Director of Sales, RTA Major Accounts - Axon
San Francisco Bay Area, CA
About the Job
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 selling to our largest law enforcement agencies. 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 to solve real-time operations. You'll play a crucial role in defining how Axon's solutions can best serve our customers in this dynamic landscape, acting as a bridge between our customers and our product team. This role will involve close collaboration with marketing, professional services, and sales stakeholders to drive new product sales and foster strong relationships with key customers.
Key Responsibilities:
- Sales Strategy Development: Create and implement effective sales strategies for new products, collaborating with cross-functional teams.
- Team Leadership: Lead, coach, hire, and inspire a team of overlay sales specialists, providing guidance to maximize their effectiveness in driving new product sales.
- Collaboration with Account Executives: Work closely with key account executives and their sales leaders to integrate new products into existing account plans and identify cross-selling opportunities.
- Stakeholder Relationship Management: Build and maintain strong relationships with law enforcement agencies, strategic resellers, and internal teams to ensure alignment and drive success.
- Market Analysis: Analyze market trends, competitive dynamics, and customer feedback to inform product positioning and sales strategies.
- Performance Accountability: Establish clear performance metrics and conduct regular performance reviews to drive accountability and results within the sales team.
- Sales Enablement Development: Partner with marketing and product management to create sales enablement materials, including presentations, collateral, and competitive analysis.
- Customer Advocacy: Act as the voice of the customer, providing insights and feedback to inform product roadmap and go-to-market decisions.
- Industry Trends: Stay current on industry trends and best practices in sales leadership and new product launches, continuously seeking improvement and innovation.
- Scalability Planning: Ensure proper scaling of the overlay sales team as products mature and sales goals increase.
Qualifications:
- Experience: 6-10+ years of demonstrated success in Technology Sales/Enterprise Software Sales/Government Sales, including 5+ years in a sales leadership role managing and growing teams with year-over-year quota attainment.
- Education: Bachelor's Degree required.
- Track Record: Proven ability to achieve measurable business results in a complex sales environment with a history of quantifiable success and quota achievement. Deep experience in fast-paced, high-growth environments.
- Cross-Functional Collaboration: Strong ability to work across business lanes to influence and drive success. Thrives in a team selling environment.
- Technical Knowledge: Solid understanding of Enterprise SaaS (Software as a Service) applications, IoT (Internet of Things), and UAV (Unmanned Aerial Vehicle i.e. Drones).
- Consultative Sales Experience: Proven experience managing consultative sales efforts with long sales cycles and complex buying processes.
- Stakeholder Navigation: Skilled in navigating complex sales processes involving multiple stakeholders.
- Communication Skills: Excellent coaching, writing, discovery, and presentation skills; proficient in SalesForce.com, MS Word, and MS Excel.
- Customer Focus: Passion for enhancing customer excellence and deepening customer relationships.
- Hands-On Contributor: Willingness to be a hands-on contributor to drive results.
- Travel Requirements: Willingness to travel 66%+ (Nationwide, with preference for candidates in the West).
- Additional Qualities:
- Strategic thinking and execution: Demonstrated ability to develop and implement effective go-to-market strategies, envision future trends, and solve complex business problems.
- Market leadership: Proven track record of driving product adoption and achieving market saturation, coupled with a strong understanding of business dynamics.
- Innovation and vision: Ability to anticipate market needs, introduce innovative solutions, and inspire others with a compelling vision for the future.
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 recruitingops@axon.com. Please note that this email address is for accommodation purposes only. Axon will not respond to inquiries for other purposes.
