Axon

Director of Sales, Strategic Accounts – Southeast

Axon

full-time

Posted on:

Location Type: Remote

Location: Florida • United States

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Job Level

Lead

About the role

  • Lead and Develop a High-Performing Sales Team
  • 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.
  • Own Segment Strategy and Execution
  • 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.
  • Drive Forecasting, Pipeline, and Operational Rigor
  • 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.
  • Lead Strategic Deals and Customer Relationships
  • 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.
  • Partner Cross-Functionally to Scale Impact
  • 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.

Requirements

  • 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
  • Guide teams through long, complex sales cycles with multiple stakeholders and formal procurement
  • 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
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
enterprise salesstrategic salespipeline managementforecastingterritory planningmulti-product agreementssales cycle managementRFP managementdata analysisgo-to-market strategy
Soft Skills
leadershipcommunicationexecutive presencecoachingrelationship buildinginfluencecollaborationoperational disciplinelearning agilityempathy