Senior Account Executive Jobs

The Elevator Pitch
Evolv Technology started as a small team with a clear mission: return confidence and peace of mind to people visiting public spaces. As the leader in human security, our team is dedicated to making the world a safer place. Our technology detects weapons and threats in a touchless and friction-free manner, enhancing safety without negatively impacting the visitor, student, and employee experience. Our solutions use a combination of Artificial Intelligence and digitization of data, which is all integrated into our “smart” detection technology.
As a Sales Executive at Evolv, your primary focus will be to grow the pipeline and meet individual sales targets. Our Account Executives also manage customer and strategic relationships to grow Evolv’s presence across diverse vertical markets. The ideal candidate will play a key role in increasing revenue by expanding market awareness, qualifying prospects, managing the sales process, and closing sales.
The Role: What are performance outcomes over the first 6-12 months you will work toward completing?

• Within one year, we hope you have achieved 100% of your quota, excelling at channel development and new logo sales.
• Being able to qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not moving forward in a stage in Salesforce, then we will have a 1:1 evaluation per opportunity to create a path moving forward.
• Being able to create new opportunities: Starting after the first 90 days and benchmarked after that, we expect you to demonstrate the development of Tier 1 accounts and generate ten new opportunities per month.
• Client acquisition: You will be prospecting appropriately to create new opportunities, forecasting appropriately, and being able to qualify and understand deal blocks to progress opportunities.
• Prospecting appropriately: You will develop a plan to target top accounts for a given region while working with the Sales Development team to ensure new market engagement.
• Within three months, we hope you are well on your way to building new sales opportunities and have a well-thought-out plan for further growth of your business and self. You should also have a complete understanding of our closing process and develop positive relationships with other members of the organization.
• Channel development: Within your first 60 days, you will develop a plan for interfacing with channel partners to enable them to develop new opportunities. This will be continuous and benchmarked monthly.
• Forecasting appropriately: Your forecasting will be benchmarked monthly and evaluated by push counts on each opportunity. If deals continuously push without reason, then we will need to retrain on forecasting process.
• Understand the Challenger Sales methodology and demonstrate how to use this approach to close

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing regularly?
Process:

• Orchestrate territory coverage through effective collaboration with Channel Account Managers, Solutions Engineers, and Customer Success Managers aligned to your region.
• The objective of this position is to develop and execute a strategy for your territory to achieve the annual revenue plan.
• Prospect, qualify, and develop new opportunities to add to the pipeline.
• Be able to convey messages effectively about Evolv’s technology and process.
• Support Channel Partners in negotiating enterprise deals that may involve many influencers and stakeholders.
• Create a territory plan to achieve or exceed the assigned quota.
• Accurately forecast and manage activity via Salesforce.com
• Coordinate with internal resources such as Solution Engineers, Inside Sales, Field Marketing, and Channel Management to create new opportunities and close business.
• Achieve quarterly revenue targets by selling Evolv’s solutions across a broad market that includes tourist attractions, ticketed venues, schools, hospitals, manufacturing/distribution, places of worship, government facilities, and more.
• Participate on behalf of the company in exhibitions and conferences.

Skills:

• Adapt to fast-growing and changing environments.
• Preparing and delivering presentations on products and services via Zoom and in person.
• Influencing at the (C-suite) executive level.
• Developing and communicating realistic ROI calculations.
• Negotiating and closing deals.
• Using solution-oriented approaches and consultative selling tactics, orchestrating and aligning stakeholders around a common objective.
• Facilitating potential client conversations, placing a strong emphasis on listening to their needs and helping them achieve their goals.
• Overcoming sales objections.

Travel requirements can be up to 50-70% of the time depending on trade shows, customer needs, and business development activity according to the territory plan created by the Account Executive. Some of our customers operate on nights, weekends, and holidays, which means that on some occasions, our Account Executives will too.
What is the leadership like for this role? What is the structure and culture of the team?

• The team culture is one based on building trust, collaboration, and ongoing development through kindness, authenticity, courage, drive, and fun!
• You will be joining our Rockies/ Central Sales Pod. The sales pod will comprise 10-15 other Evolvers (Senior Account Executives, Sales Executives, Customer Success Managers, Solutions Engineers, Field Marketers, and vertical specialists). The team sits within the Revenue Organization.

Where is the role located?

• Our ideal candidate is located in Dallas, Texas and will support coverage throughout Northern Texas and Oklahoma.

Benefits
If you want to solve one of the most difficult issues of our time and save lives doing it, you want to work at Evolv. We are passionate, knowing that what we do and how we do it can affect life or death situations for our customers. At Evolv, you will have unparalleled exposure to all aspects of our business, working with a talented team that shares our vision for a safer world. If you are inspired by invention and gain satisfaction from seeing how your work impacts the bigger picture, Evolv will be a great fit.

• Equity is an important component of every compensation package
• Unlimited vacation policy
• Medical and dental insurance
• 401(k) plan
• Tuition Reimbursement
• Flexible work environment
• $300 per quarter to spend on the perks that are most meaningful to you
• Unique culture

Evolv Technology (“Evolv”) is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. We welcome and encourage diversity in the workplace, and all employment decisions are made without regard to race, color, religion, national, social or ethnic origin, sex (including pregnancy), age, disability, HIV Status, sexual orientation, gender identity and/or expression, veteran status, or any other status protected by law in the locations where we operate. Evolv will not tolerate discrimination or harassment based on any of these characteristics.
Evolv is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need a reasonable accommodation as part of the job application process, please connect with us at [email protected].