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 each other.
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.
We are an equal opportunity employer that promotes justice, advances equity, values diversity and fosters inclusion. We’re committed to hiring the best talent — regardless of race, creed, color, ancestry, religion, sex (including pregnancy), national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, genetic information, veteran status, or any other characteristic protected by applicable laws, regulations and ordinances — and empowering all of our employees so they can do their best work. If you have a disability or special need that requires assistance or accommodation during the application or the recruiting process, please email recruitingops@axon.com. Please note that this email address is for accommodation purposes only. Axon will not respond to inquiries for other purposes.
Location: Remote but Washington, D.C. area is recommended
Your Impact:
As Axon’s Vice President of Federal Sales you will manage a team of approximately 3 quota-carrying sales managers that are driving adoption of Axon’s less-lethal and software & sensors in the federal 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, agencies including the Department of Justice, Department of Homeland Security, and Department of Defense.
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 Vice President of Federal Sales must understand how to motivate and mentor each and every individual on his or her team.
This role reports to the President of Federal.
What You Do:

• Sales Leadership: Directly manage and mentor three sales leaders, providing guidance, support, and direction to ensure alignment with overall sales objectives and organizational goals.
• Quota Management: Assume accountability for the achievement of sales quotas across all federal sales channels, closely monitoring performance metrics and implementing strategies to optimize sales outcomes.
• Go-to-Market Strategy: Develop and execute comprehensive go-to-market strategies tailored to the unique requirements of the federal market segment, leveraging market insights and industry trends to drive business growth and enhance market penetration.
• Sales Training and Development: Design, implement, and oversee sales training programs and initiatives aimed at enhancing the skills, knowledge, and effectiveness of the sales team. Continuously assess training needs and provide ongoing support to ensure professional development and performance improvement.
• Opportunity Identification: Proactively identify and pursue sales opportunities within the federal sector, collaborating with internal stakeholders to develop compelling value propositions and tailored solutions that address the specific needs and priorities of federal clients.
• Collaboration and Relationship Management: Foster strong collaborative relationships with cross-functional teams, including marketing, product development, and customer success, to ensure alignment of sales strategies with broader organizational objectives and seamless execution of go-to-market plans.
• Market Insights and Analysis: Stay abreast of market trends, competitive dynamics, and regulatory changes impacting the federal sector, conducting market research and analysis to inform strategic decision-making and identify emerging opportunities for business expansion.
• 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 Vice President of Sales 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 Vice President of Sales 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 Vice President of Sales 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 Vice President of Sales 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

• Bachelor's degree in Business Administration, Marketing, or related field; MBA or equivalent preferred.
• Proven track record of success in federal sales leadership roles, with a minimum of 10 years of experience in managing sales teams within the federal sector.
• Demonstrated expertise in developing and executing effective go-to-market strategies, driving revenue growth, and achieving sales targets.
• Strong leadership and managerial skills, with the ability to inspire and motivate teams, foster a culture of collaboration and excellence, and drive results in a fast-paced, dynamic environment.
• Excellent communication and interpersonal skills, with the ability to build rapport with clients, stakeholders, and internal teams, and effectively convey complex concepts and solutions.
• Strategic thinker with a keen business acumen, analytical mindset, and the ability to translate market insights into actionable strategies and initiatives.
• Proficiency in sales management tools and technologies, Salesforce, and Microsoft Office suite
• Security clearance (e.g., Secret, Top Secret) preferred
• Experience building, managing, and scaling results-oriented sales teams
• Senior-level experience in cradle to grave federal sales with emphasis in opportunity capture management and proposal development
• Experience with selling direct and into government contract vehicles
• Experience working with and understanding of federal government agencies and customers Department of Justice, Department of Homeland Security, Department of Interior, Department of Defense).
• 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