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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and developing high-performing sales teams, with a strong focus on quota attainment and talent development. Proven ability to close complex deals and leverage AI tools for enhanced sales performance in the security technology sector.
Highest-signal resume keywords
Enterprise Sales LeadershipComplex Deal ClosingCoaching and DevelopmentAI Tool UtilizationSecurity Technology Sales
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota-Carrying Sales ManagementSales Strategy DevelopmentMarket BuildingVideo Surveillance SalesAccess Control SalesSecurity Robotics SalesContract NegotiationPipeline ManagementForecast AccuracyEmployee Development
Soft Skills
Executive PresenceHigh IntegrityCoaching ApproachRelationship BuildingCommunication Skills
Tools & Technologies
MEDDPICCSalesforceClariSlackGoogle Workspace
Industry Keywords
Corporate SecurityPhysical Security TechnologyFortune 500 SalesSecurity LeadershipContract Security FirmsEHSLogistics and DistributionHealthcare SalesRetail SalesData Center Sales
About the role
Key responsibilities & impact- Lead nine quota-carrying sellers, including six Strategic Account Managers and three Enterprise Account Executives
- Hire five new sellers and own continuous talent pipeline development
- Personally close candidates, onboard them, and ramp them with books, relationships, and opportunities
- Run 1:1s and deal reviews focused on developing judgment
- Join executive meetings, site walks, and pilot reviews and provide specific feedback
- Coach ROI selling against guard contracts and broader facility, EHS, and operations use cases
- Coach direct and partner-led selling with contract security firms and integrators
- Build MEDDPICC rigor, forecast honesty, accurate close dates, current notes, and clean opportunities
- Improve team use of AI for account research, call preparation, RFP responses, and pipeline analysis
- Build retention through clear expectations, development paths, recognition, and career conversations
- Design fair, achievable territories and quotas
- Own the security business number, pipeline coverage, forecast accuracy, and linearity; present analysis monthly to executive leadership
- Convert flagship programs into enterprise-wide rollouts across hundreds of sites
- Route accounts under $1B to Inside Sales and maintain one rep per logo
- Build account-scoring coverage focused on enterprises suited to Skydio Docks
- Partner with Strategic Partnerships on contract security firm relationships, joint pursuits, and deal structures
- Act as executive sponsor on the team's largest pursuits
- Bring customer insight, competitive intelligence, and product gaps to Product and Marketing
Requirements
What you’ll need- 3+ years leading quota-carrying enterprise sellers as a first-line manager, with year-by-year team attainment
- 7+ years in enterprise sales of hardware, software, or SaaS
- Personal success closing complex, multi-site, multi-year deals with Fortune 500 companies
- Experience selling physical security technology or services to corporate security leaders
- Experience with video surveillance, access control, security robotics, GSOC platforms, or guarding services
- Record of building a new market or category
- Fluency selling with and through contract security firms, integrators, or resellers
- Demonstrated success recruiting sellers
- Coaching approach with specific examples of measurable employee improvement
- Strong retention history and record of developing people into larger roles
- Daily use of AI tools and a workflow, analysis, or tool built or changed in the last two years that measurably improved performance
- Executive presence with security leadership and own team
- High personal integrity under quota pressure
- Ability to travel at least 50% of the time
- Preferred: corporate security, law enforcement, or military background
- Preferred: relationships with contract security firms and across the security industry, including ASIS and GSX
- Preferred: experience selling into data centers, logistics and distribution, retail, healthcare, or large campuses and venues
- Preferred: experience building a team from a small base or scaling through rapid growth
- Preferred: familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace
- Preferred: ability to explain non-sales processes in plain language
Benefits
Comp & perks- Equity in the form of stock options
- Comprehensive benefits package
- Relocation assistance may be provided for eligible roles
- Group health insurance plans
- Paid vacation time
- Sick leave
- Holiday pay
- 401K savings plan