What You'll Do
The Director of Sales, Federal/International Accounts will be instrumental in driving the success of our Real Time Awareness Product suite (Fusus and Air). Reporting directly to the Director of New Products, this strategic leader will oversee a team of overlay sales specialists selling to international law enforcement agencies and Federal entities. The ideal candidate will have a proven track record of sales leadership, a deep understanding of how to strategically sell new products, and a passion for advancing public safety through technology.
Location:Remote in the US, based in DC Metro, near a major airport
Reports to:Director of New Products, Whitney Stern
Direct Reports:6 Account Executives who live remote across the US and International
Your Impact
Lead our Real Time Awareness overlay sales team across the US and Global. Be on the front lines with our customer base and work with them on how they create the best solutions to solve real-time operations. You'll play a crucial role in defining how Axon's solutions can best serve our customers in this dynamic landscape, acting as a bridge between our customers and our product team. This role will involve close collaboration with marketing, professional services, and sales stakeholders to drive new product sales and foster strong relationships with key customers.
Key Responsibilities:
Sales Strategy Development:Create and implement effective sales strategies for new products, collaborating with cross-functional teams.
Team Leadership:Lead, coach, hire, and inspire a team of overlay sales specialists, providing guidance to maximize their effectiveness in driving new product sales.
Collaboration with Account Executives:Work closely with key account executives and their sales leaders to integrate new products into existing account plans and identify cross-selling opportunities.
Stakeholder Relationship Management:Build and maintain strong relationships with law enforcement agencies, strategic resellers, and internal teams to ensure alignment and drive success.
Market Analysis:Analyze market trends, competitive dynamics, and customer feedback to inform product positioning and sales strategies.
Performance Accountability:Establish clear performance metrics and conduct regular performance reviews to drive accountability and results within the sales team.
Sales Enablement Development:Partner with marketing and product management to create sales enablement materials, including presentations, collateral, and competitive analysis.
Customer Advocacy:Act as the voice of the customer, providing insights and feedback to inform product roadmap and go-to-market decisions.
Industry Trends:Stay current on industry trends and best practices in sales leadership and new product launches, continuously seeking improvement and innovation.
Scalability Planning:Ensure proper scaling of the overlay sales team as products mature and sales goals increase.
Qualifications:
Experience:6-10+ years of demonstrated success in Technology Sales/Enterprise Software Sales/Government Sales, including 5+ years in a sales leadership role managing and growing teams with year-over-year quota attainment.
Education:Bachelor's Degree required.
Track Record:Proven ability to achieve measurable business results in a complex sales environment with a history of quantifiable success and quota achievement. Deep experience in fast-paced, high-growth environments.
Cross-Functional Collaboration:Strong ability to work across business lanes to influence and drive success. Thrives in a team selling environment.
Technical Knowledge:Solid understanding of Enterprise SaaS (Software as a Service) applications, IoT (Internet of Things), and UAV (Unmanned Aerial Vehicle i.e. Drones).
Consultative Sales Experience:Proven experience managing consultative sales efforts with long sales cycles and complex buying processes.
Stakeholder Navigation:Skilled in navigating complex sales processes involving multiple stakeholders.
Communication Skills:Excellent coaching, writing, discovery, and presentation skills; proficient in SalesForce.com, MS Word, and MS Excel.
Customer Focus:Passion for enhancing customer excellence and deepening customer relationships.
Hands-On Contributor:Willingness to be a hands-on contributor to drive results.
Travel Requirements:Willingness to travel 50+ including international
Additional Qualities:
Strategic thinking and execution:Demonstrated ability to develop and implement effective go-to-market strategies, envision future trends, and solve complex business problems.
Market leadership:Proven track record of driving product adoption and achieving market saturation, coupled with a strong understanding of business dynamics.
Innovation and vision:Ability to anticipate market needs, introduce innovative solutions, and inspire others with a compelling vision for the future.
The Pay: The compensation for this role is made up of an uncapped commissions and a starting base pay between USD 120000 in the lowest geographic market and USD 180000 in the highest geographic market. On average, the national commissions target for this role is USD 250000. On-Target Earnings (OTE) for this role will be a combination of base pay and the commissions target for the role. The actual base pay is dependent upon many factors, such as: experience, training, transferable skills, work experience, business needs, and geographic market demands and often a combination of all these factors. Our benefits offer an array of options to help support you physically, financially and emotionally through the big milestones and in your everyday life. To see more details on our benefits offerings please visit www.axon.com/careers/benefits