safety of its employees as well as Axon’s impact on the environment. All Axon employees must be aware of and committed to the appropriate environmental, health, and safety regulations, policies, and procedures. Axon employees are empowered to report safety concerns as they arise and activities potentially impacting the environment.

We are an equal opportunity employer that promotes justice, advances equity, values diversity and fosters inclusion. We’re committed to hiring the best talent — regardless of race, creed, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations and ordinances — and empowering all of our employees so they can do their best work. If you have a disability or special need that requires assistance or accommodation during the application or the recruiting process, please email [email protected]. Please note that this email address is for accommodation purposes only. Axon will not respond to inquiries for other purposes.