Sr. Director, Strategic Accounts

The Elevator Pitch 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 the Sr. Director, Strategic Accounts at Evolv, you will play a critical role in expanding our presence within high-value, enterprise customers and unlocking a key growth area for the company. In this player-coach role, you will lead a small team while directly engaging with customers to land new strategic accounts, drive complex deals, and build long-term partnerships. You will be responsible for developing and executing targeted account strategies, engaging with senior stakeholders, and navigating multi-layered sales cycles. The ideal candidate thrives in a fast-paced environment, brings strong enterprise sales experience, and is energized by building something new while delivering measurable revenue impact. This role is especially well-suited for someone who has sold mission-critical technology, security, infrastructure, hardware-enabled SaaS, or other complex solutions that require executive alignment, cross-functional coordination, and a strong business case. Success in the Role: What are performance outcomes over the first 6-12 months you will work toward completing? In the first 30 days, you will: Become fluent in Evolv’s products, value proposition, customer use cases, buyer personas, and priority verticals. Build strong relationships with the CRO, sales leadership, your team, and key cross-functional partners across Solutions Engineering, Marketing, Channel, Deployment, Customer Success, and Finance. Understand Evolv’s current sales process, MEDDPICC framework, forecasting expectations, pipeline discipline, and strategic account priorities. Review and assess the current strategic account list, identifying where Evolv has the strongest opportunity to land new enterprise customers. Within 3 months, you will: Build and begin executing a clear strategic account plan for priority enterprise targets. Establish executive-level engagement strategies within key accounts, including multi-threaded relationship maps and clear paths to economic buyers. Personally lead or co-lead select high-value opportunities while coaching your team on deal strategy, qualification, forecasting, and next-step discipline. Create improved visibility into pipeline quality, deal risk, buyer alignment, and revenue timing. Partner closely with internal teams to tailor compelling business cases, ROI narratives, and customer-specific solutions. By the end of the first year, you will: Land new strategic accounts and contribute materially to team quota attainment. Build a qualified, durable enterprise pipeline with clear near-term and longer-term revenue opportunities. Establish Evolv as a trusted partner with senior stakeholders across newly acquired strategic customers. Elevate team performance through structured coaching, strong account planning, disciplined forecasting, and consistent execution. Help define and scale Evolv’s strategic accounts motion as a repeatable growth engine for the company. The Work: What type of work will you be doing? What assignments, requirements, or skills will you be performing on a regular basis? Develop and execute strategic account plans focused on landing new enterprise and strategic customers. Personally lead complex, multi-stakeholder sales cycles involving senior executives, operational leaders, security stakeholders, procurement, finance, and cross-functional buying committees. Serve as a player-coach who guides team members while directly engaging in select high-value opportunities. Prospect, qualify, and build pipeline within assigned strategic accounts. Build executive-level relationships and establish credibility with C-suite and senior decision-makers. Apply MEDDPICC or similar sales methodologies to qualify opportunities, identify risk, and drive deal progression. Partner with Solutions Engineering, Marketing, Channel, Deployment, Finance, Legal, and Customer Success to create compelling customer strategies and proposals. Deliver persuasive presentations, ROI-driven narratives, business cases, and executive briefings. Maintain strong Salesforce hygiene, forecast accurately, and provide clear visibility into pipeline health. Participate in industry events, customer meetings, and market-facing activities to build awareness and create demand. Help shape the strategy, operating cadence, and performance expectations for Evolv’s strategic accounts team. What is the leadership like for this role? What is the structure and culture of the team? You will be joining Evolv’s Go-To-Market team, reporting directly to the Chief Revenue Officer. This role leads a small team focused on strategic account growth while operating as a hands-on contributor within the sales organization. Our sales culture is built on trust, accountability, collaboration, and continuous improvement. We emphasize disciplined execution, data-driven decision-making, and a shared commitment to winning together. As a leader, you will play a key role in shaping how we scale our strategic accounts motion and developing talent within your team. Where is the role located? We are open to exceptional talent based anywhere in the U.S., provided you are located near a major airport with the ability to travel as needed to support our customers and business priorities. This is a customer-facing leadership role, and the Sr. Director, Strategic Accounts will travel approximately 30–50% for executive customer meetings, strategic account development, industry events, and key internal collaboration. Success in this role will require a leader who is energized by being in market, building trusted customer relationships, and showing up where it matters most. What is the salary range? The base salary range for this full-time position is $176,000-$294,000. In addition to base salary, this role offers a competitive target bonus, equity, and a comprehensive benefits package. This range reflects our commitment to pay transparency and equity, in alignment with applicable state laws. Our compensation ranges are determined based on factors such as role, level, location, market benchmarks, and internal equity. The posted range represents the good-faith estimate of what we expect to pay for this role across U.S. locations. Actual compensation within the range will be based on the candidate’s skills, experience, education, and geographic location. In accordance with state and local pay transparency laws — including those in California, Colorado, Massachusetts, New York, New Jersey, and others — we disclose salary ranges in all job postings and provide additional information upon request. During the hiring process, your recruiter will share: The specific salary range for your preferred location A general overview of our benefits and equity offerings Insights into how compensation decisions are made, including factors that influence starting pay We are committed to fair pay practices, and we regularly review our compensation programs to ensure they are competitive, equitable, and aligned with our values. 10+ years of enterprise sales experience, including experience selling into large, complex organizations. Proven track record of landing net-new enterprise or strategic accounts. Experience owning or leading complex, multi-stakeholder sales cycles with large contract values. Demonstrated success engaging executive-level stakeholders and building relationships across multiple functions within an account. Strong command of account planning, MEDDPICC or similar methodologies, forecasting, pipeline management, and CRM discipline. Experience selling subscription-based technology solutions. Ability and willingness to travel approximately 30–50% for customer meetings, executive engagement, industry events, and internal collaboration. Strong communication, negotiation, executive presence, and consultative selling skills. Nice to Have: Experience selling hardware-enabled SaaS, physical security, public safety, infrastructure, IoT, cybersecurity, AI, or other mission-critical technology solutions. Experience selling into security, operations, facilities, public sector, transportation, sports/entertainment, healthcare, education, or other complex enterprise environments. Prior success operating as a player-coach or leading a small strategic accounts team. Experience building or scaling a strategic accounts motion in a high-growth company. Familiarity with channel-influenced or partner-supported enterprise sales motions. Demonstrated success creating business cases and ROI narratives for non-IT and cross-functional buyers. Our Benefits Include : Equity as part of your total compensation package Medical, dental, and vision insurance Health Savings Account (HSA) 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 [email protected] . Evolv participates in E-verify for all employees after the completion of Form I-9.