Regional Sales Director (Enterprise, Southwest - SLED)

Verkada
$240,000-$330,000 USD
flexible benefit account, parental leave, paid holidays, sick time
United States, Arizona, Phoenix
Nov 11, 2024
Who We Are Verkada is a leader in cloud-based B2B physical security. Verkada offers six product lines - video security cameras, access control, environmental sensors, alarms, workplace and intercoms - integrated with a single cloud-based software platform. Designed with simplicity and scalability in mind, Verkada gives organizations the real-time insight to know what could impact the safety and comfort of people throughout their physical environment, while empowering them to take immediate action to minimize security risks, workplace frustrations and costly inefficiencies. Founded in 2016 with more than $460M in funding raised to date, Verkada has expanded rapidly with 16 offices across three continents, 2,100+ full-time employees and 28,000+ customers across 70+ countries. We are looking for a hardworking and driven Regional Sales Director, Enterprise - SLED in the Southwest (Preferably Phoenix, Arizona) who brings exceptional energy, passion, and a hands-on approach to driving new business acquisition and revenue growth in the public sector (State, Local and Education). This role will cover the southwest and will be vital in helping Verkada achieve our growth and revenue objectives by executing a strategic sales plan. Our ideal candidate resides in either Phoenix or Salt Lake City. This position reports to the Regional Vice President (Enterprise, West - SLED) You Will: Lead a team of Regional Sales Directors and Enterprise Account Executives in the pursuit of uncovering and developing new opportunities, managing pipeline, executing on account strategies, and managing customer growth. Dedicate at least 50% of your time to field-based sales activities away from the workplace, including customer meetings, site visits, and relationship-building, in partnership with your Enterprise Account Executives. Achieve and surpass quarterly and annual revenue targets that align with and contribute to the organization's overall revenue goals. Willingness to "roll up your sleeves" with Enterprise Account Executives, actively participate in their deals and maintain a robust field presence alongside them. Oversee and manage individual targets that contribute to the overall team and company success. Proven leadership ability to proactively drive enterprise reps to penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logo. Collaborate and work in unison with Enterprise Development, Sales Engineering, Channel Development and Verkada's partners to exceed revenue goals Support and manage Enterprise Account Executives in shaping their customer acquisition strategy. Collaborate with Verkada's channel partner sales organization to create channel partner initiatives, aiming for a minimum of 5 deal registrations per Enterprise Rep each quarter Prepare forecasts, territory/industry management and develops growth plans Oversees performance metrics, consistently reporting on them to evaluate Enterprise Account Executives performance, and takes corrective action when necessary to address any shortcomings Assist in quotes, engage in negotiations and support Enterprise Account Executives in finalizing intricate deals by establishing high-level connections with crucial prospects. Organize weekly individual pipeline reviews, and monthly team-wide pipeline reviews, meetings and training sessions to foster continuous improvement. Collaborate in a dynamic team environment, collaborating across diverse business units within Verkada to ensure revenue growth. Spearhead the recruitment, onboarding and mentorship of Enterprise Account Executives with the support of our in-house recruiting and enablement teams Travel (Do what you have to do to close the deal) You Have: 5-10+ years of managing a high performing enterprise sales team selling a highly complex technical solution with focus on building out greenfield territories and landing new business; proven success working on complex/large Enterprise deals; Public Sector experience highly preferred 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 "roll up your sleeves" with Enterprise Account Executives, actively participate in their deals and maintain a robust field presence alongside them. 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 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 Willingness to travel up to 50% BS/BA degree strongly preferred US Employee Benefits Verkada is committed to investing in the holistic health and wellbeing of all employees and their families. Our benefits and perks programs include, but are not limited to: Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under most plans and 80% for family premiums Nationwide medical, vision and dental coverage Health Saving Account (HSA) and Flexible Spending Account (FSA) with tax saving options Expanded mental health support Paid parental leave policy & fertility benefits Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time Professional development stipend Wellness/fitness benefits Healthy lunches and dinners provided daily Pay Disclosure At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. This estimate can vary based on the factors described above, so the actual starting annual base salary may be above or below this range. This estimate is also just one component of Verkada's total rewards package. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of Restricted Stock Units (RSUs). Estimated Annual Pay Range $240,000 — $330,000 USD Verkada Is An Equal Opportunity Employer As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy.