Account Executive, Los Angeles

Senior Account Executive

Our mission is to help make places safer for people to live, work, learn, and play. Evolv aims to help organizations detect potential threats, mitigate risk, and enhance safety using AI-powered security solutions with robust insights. As a Senior Account Executive, you will play a pivotal role in fulfilling this mission by expanding our customer base, growing the sales pipeline, and achieving individual sales targets. You will also manage customer and strategic relationships to strengthen Evolv's presence across diverse vertical markets. The ideal candidate is a motivated sales professional who thrives on increasing revenue, raising market awareness, qualifying prospects, managing the sales process, and closing deals.

The Role: What are performance outcomes over the first 6-12 months you will work toward completing?

Within 30 Days:

• Gain in-depth knowledge of Evolv's products and be able to articulate their value proposition across various customer segments.
• Develop relationships with key internal (Business Development Representatives, Channel Executives, Pre-Sales and Deployment teams) and external partners (Channel Partners and Top Accounts).
• Understand Evolv's sales and MEDDPICC process.

Within 90 Days:

• Create a targeted strategy for engaging top accounts in your region, collaborating with the Business Development team to drive new market engagement.
• Implement a plan to strengthen relationships with channel partners to generate new opportunities. This will be an ongoing effort with monthly benchmarks.

Within 6 Months:

• Drive net-new opportunities, qualify leads effectively, and identify deal blockers to move sales forward.
• Develop key Tier 1 accounts and generate 10 new opportunities per month.
• Consistently provide reliable sales forecasts, ensuring accountability for deal progression.
• Qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not progressing through every stage in the sales cycle, you will be expected to create a path to moving forward.
• Begin closing sales deals independently to achieve assigned quota

The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis?

Sales Process:

• Develop and execute a strategic territory plan to exceed sales quotas.
• Prospect, qualify, and grow a robust pipeline of opportunities.
• Collaborate with internal teams (Solution Engineers, Business Development, Field Marketing, Channel Management) to find, nurture and close business.
• Maintain accurate sales activity records in Salesforce.com.
• Represent Evolv at industry events, exhibitions, and conferences.
• Communicate the value of Evolv's technology and solutions effectively.
• Sell Evolv's solutions across a wide range of industries, including tourist attractions, ticketed venues, schools, hospitals, manufacturing/distribution, places of worship, government facilities, and more.
• Work closely with Channel Account Managers, Solutions Engineers, and Customer Enablement Managers to optimize territory coverage.
• Drive enterprise-level deals, managing complex sales cycles with multiple stakeholders.

Sales Skills:

• Move deals effectively through every stage of the sales cycle.
• Build and nurture relationships with channel partners.
• Conduct high-impact client conversations, actively listening to needs and aligning solutions accordingly.
• Deliver compelling product presentations (virtually and in-person).
• Overcome objections through strategic solution-selling techniques.
• Accurately forecast sales performance, ensuring transparency and accountability.
• Present strong return-on-investment (ROI) cases to both internal and external stakeholders.
• Leverage consultative selling techniques to align stakeholders around a common objective.
• Influence C-suite executives and engage decision-makers in both public and private sectors.
• Own the full sales lifecycle, from prospecting and deal qualification to closing, onboarding, and customer success.

What is the leadership like for this role? What is the structure and culture of the team? You will be joining the North America - West Sales Team. Reporting to the West Regional Director of Sales, you will join a team of 5-6 other Account Executives. The team culture is one based on building trust, collaboration, on-going development through kindness, authenticity, courage, drive, and fun!

Where is the role located? This role is flexible throughout Los Angeles, with a strong preference for candidates near major airports. Travel requirements range from 60-80%, depending on trade shows, customer needs, and business development activities outlined in your territory plan. Some of our customers operate on nights, weekends, and holidays, requiring occasional flexibility in your schedule to meet our customer's business needs.

The base salary range for this full-time position is $105,000 - $130,000 + commission + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in role posting reflect the base salary only, and do not include commission, equity, or benefits.

Our Benefits Include:

• Equity as part of your total compensation package
• Medical, dental, and vision insurance
• Flexible Spending Accounts (FSA)
• A 401(k) plan (and 2% company match)
• Flexible Paid Time Off (PTO)- take the time you need to recharge, with manager approval and business needs in mind
• Quarterly stipend for perks and benefits that matter most to you
• Tuition reimbursement to support your ongoing learning and development
• Subscription to Calm

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 careers@evolvtechnology.com. Evolv participates in E-verify for all employees after the completion of Form I-9.