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.