Account Executive (Seattle)

Account Executive (Seattle) The Elevator Pitch Our mission at Evolv is simple: help make places safer for people to live, work, learn, and play. We partner with organizations to detect potential threats, reduce risk, and improve safety through AI-powered security solutions and actionable insights. As an Account Executive, you will directly advance this mission by expanding our customer base, growing pipeline, and achieving individual revenue targets. You will work a shared territory alongside a Mid-Market Account Executive focused on small and medium-sized businesses (SMBs). Together, you will manage strategic relationships, elevate Evolv’s market presence, and drive adoption across diverse verticals. The ideal candidate is a proactive, consultative seller who excels at opening new markets, building trusted relationships, and closing complex deals. Success in the Role: Within 30 Days - Develop a strong working knowledge of Evolv’s products, value proposition, market positioning, proof points, reference customers, and sales assets, and effectively articulate Evolv’s value to customers across different market segments. - Understand your territory, current customers and target accounts, the threat environment and competitive situation. - Build a strong relationship with the Mid-Market Account Executive in your territory. - Develop relationships with key internal (Business Development Representatives, Channel Executives, Pre-Sales and Deployment teams) and external partners (Channel, top accounts, etc). - Understand Evolv’s sales playbook, MEDDPICC process, demand generation programs, renewal motion, prospecting and sales tools. Within 90 Days - Develop a territory plan including identification of target net new accounts, opportunities to expand existing accounts, and renewal accounts. - Build relationships with channel partners and develop plan to engage with new and existing customers. Work with Evolv channel team to set targets and metrics with partners to be reviewed regularly. - Work with marketing team to understand demand generation activities in the region, align on events, and opportunity handoffs. - Develop a prospecting plan to target top accounts in your given region while working with the Business Development team to ensure new market engagement. - Ensure clarity on roles with territory-based team including Mid-Market Account Executive, BDR, technical presales, channel managers, customer success managers, and revenue operations. Within 6 Months - Client acquisition: Create new opportunities, qualify, and understand sales objections and deal barriers to progress opportunities. Demonstrate development of Tier 1 accounts and generate new opportunities per month. - Forecast accurately: Benchmark quality of opportunity qualification for forecast accuracy. - Being able to qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not moving forward in stage in Salesforce, then we will have 1:1 evaluation per opportunity to create a path moving forward. - Continue to execute and revise territory plan including pipeline development for next 2-4 quarters. - Achieve sales targets (in partnership with the MMAE) for your shared territory. The Work: What will you be doing? Sales & Renewal Execution - Partner with your Mid-Market Account Executive to develop and execute a territory plan within your shared territory to achieve or exceed quota. - Full sales lifecycle ownership, including prospecting, opportunity creation, qualification, deal progression, closing, and renewal partnership. - Build territory plan and account plans for target accounts. - Prospect, qualify, and nurture new opportunities to build a strong pipeline. - Conduct discovery, needs analysis, solution scoping, and ROI development. - Deliver compelling presentations and demos (virtual and onsite). - Navigate complex enterprise deals with multiple decision-makers. - Lead commercial negotiations through close. - Support renewals and expansion with existing customers. Cross-Functional & Channel Collaboration - Partner closely with Technical Pre-Sales, Business Development Representatives, Field Marketing, and Channel Management to support deal creation and progression. - Strengthen channel partnership effectiveness, ensuring alignment on target markets and co-selling motions. - Collaborate with Customer Enablement, Pre-Sales, and Deployment teams to support customer onboarding and long-term success. - Work with cross-functional internal team including revenue operations, legal and finance to support proposals, negotiation and closing - Collaborate with fellow Account Executives, Strategic team, Vertical leads, and/or the Sports & Entertainment team on large national or global accounts including account ownership, lead routing, and opportunity handoffs. Operational Excellence - Maintain accurate CRM hygiene and forecasting through Salesforce. - Understand and leverage sales tools and infrastructure to improve personal productivity and sales effectiveness - Represent Evolv at regional and national trade shows, conferences, and customer events. - Manage the full sales lifecycle: prospecting → qualification → evaluation → negotiation → close → renewal handoff. Skillset That Drives Success - Minimum 8 years of experience selling within a high-velocity B2B sales environment. - Experience selling software-enabled hardware solutions, with a strong understanding of how integrated hardware and software deliver measurable business value (preferred). - Experience working alongside VAR channel partners in sell-through and sell-with sales models. - Consultative selling expertise: deep listening, trust building, value alignment, and solution-oriented problem-solving. - Drive to engage with target customers, prospect and build pipeline. - Experience selling into both public and private sectors (preferred). - Demonstrated success influencing and presenting to executive-level (C-suite) stakeholders. - Skill in preparing and delivering persuasive presentations and ROI models. - Strong negotiation skills and the ability to overcome objections effectively. - Accurate monthly and quarterly forecasting paired with disciplined CRM practices. - Experience managing large, complex enterprise deals with multiple stakeholders. - Full sales lifecycle ownership, including prospecting, deal progression, closing, and renewal partnership. What is the leadership like for this role? You will be joining the North America, West Sales Region. You will report to our Vice President for the West Region and share a territory with a Mid-Market Account Executive. Our team culture is grounded in Evolv’s core values—integrity, collaboration, and accountability—and strengthened by kindness, authenticity, and curiosity. We challenge one another to think boldly, celebrate wins together, and create an environment where great work is both meaningful and fun. Where is the role located? You will cover the assigned territory, which includes Seattle, Ontario and Western Canada alongside a Mid-Market Account Executive in a shared-territory model. Therefore, you are ideally based in Seattle, WA though we will consider other locations within the assigned territory for exceptional candidates. Candidates must live within 30 miles of a major airport to meet the role’s travel requirements. Sales activities will be conducted virtually and in person as opportunities warrant. Travel: Travel demands will fluctuate with customer engagement, trade shows, and your territory strategy, and may reach 60-80%. Because some customer operations run outside normal business hours, flexibility for occasional nights, weekends, and holidays may be required. Compensation and Transparency Statement  The base salary range for this full-time position is $94,000- $156,000. 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. Benefits At Evolv, we’re on a mission to help make public spaces safer through innovative security technology. So, we're looking for future teammates who embody our values, people who: - Do the right thing, always; - Put people first; - Own it; - Win together; and continue to - Be bold, stay curious. 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.