Strategic Account Executive, RMS & Standards - job 1 of 4

The Strategic Account Executive at Axon is primarily responsible for driving new product sales by working closely with Key Account Directors. This involves leading pre-sales discovery efforts, identifying and articulating how our RMS and Use of Force tracking solutions can meet the needs of law enforcement agencies. Additionally, the Executive will develop relationships with stakeholders, coordinate procurement documentation, and track customer activities to develop effective account strategies.

To succeed as a Strategic Account Executive at Axon, candidates should have at least 7 years of successful experience in customer-facing Software sales, with a strong focus on SaaS or Cloud solutions. It's also essential to have proven experience in consultative sales and the ability to communicate complex solutions to both technical and non-technical audiences. Experience in public safety or law enforcement is preferred, alongside a history of top-level sales performance.

The Strategic Account Executive position at Axon requires a significant amount of travel, estimated at 50-75% of the time. This will involve visits to client agencies and involvement in trade organizations, which is crucial for building and maintaining relationships in a consultative sales environment.

Axon expects its Strategic Account Executives to adopt a solution-oriented and consultative sales approach. This means understanding complex sales processes, effectively articulating the value of Axon's innovative solutions, and building strong relationships with both agency stakeholders and end users to fulfill their unique needs.

At Axon, Strategic Account Executives are supported through collaborative teamwork with sales partners and demo teams to build impactful presentations and relevant solutions. The company fosters an environment of growth and autonomy, combined with resources typical of a large organization, enabling executives to be effective and exceed their sales targets.

In responding, focus on specific achievements in your SaaS sales roles. Highlight how these experiences align with Axon's mission and the complexities of the public safety sector, showcasing your ability to tackle challenges and meet sales targets.

Discuss strategies you've employed to foster relationships, such as networking at industry events, understanding agency needs, and providing tailored demonstrations or solutions. Emphasize the importance of trust and transparency in these partnerships.

Discuss your methods for conducting thorough needs assessments, including effective questioning techniques and active listening. Explain how you would translate insights into valuable solutions that align with Axon's services.

Illustrate your approach to objections by outlining a framework: listen carefully, empathize with the client's concerns, and provide clear, fact-based responses while reinforcing the benefits of your solutions.

Share a detailed story of a particular deal, emphasizing your role in identifying client needs, building relationships, and demonstrating the solution's value. Highlight the outcome and any learnings from the experience.

Discuss the tools and techniques you use for pipeline management, such as CRM systems. Explain how prioritizing relationships and assessing the potential value of clients informs your time allocation.

Articulate your understanding of Axon's mission to protect life and how their innovative technology addresses public safety challenges. Share insights on how you see yourself contributing to this mission through the Strategic Account Executive role.

Reflect on your experience in consultative sales, emphasizing the importance of empathy and collaboration in understanding client needs and aligning solutions with those needs, which is crucial for succeeding at Axon.

Discuss the synergy that comes from collaborating with sales teams, demo teams, and Key Account Directors at Axon. Explain how you believe teamwork enhances outcomes and fosters a supportive sales environment.

Be honest about your career aspirations, linking them to Axon's mission and the opportunities it offers. Highlight how this role will allow you to grow your expertise in the domain while contributing positively to the organization's goals.