Regional Sales Director

Summary

Join Verkada as a Regional Sales Director, Enterprise - SLED, and lead a team in driving new business acquisition and revenue growth within the public sector. You will dedicate significant time to field sales activities, exceeding quarterly and annual revenue targets, and collaborating with various teams. This role requires proven leadership in managing high-performing enterprise sales teams, selling complex technical solutions, and navigating lengthy sales cycles. Success in this position demands extensive experience in developing customer relationships within SLED accounts and collaborating with channel partners. Verkada offers a comprehensive benefits package, including healthcare, paid time off, professional development, and wellness programs.

Requirements

• 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
• Willingness to travel up to 50%
• BS/BA degree strongly preferred

Responsibilities

• 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)

Preferred Qualifications

• 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

Benefits

• 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
• Sales incentives
• Discretionary bonuses
• Equity in the company in the form of Restricted Stock Units (RSUs)