Military / Law Enforcement Sales Lead

ROKA; Irvine (CA); Hybrid; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive compensation

Employee and industry discounts

Onsite corporate gym

Health, dental, vision & FSA, employer

Life insurance

Vacation and sick leave

401(k) with match

Gym membership stipend

Paid maternity (16 weeks) and paternit

Paid paternity (8 weeks) leave

Job summary

ROKA, an independent performance eyewear brand, seeks an experienced Wholesale Account Lead focused on government, military, and law enforcement channels. The role covers managing key accounts, expanding gov/mil/LEO portfolios, and navigating POs, GSA schedules, and tax-exempt purchasing.

This hands-on position requires travel, collaboration across departments, and in-person representation at customer meetings and industry events to advance ROKA’s protective eyewear line.

Qualifications

• 7+ years in military, federal and state agencies, and law enforcement sales.
• Veteran status or prior personal service in one of those channels.
• Deep understanding of federal/state procurement processes, contracts, and compliance.
• Existing defense/law enforcement contacts preferred.
• Excellent communication, independence, and organization.

Responsibilities

• Manage day-to-day relationships with wholesale accounts focusing gov/mil/LEO.
• Identify and secure new wholesale accounts across gov/mil/LEO and B2B channels.
• Navigate government procurement processes including POs, GSA schedules, and tax-exempt purchasing.
• Support inbound wholesale inquiries, qualify opportunities, onboard new accounts, and coordinate next steps.
• Build and maintain strong relationships with wholesale customers, buyers, and procurement officers.
• Work cross-functionally with multiple departments to ensure product availability and flawless delivery.
• Monitor performance metrics and implement strategies to improve account success.
• Oversee existing B2B accounts; refine processes and strategies.
• Represent ROKA at meetings, trade shows, and industry events; travel to key accounts.
• Become subject matter expert on ROKA products and communicate features and brand story.

Skills

Gov/Mil/Law enforcement sales

Federal/state procurement

Network of defense contacts

Communication skills

Self-starter

Process development

Education

Tools

NetSuite

Job description

Summary

• Location: Austin, TX or Irvine, CA
• Experience: 7+ years
• Commitment: Full Time

Welcome to ROKA, an independent performance eyewear brand born in Austin, Texas. We’ve redefined what everyday eyewear can be by infusing cutting-edge sport performance technology into prescription glasses and sunglasses built for people who get after it.

ROKA has a strong and growing presence across government, military, and law enforcement channels, and we’re looking for an experienced Wholesale Account Lead to own and expand that business alongside our broader B2B and wholesale accounts. This role will be fully dedicated to wholesale, serving as the primary point of contact for key accounts, sales partners, and inbound wholesale opportunities — with a particular emphasis on government, military, and law enforcement relationships.

This is a hands-on role for someone who understands the nuances of selling into government and defense channels, is equally comfortable managing the day-to-day details of wholesale operations, and can represent ROKA in person at customer meetings, industry events, and trade shows.

Responsibilities:

• Manage day-to-day relationships with ROKA’s wholesale accounts, with a primary focus on government, military, and law enforcement accounts
• Identify and secure new wholesale accounts across gov/mil/LEO and broader B2B channels
• Navigate government procurement processes including POs, GSA schedules, and tax-exempt purchasing
• Support and manage inbound wholesale inquiries, including qualifying opportunities, onboarding new accounts, and coordinating next steps
• Build and maintain strong relationships with wholesale customers, buyers, and procurement officers
• Work cross functionally with multiple departments to ensure product availability and flawless product delivery
• Monitor performance metrics and implement strategies to improve account success
• Oversee existing B2B accounts; refining current processes and strategies
• Represent ROKA at customer meetings, trade shows, expos, and industry events — including defense and law enforcement specific events as needed
• Travel to visit key wholesale accounts and partners to strengthen relationships, support product education, and identify opportunities for growth
• Become a subject matter expert on ROKA products and effectively communicate product features, positioning, and brand story to wholesale partners — particularly around our protective eyewear lineup

Must Haves:

• 7+ years experience in military, federal and state agencies, and law enforcement sales with proven success
• Prior personal service in one of those channels (Veteran)
• Deep understanding of federal and state procurement processes, contracts, and compliance requirements
• Existing network of contacts within defense and/or law enforcement organizations preferred
• Excellent communication and interpersonal skills
• Self-starter with the ability to work independently
• Proven track record in building and refining processes
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities
• Strong organizational skills, attention to detail and business acumen
• Strong analytical skills with ability to analyze complex data sets and draw meaningful insights
• Excellent communication & presentation skills with the ability to work collaboratively across cross-functional teams
• Experience with ERP systems (NetSuite a plus)

Work Location:

ROKA is located in Austin, TX and Irvine, CA. The Company is on a hybrid work schedule. Candidates must be prepared to work on-site in Austin or Irvine as often as needed per the Department’s business needs. Remote candidates may be considered for this position; however, we are prioritizing candidates who are onsite. Occasional travel to visit accounts, trade shows, events, will be required.

Benefits Include

• Competitive compensation
• Employee and industry discounts
• Fun and casual but high-performance atmosphere
• Onsite corporate gym
• Health, dental, vision & FSA, employer paid life insurance
• Vacation and sick leave
• 401(k) with match
• Gym membership stipend
• Paid maternity (16 weeks) and paternity (8 weeks) leave