Director, Federal Sales

Summary

Join Axon and become a Sales Director for Defense, leading a team of six account executives focused on selling Axon's solutions to federal defense agencies. You will develop and execute go-to-market strategies, generate solutions, and collaborate with cross-functional teams. This remote role involves up to 50% travel, with a preference for candidates near Washington, D.C. Responsibilities include managing revenue, developing team relationships, meeting sales targets, forecasting, reporting, process improvement, and ensuring excellent customer service. The position requires extensive experience in federal defense sales, knowledge of government regulations, and strong communication skills. Axon offers competitive compensation, including uncapped commissions and a base pay ranging from $113,400 to $181,400, along with various benefits.

Requirements

• Experience building, managing, and scaling results-oriented sales teams
• Senior-level experience in cradle to grave federal defense sales with emphasis in opportunity capture management and proposal development
• Experience with selling direct and into government contract vehicles
• Experience using Salesforce as your client relationship management tool
• Experience working with and understanding of federal government agencies and DoD customers
• Extensive knowledge of federal acquisition regulations and federal government budgeting processes
• Clear, concise, and direct communication skills briefing senior business executives and customers
• Proven ability to provide accurate long-range forecasting of revenues, orders, and margins for your book of business

Responsibilities

• Manage and grow revenue and market share at designated agencies to maximize customer satisfaction and achieve Axon Federal’s strategic objectives
• Develop and maintain team relationships to ultimately drive revenue growth
• Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets assigned
• Confidently predict daily/monthly/quarterly/annual sales bookings utilizing pipeline management for each sales report. Commit and take responsibility for the accuracy and achievement of the sales forecast
• Verify daily results, productivity measures, and assist with commission tracking
• Interface with various groups within Axon to help improve the overall sales process as well as drive the strategic initiatives of the sales group
• Ensure consistent delivery of amazing service
• Ensure activity standards are being delivered. Demonstrate clear ability to correlate activity standards with Business Results. Ensure use of Salesforce.com and accuracy of metrics
• Work with other Axon business functions to improve ability to improve the effectiveness of cross-functional processes
• Understanding of the essential role of Management is to deliver business results through people. Demonstrate the key values of Axon in everything that he/she does
• Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, understand that replacement personnel must already be hired, trained and ready to perform
• Monitor and track sales reports’ individual performance, strengths and areas of opportunity, while also being able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans)
• Be the most effective and skilled sales resource on the team. Able to teach sales skills and track record of exceeding annual sales objectives are fundamental requirements. Be an exceptional representation of professionalism at all times
• Work with other sales leads to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity
• Meet with each sales report individually for a weekly 1:1 to review previous month’s results, lessons learned and areas for improvement. Regularly travel with reps to coach through sales and assist with the sales process
• Coach lowest performers for improvement and replace those that do not respond

Benefits

• 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