Strategic Account Manager – Enterprise Security

Accountabilities

Strategic Account Ownership: Manage a designated portfolio of major enterprise accounts, developing multi-year account plans that identify stakeholders, buying centers, business units, locations, and opportunities for expansion.
Executive Relationship Development: Build and maintain strong relationships with Chief Security Officers, VPs of Global Security, Global Security Operations Center (GSOC) leaders, and key stakeholders across operations, facilities, and risk management.
Enterprise Customer Acquisition: Secure new strategic customers by structuring well-defined paid trials or initial site deployments with clear success criteria and a scalable path toward broader enterprise adoption.
Account Expansion and Revenue Growth: Convert successful initial deployments into multi-site, multi-department, and enterprise-wide programs, expanding adoption across business units and geographic locations.
Business Case Development: Build compelling financial and operational business cases that compare autonomous security coverage with the cost of staffed security operations, supporting the development of long-term, multi-year programs.
Complex Deal Management: Lead customers through procurement, information security assessments, vendor risk reviews, master service agreement negotiations, and service-level agreement discussions, coordinating executive approvals and legal requirements.
Cross-Functional Leadership: Direct a dedicated account team comprising business development, solutions engineering, and program management professionals to ensure successful evaluations, effective implementation planning, and scalable deployments.
Cross-Selling and Use-Case Expansion: Identify opportunities to extend autonomous technology beyond security into inspection and other operational applications, increasing enterprise adoption and customer value.
Customer Advocacy and References: Develop strong customer partnerships that lead to public references, case studies, and collaborative marketing initiatives.
Sales Pipeline and Forecast Management: Maintain accurate pipeline data, sales forecasts, and account progress within Salesforce (SFDC), Clari, and other relevant sales management systems.
First-Year Performance: Establish account plans for every assigned strategic customer, secure at least two active paid trials with one or more converted into a multi-site program, and develop at least one referenceable customer.
Requirements
Enterprise Sales Experience: Eight to twelve or more years of enterprise sales experience, with a demonstrated history of closing seven-figure, multi-year, multi-site agreements with Fortune 500 organizations.
Proven Strategic Account Growth: A strong track record of winning major enterprise customers and expanding initial contracts across multiple teams, departments, business units, and locations into comprehensive, long-term programs. Candidates should be prepared to discuss specific examples of successful enterprise expansion.
Industry Expertise: Experience selling physical security, safety solutions, or operational technology. Familiarity with platforms and solutions from providers such as Axon, Verkada, Genetec, Milestone, Motorola Solutions, or LenelS2 is a strong advantage.
Executive-Level Relationships: Established relationships with corporate security decision-makers and senior enterprise stakeholders. Active participation in industry associations and events, including ASIS or GSX, is preferred.
Complex Sales Cycle Management: Experience navigating lengthy enterprise sales processes involving procurement, legal review, information security assessments, vendor risk management, and executive approvals across multiple business units.
Sales Qualification Methodologies: Proficiency in MEDDPICC or comparable enterprise sales qualification frameworks, particularly in documenting decision processes, defining measurable success criteria, and understanding customer contracting procedures.
Cross-Functional Leadership: Ability to coordinate and influence multidisciplinary teams without direct reporting authority, aligning internal resources around customer objectives and deployment success.
Strategic and Commercial Acumen: Strong business case development, negotiation, forecasting, and account planning skills, with the ability to communicate the financial and operational value of emerging technologies.
Technology Adaptability: Experience with robotics, unmanned aerial vehicles (UAVs), or other emerging technologies is preferred, as is experience in a startup or high-growth technology company.
Travel and Location: Willingness to travel at least 50% of the time and reside near a major US airport to support enterprise customers and on-site deployments.
Communication and Relationship Management: Excellent interpersonal, presentation, and communication skills, with the ability to build credibility with executives, navigate complex stakeholder environments, and maintain long-term customer partnerships.
Benefits
Competitive Base Salary: Annual base salary ranging from $144,000 to $180,000, depending on experience, qualifications, skills, and location.
Commission Opportunities: Additional commission-based earnings tied to sales performance.
Equity Compensation: Stock options that provide eligible employees with an opportunity to participate in the company's long-term growth.
Healthcare Coverage: Access to group health insurance plans for eligible full-time employees.
Retirement Savings: Access to a 401(k) savings plan.
Paid Time Off: Paid vacation, sick leave, and holiday pay.
Relocation Assistance: Potential relocation support for eligible candidates.
Remote Work: Remote work arrangement within the United States, with significant travel to customer sites and enterprise accounts.
Career Impact: Opportunities to shape enterprise adoption of autonomous technology and build strategic relationships with major organizations.
Collaborative Culture: Work alongside multidisciplinary teams in an environment that values innovation, diverse perspectives, and inclusive collaboration.