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[Remote] Director of Sales, Strategic Accounts (Southeast)
Note: The job is a remote job and is open to candidates in USA. Axon is on a mission to Protect Life, focusing on critical safety and justice issues with their ecosystem of devices and cloud software. The Director of Sales, Strategic Accounts will lead a high-performing sales team, drive bookings and revenue performance, and execute strategies for Axon's most strategic State & Local Law Enforcement accounts.
Responsibilities
- Bookings and revenue performance for the T1200 segment
- People leadership for a team of high-performing Account Executives
- Strategic account execution across complex, multi-stakeholder deals
- Adoption of Axon’s full ecosystem – from TASER and sensors to software, AI, and real-time operations
- Directly lead a team of T1200 Account Executives covering Axon’s most strategic State & Local Law Enforcement accounts
- Recruit, onboard, and develop top sales talent; build a high-bar, accountable, performance culture
- Set clear expectations around territory planning, pipeline hygiene, prospecting, and ecosystem selling
- Conduct regular 1:1s, field rides, and deal reviews focused on coaching to outcomes, not just activity
- Create an environment of continuous learning around Axon’s expanding product set, competitive landscape, and public safety trends
- Build and execute a comprehensive go-to-market plan for the T1200 segment aligned with Axon’s strategic priorities
- Define account segmentation, coverage models, and territory design to maximize growth and customer impact
- Drive multi-product, multi-year, enterprise agreements that land and expand Axon’s ecosystem within agencies
- Champion AI and real-time operations offerings as core to the Axon value proposition, not add-ons
- Partner closely with Majors, Mid City, Small City, Inside Sales, and New Products leaders to ensure a coordinated coverage model across shared customers
- Own forecast accuracy and segment performance against quarterly and annual bookings targets
- Establish disciplined pipeline standards (coverage ratios, stage definitions, conversion benchmarks) and hold the team accountable
- Run tight operating cadences: QBRs, weekly forecast calls, and deal strategy sessions grounded in data
- Leverage Salesforce and BI tools to understand trends in win/loss, product mix, pricing, and cycle time, and translate insights into specific actions
- Act as executive sponsor on the highest-impact opportunities and renewals in the T1200 segment
- Build deep relationships with chiefs, sheriffs, command staff, IT leaders, procurement, and political stakeholders to navigate complex decision processes
- Guide the team through large, multi-year RFPs and competitive bids, ensuring we position Axon’s differentiated value and total cost of ownership
- Orchestrate cross-functional deal teams (Sales Engineering, Professional Services, Customer Success, Legal, Finance) to deliver clean, scalable, and winnable proposals
- Collaborate with Product, Marketing, Sales Strategy, Revenue Intelligence, and Customer Success to:
- Shape segment narratives and campaigns tailored to State & Local Law Enforcement
- Identify whitespace, expansion, and cross-sell opportunities
- Influence product roadmap with field feedback from strategic agencies
- Represent the voice of the T1200 customer in internal planning, helping Axon prioritize what matters most to large agencies
Skills
- 10+ years of progressive experience in enterprise or strategic sales, with at least 5+ years leading frontline sales teams
- Proven success leading high-performing sales teams in complex, multi-product environments (SaaS, hardware + software, or public sector technology strongly preferred)
- Experience selling to public sector / SLED, ideally State & Local Law Enforcement or adjacent public safety markets
- Demonstrated ability to exceed multi-million-dollar bookings and revenue targets through team leadership
- Demonstrated ability to guide teams through long, complex sales cycles with multiple stakeholders and formal procurement
- Demonstrated ability to structure multi-year, multi-product agreements that balance customer outcomes and Axon's growth
- Strong operational discipline: expert in pipeline management, forecasting, and territory planning
- Excellent executive presence and communication skills—comfortable presenting to C-level, elected officials, command staff, and Axon executives
- High learning agility with the ability to quickly understand and coach others on Axon's full technology ecosystem
- Deep alignment with Axon's mission to protect life, capture truth, and accelerate justice; genuine empathy for the challenges facing law enforcement and communities today
Benefits
- Competitive salary and 401k with employer match
- Discretionary paid time off
- Paid parental leave for all
- Medical, Dental, Vision plans
- Fitness Programs
- Emotional & Mental Wellness support
- Learning & Development programs
- Employee Resource Groups (ERGs)
- And yes, we have snacks in our offices
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