Director Federal Sales - Defense

As the Director Federal Sales - Defense at Axon, your primary responsibilities revolve around leading a team of account executives, developing and executing go-to-market strategies, managing revenue growth, and ensuring high levels of customer satisfaction. You'll collaborate with cross-functional teams to enhance sales processes while also engaging with military branches and DoD agencies to drive the adoption of Axon's solutions.

To be considered for the Director Federal Sales - Defense position at Axon, applicants should have substantial experience managing sales teams, a proven track record in federal defense sales, and familiarity with governmental processes. Strong communication skills and proficiency with Salesforce are also essential, alongside the ability to build effective relationships across multiple levels within agencies.

The job outlook for a Director Federal Sales - Defense at Axon is promising as the demand for safety and security solutions continues to grow. As Axon expands its innovative range of products, skilled professionals who can drive sales strategies within the federal defense sector are increasingly sought after, creating numerous opportunities for career advancement.

Yes, the Director Federal Sales - Defense role at Axon is a remote position, although candidates are preferred to be located near Washington, DC. This flexibility allows Axon to attract top talent from various regions while still enabling effective collaboration with teams and federal clients.

The compensation for the Director Federal Sales - Defense position includes a starting base salary that ranges from USD $113,400 to USD $181,400, along with uncapped commissions and a competitive benefits package. The average national commission target is USD $200,000, reflecting Axon's commitment to rewarding its sales leaders for performance and results.

To approach creating a go-to-market strategy for federal defense sales, begin by conducting thorough market research to identify customer needs, existing competition, and regulatory requirements. Engage with stakeholders to understand their expectations, and then align your team’s goals with Axon’s mission to deliver tailored solutions that aid in safety and justice.

When discussing experience managing a remote sales team, highlight specific strategies you've employed to keep communication open and engaging. Use examples that showcase your ability to conduct virtual meetings effectively, implement team-building activities, and leverage CRM tools like Salesforce to manage productivity, even from a distance.

Share an example of a situation where you identified inefficiencies within a sales process, such as lengthy proposal cycles or lack of visibility into sales forecasts. Detail the steps you took to analyze the problem, implement changes, and ultimately measure the positive impact these changes had on sales performance and team morale.

Discuss your use of proactive communication and regular feedback sessions to maintain high levels of customer satisfaction. Explain how you ensure that your team fosters customer relationships effectively, actively addresses any issues that arise, and follows up on their interactions to deliver a consistently positive experience.

Detail your coaching methodology when dealing with underperforming employees. Emphasize the importance of one-on-one meetings to understand their challenges, setting achievable goals, and providing targeted training or resources to help enhance their skills and productivity.

Share your experience working with federal government contracts, highlighting your familiarity with budgeting processes and acquisition regulations. Including insights about how you successfully navigated the complexities of government procurement and built lasting relationships with agency stakeholders can set you apart.

Explain your approach to high-pressure situations by emphasizing the importance of staying calm, active listening, and understanding the client's priorities. Discuss strategies for quickly assessing the issue, proposing innovative solutions, and maintaining transparency to reassure the client and strengthen trust.

In defense sales, accurate sales forecasting is crucial for resource allocation and strategic planning. Convey your understanding of conduct detailed pipeline analysis, identify potential sales blockers, and utilize forecasting data to adapt strategies, ensure readiness for fluctuations in government contract opportunities, and meet revenue targets.

Illustrate your commitment to aligning your sales strategy with the company's mission by engaging in regular dialogues with leadership, collaborating with cross-functional teams, and gathering feedback from clients. By connecting sales goals to Axon's mission of Protecting Life, you foster unity and purpose within your team.

Discuss your techniques for fostering collaboration with cross-functional teams, emphasizing open communication, shared project management tools, and regular joint meetings. Illustrate how these practices ensure that everyone involved understands their roles, responsibilities, and how they contribute to achieving collective objectives.