Director Federal Sales - Defense

Your Impact:
As Axon’s Sales Director for Defense you will manage a team of approximately six quota-carrying account executives that are driving adoption of Axon’s solution set of not only our less-lethal and software & sensors, but our emerging technology such as Fusus and DeDrone into the federal defense market. In your leadership role, you will be responsible for the development and execution of the go-to-market strategy, solution generation, and coordinating with cross-functional teams as part of the capture process. You will heavily work with, and impact across all military branches and DoD agencies and commands.

At Axon, our goal is to make each individual feel valued for his or her contributions to the company’s mission, to protect life. This position will train and mentor reports to articulate complex solutions, build and maintain senior level relationships, navigate across customer agencies / units, and lead the Axon team. A successful Sales Director must understand how to motivate and mentor each and every individual on his or her team.

Location:  This role is remote with travel up to 50%, but candidates preferably located near Washington DC.

This role reports to the Senior Vice President of Axon Federal.

What You Do:

• Manage and grow revenue and market share at designated agencies to maximize customer satisfaction and achieve Axon Federal’s strategic objectives
• Develop and maintain team relationships to ultimately drive revenue growth
• Results-Oriented: Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets assigned
• Forecasting: Must be able to confidently predict daily/monthly/quarterly/annual sales bookings utilizing pipeline management for each sales report. Must commit and take responsibility for the accuracy and achievement of the sales forecast
• Reporting: Verify daily results, productivity measures, and assist with commission tracking
• Process Improvement: Interface with various groups within Axon to help improve the overall sales process as well as drive the strategic initiatives of the sales group
• Customer Experience: Ensure consistent delivery of amazing service
• Manage Activities: Ensure activity standards are being delivered. Demonstrate clear ability to correlate activity standards with Business Results. Ensure use of Salesforce.com and accuracy of metrics.
• Collaboration: Work with other Axon business functions to improve ability to improve the effectiveness of cross-functional processes
• Spirit of Intent: Understanding of the essential role of Management is to deliver business results through people. The Axon Sales Director understands the responsibility of knowing and demonstrating the key values of Axon in everything that he/she does.
• Staffing: Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, the Sales Director understands that replacement personnel must already be hired, trained and ready to perform
• Report Development: Monitor and track sales reports’ individual performance, strengths and areas of opportunity, while also being able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans)
• Role Model and Coach: The Axon Sales Director must be the most effective and skilled sales resource on the team. Able to teach sales skills and track record of exceeding annual sales objectives are fundamental requirements. The Axon Sales Director must be an exceptional representation of professionalism at all times
• Training: Work with other sales leads to identify, prepare and execute incremental sales skills or product training in order to improve close ratios and increase productivity
• Communication: Meet with each sales report individually for a weekly 1:1 to review previous month’s results, lessons learned and areas for improvement. Regularly travel with reps to coach through sales and assist with the sales process
• Performance Management: Coach lowest performers for improvement and replace those that do not respond.

What You Bring:

• Experience building, managing, and scaling results-oriented sales teams
• Senior-level experience in cradle to grave federal defense sales with emphasis in opportunity capture management and proposal development
• Experience with selling direct and into government contract vehicles
• Experience using Salesforce as your client relationship management tool
• Experience working with and understanding of federal government agencies and DoD customers
• Extensive knowledge of federal acquisition regulations and federal government budgeting processes
• Clear, concise, and direct communication skills briefing senior business executives and customers
• Proven ability to provide accurate long-range forecasting of revenues, orders, and margins for your book of business

Benefits that Benefit You

• 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
• And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work.

The Pay: The compensation for this role is made up of uncapped commissions and a starting base pay between USD $113,400. in the lowest geographic market and USD $181,400 in the highest geographic market. On average, the national commissions target for this role is USD $200,000. The actual base pay is dependent upon many factors, such as: experience, training, transferable skills, work experience, business needs, and geographic market demands and often a combination of all these factors. Our benefits offer an array of options to help support you physically, financially and emotionally through the big milestones and in your everyday life. To see more details on our benefits offerings please visit www.axon.com/careers/benefits.

Salary : $113,400 - $200,000