Enterprise Account Executive (New Jersey - SLED)

Verkada; New Jersey; On-site; USD 220,000 - 280,000; Full time

Job summary

An established industry player in cloud-based physical security is seeking a driven Enterprise Account Executive to lead sales efforts in New Jersey. This role focuses on developing a territory plan, managing the sales process, and driving new customer acquisition. Ideal candidates will have a strong background in B2B technology sales, particularly in building greenfield territories. The company offers a dynamic work environment with a commitment to employee well-being, including comprehensive benefits and wellness perks. If you're passionate about technology and ready to make a significant impact in the security sector, this opportunity is for you.

Benefits

Healthcare programs

Nationwide medical, vision and dental coverage

Health Saving Account (HSA)

Flexible Spending Account (FSA)

Expanded mental health support

Paid parental leave

Flexible PTO

Wellness/fitness benefits

Healthy lunches provided daily

Qualifications

• 5-10+ years in B2B software/hardware sales, focusing on new business acquisition.
• Proven success in managing complex sales cycles and engaging with C-level executives.

Responsibilities

• Develop and implement a comprehensive territory plan for customer acquisition.
• Manage the entire sales process to meet key performance metrics and quotas.

Skills

B2B Sales

Prospecting

Negotiation

Customer Relationship Management

Sales Strategy Development

Communication Skills

Technical Sales

Field Sales

Education

Bachelor's Degree

Tools

Salesforce

Job description

New Jersey, United States

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, Verkada has expanded rapidly with 15 offices across three continents, 2,100+ full-time employees and 30,000+ customers across 70+ countries.

We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the SLED market. This person will join a growing SLED Sales team and will cover the New Jersey territory. The Enterprise Account Executive will play an integral role in developing the territory and will focus on formulating and executing a sales strategy within an assigned territory, resulting in new customer acquisition and revenue growth.

This position reports to the Regional Sales Director, Northeast - SLED.

You Will:

• 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 generating net new business sales. This includes prospecting and outreach, providing product demos and trials, and engaging in strategic negotiations with customers and channel partners.
• Meet or exceed individual targets and contribute to the overall team and company success. This includes proactively penetrating greenfield accounts and achieving a quarterly quota of at least 2-3 qualified net new logos.
• 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 and help enterprise organizations modernize their physical security solutions through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and physical security market knowledge/intelligence.
• Gain an in-depth and detailed understanding of Verkada’s business and products, as well as the physical security market to confidently sell to C-level executives within Enterprise organizations.
• Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements.
• Provide account analysis, conduct quarterly business reviews, and generate accurate revenue forecasts.

You Have:

• 5-10+ years quota carrying B2B software/hardware technology sales with focus on building a greenfield territory and landing new business within an Enterprise organization; 3+ years Enterprise sales is 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).
• 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.
• Willingness to have a strong field presence multiple days per week; Must live in territory & willingness to travel up to 50%.
• A demonstrable track record of success managing longer, complex sales cycles and engaging with all levels from end users to business champions to C-level executives (Experience selling to CIO/CTO/CISO/CFO leaders at Fortune 1000 companies is highly preferred).
• Experience collaborating with internal and external channel partner teams to sell through and with channel partners is a plus.
• Proven experience running a process-driven sales cycle.
• Relevant software or hardware industry experience in any of the following domains; security software, physical security, 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.

US Employee Benefits

Verkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. 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 at least one plan and 80% for family premiums under all plans.
• Nationwide medical, vision and dental coverage.
• Health Saving Account (HSA) with annual employer contributions 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.
• Fertility Stipend.
• Wellness/fitness benefits.
• Healthy lunches provided daily.

Annual Pay Range

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. 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).

Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).

$220,000 - $280,000 USD.

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.