Strategic Account Executive, Federal

Reporting to: Director of Sales, Canada
Direct Reports: None
Location: Remotely anywhere in Canada (preferably Ottawa or Toronto)
Travel expectations: approximately 70%

Your Impact
As a Strategic Account Executive, Federal at Axon, you will play a key role in helping Canadian federal public safety agencies to adopt technology that saves lives, reduces public safety risks, and enhances transparency. You will be supporting the adoption of Axon’s ecosystem of products—including body-worn and in-car cameras, TASER devices, and cloud-based software platforms including our digital evidence management system—across Canadian federal customers. Your success will be measured by your ability to build and maintain senior-level relationships, drive large, complex opportunities, and align Axon’s solutions with the mission-critical needs of our customers. This is a quota carrying, external field position.

At Axon, our goal is to make each individual feel valued for his or her contributions to the company’s mission to protect life. We are looking for intelligent people who want to do remarkable things. We strive to create an environment where people can succeed and enjoy coming to work every day. Life at Axon is fast paced, challenging and meaningful. Here, you’ll take ownership and drive real change. You will constantly grow as you work hard for a mission that matters at a company where you matter.

What You’ll Do:

• Develop and Execute Account Strategies: Create comprehensive account strategies that align Axon’s solutions with the mission-critical needs of federal public safety agencies, focusing on officer safety, operational efficiency, and digital transformation. This will require close collaboration with other internal members of the account team(s).
• Drive Complex Sales Engagements: Manage long sales cycles, leading to high-value, multi-year agreements with federal customers. Facilitate discovery meetings, present Axon’s value propositions, and lead customer negotiations.
• Help increase market share and achieve Axon’s strategic objectives by maximizing revenue and customer satisfaction within your designated agencies.
• Support Public Safety Innovation: Partner with internal teams to present Axon’s innovative public safety technologies, such as TASER 10, Axon Fleet, Axon Body 4, Axon Evidence, and Axon VR training programs, demonstrating how these solutions transform agency operations.
• Manage Customer Relationships: Cultivate relationships with both executive and operational leaders within federal public safety agencies. Ensure seamless customer experiences through proactive engagement and problem-solving.
• Champion Public Safety Outcomes: Position Axon as a key enabler of federal public safety initiatives, helping agencies meet their operational and safety goals while enhancing transparency and accountability.
• Collaborate with Internal Teams: Work closely with Axon’s customer success, engineering, and program management teams to ensure that customer projects are delivered on time and that customers derive measurable value from Axon’s solutions.
• Accurate CRM Management: Maintain up-to-date records of customer interactions, opportunities, and forecasts in Salesforce. Use this data to drive proactive sales strategies and ensure visibility for internal stakeholders.

Key Performance Indicators:

• Revenue Growth: Achieve or exceed annual revenue targets by closing high value - opportunities with key federal public safety agencies.
• Federal Market Penetration: Lead the expansion of Axon’s solutions in Canada’s top federal public safety agencies, securing contracts with at least two new federal agencies and expanding Axon’s footprint in existing accounts within your first year.
• Strategic Solution Selling: Collaborate with federal agencies to identify and address their pain points through Axon’s full suite of products, including Axon Records, Fleet, and Evidence.com. Develop tailored solutions that result in improved officer safety, enhanced agency transparency, and streamlined workflows.
• Executive Relationships: Establish and maintain high-trust relationships with senior leaders (Assistant Commissioners, CIOs, Chiefs of Police, etc.) in at least 5 federal agencies, positioning Axon as a long-term partner in public safety technology.
• Cross-Functional Leadership and Collaboration: Lead a cross-functional Axon team, including product, engineering, and program management, to ensure customer success and satisfaction, delivering 100% on all project commitments for assigned accounts. Develop strong relationships within the Canadian team and throughout other divisions throughout Axon to serve as an advocate for our Canadian customers.
• Contract & Negotiation Leadership: Lead the proposal and negotiation process for contracts, ensuring competitive positioning and successful long-term engagements. Close at least one multi-year, high-value contract in your first year.
• Customer Feedback Loop: Gather actionable insights from federal agencies to inform Axon’s product development and ensure that Axon’s solutions meet federal public safety needs. Contribute at least 5 pieces of actionable product feedback per quarter.
• Retention & Expansion: Achieve a customer retention rate of 95% or higher by building long-term trust and consistently delivering value. Identify and close upsell opportunities for additional products (e.g., VR training, in-car video systems) within 12 months.
• Forecasting Accuracy: Deliver accurate, data-driven forecasts with a 90%+ accuracy rate, maintaining transparency and proactive communication with senior management about your pipeline and expected deal closure.

What You’ll Bring:

• Track Record of Success: Proven experience exceeding sales targets in a complex, consultative sales environment, particularly in public safety, SaaS, or cloud-based solutions.
• Federal Sales Experience: Deep understanding of federal government procurement processes, public safety technology, and the ability to navigate large, complex organizations.
• Solution-Oriented Mindset: Ability to translate complex customer needs into innovative Axon solutions, helping federal agencies enhance public safety, officer accountability, and efficiency.
• Technical Acumen: Familiarity with cloud computing, SaaS solutions, and (preferably) digital evidence management systems. Experience working with federal IT leaders to drive cloud and digital transformation initiatives.
• Collaborative Leadership: Proven ability to work cross-functionally within an organization to deliver comprehensive, high-impact customer solutions. Leadership experience in managing multi-stakeholder projects is a plus.
• Law Enforcement/Public Safety Knowledge: Experience working with law enforcement or federal public safety agencies is a strong plus. Ability to connect Axon’s mission and products to the unique challenges of public safety.
• Travel Flexibility: Willingness to travel up to 70% to meet with key customers and stakeholders across Canada.
• French Language Skills: Fluently bilingual in French is preferred but not mandatory.