Enterprise Account Executive (New Jersey - SLED)

The Enterprise Account Executive role at Verkada focuses on developing a territory-specific sales strategy aimed at acquiring new customers in the SLED market. You'll spend a significant amount of time in field-based sales activities, engaging with prospects, providing product demonstrations, and managing the full sales process from initial outreach to strategic negotiations. It's an excellent opportunity for someone with a robust background in B2B technology sales to leave a significant impact by driving revenue growth.

Candidates for the Enterprise Account Executive position at Verkada should possess 5-10 years of quota-carrying B2B software/hardware technology sales experience. Ideally, you should also have a proven track record of success in enterprise sales, specifically with complex technical solutions, and experience selling to executives at Fortune 1000 companies. Strong communication skills and the ability to navigate long sales cycles are essential.

As an Enterprise Account Executive at Verkada, you're expected to devise and execute a comprehensive territory plan aimed at penetrating new business accounts. Your strategy should include generating new leads, engaging in customer meetings and site visits, conducting product demos, and establishing relationships with channel partners to maximize deal registrations. Success in this role is measured by meeting or exceeding your quarterly quotas for new customers.

Verkada is committed to the success and development of its employees, offering a professional development stipend and comprehensive wellness programs. The company encourages continuous learning and skill enhancement, providing resources for employees to advance their careers. As an Enterprise Account Executive, you will also benefit from exposure to a diverse array of clients and the opportunity to work collaboratively with a team of outstanding professionals.

At Verkada, an Enterprise Account Executive can expect a competitive annual pay range of $220,000 to $280,000, including base salary and commissions based on performance. Additional forms of compensation such as sales incentives and equity in the company through RSUs may also be available. The company places emphasis on recognizing and rewarding individual contributions, ensuring that employees feel valued.

When answering this question, provide specific examples of previous roles where you successfully acquired new business. Highlight your strategies, any challenges you faced, and how you overcame them. Mention your experience with prospecting lead generation, and closing deals, emphasizing the figures or results you achieved.

Discuss your approach to identifying and building relationships with C-level executives. You might mention utilizing targeted outreach, leveraging personal networks, and doing thorough research to understand their business needs. Highlighting your success in previous roles where you effectively engaged high-level decision-makers can strengthen your response.

Explain your negotiation tactics, such as preparing beforehand by understanding your product’s value proposition and knowing your competitor's offerings. Discuss the importance of listening to the client’s needs, being adaptable during negotiations, and finding win-win solutions. Share any relevant experiences where you successfully navigated competitive situations.

Highlight the significance of collaboration in achieving sales goals. You can discuss how you coordinate with channels providers and internal teams to optimize sales strategies. Giving examples of successful collaborative projects can show your ability to work well with others and achieve better results as a team.

Share your methods for using CRM tools, setting up follow-up reminders, and maintaining accurate forecasts. Mention how you assess your pipeline regularly to identify bottlenecks and adjust your strategy accordingly. Narrate a situation where effective pipeline management led to closing a significant deal.

Discuss your methods for gathering customer insights, such as conducting discovery calls or utilizing surveys. Emphasize the importance of active listening and how you’ve used customer feedback to tailor solutions effectively, leading to successful sales outcomes.

Provide a scenario where you faced an unforeseen obstacle, such as market changes or a shift in customer preferences. Highlight your quick thinking and adaptability, and describe how you modified your sales strategy to successfully navigate the situation.

Mention the resources you use to stay informed, such as industry publications, webinars, online courses, and personal networking. Highlight your commitment to continuous learning as crucial for understanding customer needs and delivering value as an Enterprise Account Executive.

Choose a specific sales achievement that is quantifiable and showcases your skills and hard work. Provide context regarding the challenges you faced and the strategies you used to achieve this success, demonstrating how it aligns with the goals of Verkada.

Express your excitement about Verkada's mission and innovative products. Discuss how your skills and values align with the company’s vision and how you see this opportunity as a chance to make a meaningful impact while growing your career in a fast-paced environment.