Account Executive, Sacramento

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 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.

The Role: What are performance outcomes over the first 6-12 months you will work toward completing? 

Within 30 Days 

• Build foundational knowledge of Evolv’s products, positioning, and value proposition across customer segments.
• Establish strong relationships with internal stakeholders (Business Development Representative, Channel Sales Executives, Technical Sales & Solutions, Deployment).
• Understand Evolv’s sales methodology (MEDDPICC) and regional strategy.

Within 90 Days 

• Prospecting: Develop a targeted plan for high-value accounts while coordinating with the Business Development team to expand market engagement.
• Channel Enablement: Build a framework for engaging channel partners to help drive new opportunities. (Benchmarked monthly.)

Within 6 Months

• Client Acquisition: Generate, qualify, and progress new opportunities; demonstrate consistent development of Tier 1 accounts. Target ~10 new qualified opportunities per month.
• Forecasting Excellence: Provide accurate monthly forecasts, with attention to push counts and opportunity progression.
• Deal Progression: Advance opportunities through sales stages with clear removal of blockers. Provide structured next steps for any opportunities stalled in Salesforce.
• Achieve Individual Sales Targets.

The Work: What You Will Do

Sales Execution

• Develop and execute a strategic territory plan to achieve or exceed quota.
• 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.

Cross-Functional & Channel Collaboration

• Partner closely with Solutions Engineers, Inside Sales, 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, Technical Sales & Solutions, and Deployment teams to support customer onboarding and long-term success.

Operational Excellence

• Maintain accurate CRM hygiene and forecasting through Salesforce.
• Represent Evolv at regional and national trade shows, conferences, and customer events.
• Manage the full sales lifecycle, from prospecting and qualification through evaluation, negotiation, close, and renewals
  

Skillset That Drives Success 

• Proven ability to progress opportunities through every stage of the sales cycle. 

• Strong channel partner development, including creating, deepening, and growing strategic relationships. 

• Consultative selling expertise: deep listening, value alignment, and solution-oriented problem-solving. 

• 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 join a team of 4-5 other Account Executives and report to our Regional Sales Director, West. 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? 

Location:
While this role is posted for a candidate ideally based in Sacramento, CA, we are open to exceptional candidates in other locations with strong direct-transportation accessibility. The role is flexible within our territory, which includes Northern California, Oregon, and Washington. A minimum of three days per week in the field is expected. 

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 $92,000- $148,000. 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. 

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   

• 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.