Enterprise Account Executive (Northern CA - Local Government)

Who We Are

The company is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management.

We’ve got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and the company is at the center of it.

You can look at all kinds of communities to see our platform’s impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that’s alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We’re rapidly scaling this impact: today, more than 2 million the company devices are deployed across 170+ countries.

About the Role

We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the local government market. This person will join a growing Public Sector Field Sales team and will cover the Northern California, Bay Area territory. The Enterprise Account Executive will play an integral role in developing the territory and will focus on formulating and executing a sales strategy within an assigned territory, resulting in new customer acquisition and revenue growth.

With the company’s consistent year over year growth, now is the perfect time to join the sales team. This is an outstanding career option for an enthusiastic sales professional looking to further their career in a fast paced dynamic environment while also being part of a rapidly growing start-up.

This position reports to the Regional Sales Director, California - SLED.

What You'll Do

• Develop and Implement a comprehensive territory plan

• Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales. This includes prospecting and outreach to new local government business opportunities providing product demos, product trials, and strategic negotiations with customers and channel partners

• Meet or exceed individual targets and contribute to the overall team and company success. Proven ability to proactively penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logo

• Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers

• Devise a comprehensive customer acquisition strategy and partner with the company’s channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarter

• Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence

• Gain an in-depth and detailed understanding of the company’s business and products to confidently sell to states, cities, counties, education agencies and special districts within your territory

• Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements

• Provide account analysis, quarterly business reviews, and accurate revenue forecasts

• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.

What You Bring

• 5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business; 2+ years selling technical solutions or products to the Public Sector (Local Government) is a plus

• Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)

• Must live in territory & willingness to travel; Willingness to have a strong field presence multiple days per week;

• Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents

• Customer-focused with extensive experience developing customer relationships within local government accounts. This includes relationships with Government Agencies, Solutions Partners, and Resellers

• Experience managing longer, complex sales cycles This includes navigating the complexity of multiple buying stakeholders and the nuances of government and education buying

• Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus

• Relevant software or hardware industry experience in any of the following domains; security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus

• Strong knowledge and execution of MEDDIC is highly preferred

• Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected

• Intellectually curious High IQ, EQ and self-awareness

• Excellent communication skills (verbal and written) with peers, customers, and partners

• Thrive working in a fast paced dynamic environment with a strong sense of urgency

• BS/BA degree strongly preferred

US Employee Benefits

The company is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to:

• Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans

• Nationwide medical, vision and dental coverage

• Starting January 2027, the company will match a portion of an employee’s 401(k) contributions based on eligible earnings. Match vests on 2 year anniversary

• Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options

• Expanded mental health support

• Paid parental leave policy & fertility benefits

• Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time

• Professional development stipend

• Wellness/fitness benefits

• Healthy lunches provided daily

• Commuter benefits

Additional Information

• You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time.

Annual Pay Range

At the company, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. The company employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs)

Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable).

Estimated Annual Pay Range

$240,000 — $300,000 USD

The company Is An Equal Opportunity Employer

As an equal opportunity employer, the company is committed to providing employment opportunities to all individuals. All applicants for positions at the company will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.

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