• Lead and Develop a High-Performing Sales Team • Directly lead a team of T1200 Account Executives covering Axon’s most strategic State & Local Law Enforcement accounts. • Recruit, onboard, and develop top sales talent; build a high-bar, accountable, performance culture. • Set clear expectations around territory planning, pipeline hygiene, prospecting, and ecosystem selling. • Conduct regular 1:1s, field rides, and deal reviews focused on coaching to outcomes, not just activity. • Create an environment of continuous learning around Axon’s expanding product set, competitive landscape, and public safety trends. • Own Segment Strategy and Execution • Build and execute a comprehensive go-to-market plan for the T1200 segment aligned with Axon’s strategic priorities. • Define account segmentation, coverage models, and territory design to maximize growth and customer impact. • Drive multi-product, multi-year, enterprise agreements that land and expand Axon’s ecosystem within agencies. • Champion AI and real-time operations offerings as core to the Axon value proposition, not add-ons. • Partner closely with Majors, Mid City, Small City, Inside Sales, and New Products leaders to ensure a coordinated coverage model across shared customers. • Drive Forecasting, Pipeline, and Operational Rigor • Own forecast accuracy and segment performance against quarterly and annual bookings targets. • Establish disciplined pipeline standards (coverage ratios, stage definitions, conversion benchmarks) and hold the team accountable. • Run tight operating cadences: QBRs, weekly forecast calls, and deal strategy sessions grounded in data. • Leverage Salesforce and BI tools to understand trends in win/loss, product mix, pricing, and cycle time, and translate insights into specific actions. • Lead Strategic Deals and Customer Relationships • Act as executive sponsor on the highest-impact opportunities and renewals in the T1200 segment. • Build deep relationships with chiefs, sheriffs, command staff, IT leaders, procurement, and political stakeholders to navigate complex decision processes. • Guide the team through large, multi-year RFPs and competitive bids, ensuring we position Axon’s differentiated value and total cost of ownership. • Orchestrate cross-functional deal teams (Sales Engineering, Professional Services, Customer Success, Legal, Finance) to deliver clean, scalable, and winnable proposals. • Partner Cross-Functionally to Scale Impact • Collaborate with Product, Marketing, Sales Strategy, Revenue Intelligence, and Customer Success to shape segment narratives and campaigns tailored to State & Local Law Enforcement. • Identify whitespace, expansion, and cross-sell opportunities. • Influence product roadmap with field feedback from strategic agencies. • Represent the voice of the T1200 customer in internal planning, helping Axon prioritize what matters most to large agencies.

• You acquire new customers and excite them about our account-switching products • You support the development and implementation of a scalable sales strategy • You align optimal sales targets in collaboration with your team lead and the product team and build long-term business relationships • You establish and optimize sales processes, tools, and KPIs • You conduct sales conversations, negotiate contracts, and provide comprehensive account management for existing customers • You analyze market and competitor trends and identify potential opportunities • You represent us enthusiastically at events, expand your network, and proactively drive sales

• Prospecção de clientes ou tratamento dos leads que já chegam em nosso funil; • Reuniões para entendimento de necessidades (briefing) online; • Elaboração de propostas comerciais; • Agendamento de reuniões online para apresentação de propostas; • Negociação e fechamento com o cliente; • Abertura de novas contas na agência junto ao time operacional; • Gestão da sua carteira de clientes, intermediando conflitos ou alinhamentos necessários.

• Directly manage a team of Regional Account Executives and Account Managers, providing coaching, mentorship, and performance management. • Own team-level revenue attainment across new business, renewals, and expansion within the U.S. market. • Partner with Sales Operations and leadership to establish clear targets, forecasts, and performance metrics. • Implement and reinforce repeatable sales processes aligned with public sector buying cycles. • Ensure consistent understanding and utilization of MEDDIC across the team for deal qualification, inspection, and forecasting. • Lead regular deal reviews focused on MEDDIC rigor, risk identification, and next-step clarity. • Partner closely with Marketing, Solutions Engineering, Customer Success, and Product to align messaging, execution, and customer outcomes. • Ensure the team maintains a deep understanding of U.S. public safety workflows, procurement processes, and operational realities. • Represent DroneSense at industry events, leadership meetings, and key customer engagements as needed.