About the Job
At Axon, we’re on a mission to Protect Life. We’re explorers, pursuing society’s most critical safety and justice issues with our ecosystem of devices and cloud software. Like our products, we work better together. We connect with candor and care, seeking out diverse perspectives from our customers, communities and ...
Life at Axon is fast-paced, challenging and meaningful. Here, you’ll take ownership and drive real change. Constantly grow as you work hard for a mission that matters at a company where you matter.
Our Strategic Accounts (internally referred to as T1200) segment focuses on Axon’s most strategic U.S. State & Local Law Enforcement agencies- large, complex accounts where our full ecosystem can transform how communities are protected.
Key Responsibilities
Location: Remotely from the Northeast region of the United States. Must live within an hour of a major airport and on the road 40-60% of time.
Reports to: You will report into a Vice President of Sales and operate as a key member of the U.S. State & Local Law Enforcement leadership team.
Lead and Develop a High-Performing Sales Team
Directly lead a team of Key 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 strategic accounts 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 strategic accounts 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 strategic accounts customer in internal planning, helping Axon prioritize what matters most to large agencies.
Required Skills & Abilities
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 a plus.
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.
