Role Description You'll own Andrenam's commercial sales pipeline end to end — identifying, developing, and closing deals with port authorities, offshore energy operators, maritime construction firms, undersea cable companies, and other commercial buyers who need persistent maritime awareness. Your primary job is opening top of funnel and building the playbook, then collaborating with leadership to close. This is a market-building role. The commercial opportunity for distributed maritime sensing is massive but largely undeveloped. You'll be the person who figures out which verticals are ready to buy, what the sales motion looks like, and how to turn pilot interest into production contracts. If you have a network in shipping, oil and gas, offshore wind, or subsea telecom and you want to bring a genuinely new capability to industries you know well, this is the role. The Challenge: Commercial maritime security and monitoring today is fragmented and reactive. Port operators rely on AIS feeds and camera systems. Offshore energy companies protect platforms with cameras and security teams but lack visibility under the water. Maritime construction firms manage noise compliance with limited real-time monitoring. Andrenam's Pearl platform creates persistent, AI-powered awareness at a fraction of the cost of traditional approaches — but the commercial market needs to be identified, educated, and won. That's your job. - Build and manage the commercial opportunity pipeline from identification through close — you own the full cycle - Identify and develop target verticals: port authorities, offshore energy (O&G, wind), maritime construction and environmental compliance, undersea cable/telecom, and emerging opportunities - Open top of funnel through industry networking, trade shows, direct outreach, and strategic partnerships - Develop pricing strategies, go-to-market positioning, and commercial terms tailored to non-government buyers - Lead customer engagements including demonstrations, pilot program scoping, and technical discussions alongside the engineering team - Collaborate with leadership to shape win strategies and close deals - Build channel partnerships, reseller relationships, and strategic alliances where appropriate - Feed market intelligence back to leadership and product teams — what are commercial buyers asking for, what they'll pay, and where the market is heading Qualifications - 3-5 years of experience in maritime industry business development, sales, or account management - A strong network in one or more of: shipping, oil and gas, offshore energy, subsea cable/telecom, or port operations - Track record of closing six- and seven-figure deals with enterprise or institutional buyers - Ability to navigate complex procurement across diverse customer types — corporations, port authorities, utilities, international operators - Strong commercial instincts — you understand pricing, deal structure, and how to move from pilot to production contract - Comfort with technical products; you can credibly discuss sensor technology, data analytics, and autonomous systems with technical buyers - Self-starter mentality suited to an early-stage company — you build the playbook, you don't wait for one - Willingness to travel 25–40% domestically and internationally for customer meetings and events Nice to have - Direct experience selling to port authorities, offshore energy companies, or maritime logistics operators - Experience with maritime sensors, environmental monitoring, or subsea technology - Experience at a startup or growth-stage technology company Benefits - Competitive OTE (base + commission) - Long-term equity incentive program with significant growth potential - Flexible PTO and paid holidays - Comprehensive medical, dental, vision insurance - 401k - Lunch and snacks provided in office - Access to a unique work environment, blending technology, maritime, and defense Disclosures This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (EAR) and the International Traffic in Arms Regulations (ITAR). You must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State without sponsorship for an export license. Andrenam is an equal-opportunity employer committed to creating a diverse and inclusive workplace. All qualified applicants will be treated with respect and receive equal consideration for employment without regard to race, color, creed, religion, sex, gender identity, sexual orientation, national origin, disability, uniform service, Veteran status, age, or any other protected characteristic per federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance.

Role Description You'll own Andrenam's government sales pipeline end to end — from finding the opportunity to getting it across the finish line. Your primary job is opening top of funnel: identifying programs, building relationships, and generating qualified opportunities across DoD, USCG, DHS/CBP, and adjacent agencies. You'll then collaborate closely with company leadership to shape and close each deal. This isn't a role where you inherit a book of business. You're building the government capture function at a 15-person company whose technology is already generating real pull from operators and program offices. If you know how defense procurement actually works — OTAs, SBIRs, FAR-based contracts, direct program office engagement — and you want to be the person who turns operational interest into funded programs, this is the opportunity. The challenge is navigating complex acquisition pathways across multiple agencies to get transformative technology into the hands of warfighters and operators who need it now. What you'll do: - Build and manage the government opportunity pipeline from identification through capture — you own the full cycle. - Open top of funnel by monitoring SAM.gov, GovWin, and other procurement sources, attending industry days, and proactively engaging program offices. - Build relationships with program managers, acquisition officers, and end-users across the defense and homeland security enterprise. - Lead shaping and pre-RFP engagement to position Andrenam before solicitations drop. - Collaborate with leadership to develop win strategies and shepherd opportunities to close. - Represent Andrenam at industry conferences, capability briefings, and customer meetings — you're a primary face of the company to government stakeholders. - Translate customer requirements and operational needs back to the engineering and product teams. - Track pipeline with clear visibility into opportunity status, win probability, and resource needs. Qualifications - 3-5 years of experience in defense/government business development, capture, or program management. - Demonstrated success winning government contracts — you can point to specific programs you helped capture. - Deep familiarity with DoD and/or DHS acquisition processes, including OTAs, SBIRs, FAR/DFARS, and other procurement vehicles. - Ability to establish relationships within the defense and homeland security community — program offices, end-users, primes, or congressional staff. - Understanding of the maritime domain — USCG operations, naval warfare, port security, or related areas. - Comfort operating in an early-stage environment where you build process rather than follow it. - Willingness to travel 25–40% (D.C., customer sites, conferences). - US person status required; ability to obtain a security clearance required. Requirements - Experience with maritime or undersea technology programs. - Background in autonomous systems, sensors, or ISR platforms. - Familiarity with Navy PEOs, USCG Acquisitions (CG-9), or DHS S&T. - Background in international defense sales (FMS, direct commercial sales) or allied nation engagement. - Experience at a defense startup or non-traditional defense company. - Prior military or government service. Benefits - Competitive OTE (base + commission). - Long-term equity incentive program with significant growth potential. - Flexible PTO and paid holidays. - Comprehensive medical, dental, vision insurance. - 401k. - Lunch and snacks provided in office. - Access to a unique work environment, blending technology, maritime, and defense.

• Lead denial management and appeals strategy across all payer types. • Define and track overturn rates, appeal timelines, and recovery performance. • Act as an internal expert on payer policies and medical necessity criteria for laboratory testing. • Interpret payer policies and guide teams on defending medical necessity in appeals. • Identify payer behavior patterns to inform contracting strategy and escalation pathways. • Partner with eligibility, prior authorization, coding, and billing teams to proactively prevent denials. • Audit BPO/vendor performance using data to identify workflow gaps, enforce accountability, and drive improvements. • Develop job aids and standardized workflows to improve consistency and quality. • Analyze denial trends to distinguish between avoidable operational issues and systemic or payer-driven challenges. • Translate denial and appeals workflows into system logic, partnering with engineering and vendors to support automation buildout. • Define requirements for rules-based workflows, denial routing, and appeal triggers within billing systems (e.g., AMD). • Support automation initiatives (e.g., rules engines, RPA, AI-driven workflows) by providing domain expertise and guiding design decisions. • Lead UAT and QA for system changes, ensuring outputs align with payer policy and real-world denial scenarios. • Identify opportunities to reduce manual work by transitioning denial and appeal processes toward scalable, low-touch or unattended workflows. • Proactively identify edge cases, failure points, and gaps in automation logic before and after deployment. • Analyze datasets using tools such as Power BI, SQL, Excel, or Snowflake to quantify denial drivers and financial impact.

Role Description We are seeking an accomplished, driven Global Sales Director to lead a team focused on acquiring net-new business and expanding existing accounts in organizations within the Fortune 500 market. The Global Sales Director will collaborate with cross-functional teams to achieve ambitious revenue targets while playing an integral role in helping Verkada surpass our growth objectives. This position reports directly to the Vice President of Global Sales. Interested candidates can be located anywhere in the United States. What You'll Do - Team Leadership: Lead, mentor, and build out a team of Global Account Executives to uncover and develop new business opportunities, manage pipelines, and execute account strategies for customer acquisition and growth. - Field Engagement: Travel up to 50% of your week, maintaining a strong field presence to support your team in closing deals and ensuring client success. - Revenue Achievement: Drive team performance to achieve and exceed quarterly and annual revenue targets aligned with the organization’s overall goals. - Hands-On Leadership: Lead by example, providing hands-on support and guidance to your team in the field and during the sales process. - Market Penetration: Guide representatives in identifying and securing new opportunities in greenfield markets, ensuring the achievement of quarterly quotas with 1-3 qualified net-new logos per quarter. - Cross-Functional Collaboration: Work closely with Global Development, Sales Engineering, Channel Development, and Verkada’s partners to drive revenue growth and enhance customer acquisition strategies. - Channel Partnerships: Collaborate with the channel partner sales organization to establish initiatives. - Forecasting and Planning: Prepare sales forecasts, manage territories and industries, and develop strategic growth plans. - Performance Oversight: Monitor and report on performance metrics to evaluate individual and team success, taking corrective action to address gaps as necessary. - Deal Support: Assist with quotes, engage in high-level negotiations, and help finalize complex deals by establishing relationships with key stakeholders. - Pipeline Management: Organize regular individual and team pipeline reviews, fostering continuous improvement through training and collaboration. - Talent Development: Spearhead recruitment, onboarding, and mentorship of Global Account Executives with support from internal recruiting and enablement teams. What You Bring - Experience: 2-10+ years leading high-performing enterprise/strategic sales teams, history of being a TOP sales rep with a proven track record of success in driving new business acquisition and building out greenfield territories. - Fortune 500 Sales Expertise: Demonstrated success working on large, complex deals with fortune 500 accounts, including verticals such as healthcare, retail, and manufacturing. - Process-Driven: Strong ability to manage and execute process-driven sales cycles, with a preference for familiarity with MEDDIC sales training. - Technical Knowledge: Relevant experience in SaaS, cloud software, or hardware industries, particularly in security software or computer networking, is a plus. - Channel Collaboration: Experience working with channel partners to drive deal registrations and revenue growth is highly desirable. - Customer-Focused: Exceptional ability to build and maintain relationships with diverse enterprise stakeholders. - Leadership Qualities: High IQ, EQ, and self-awareness, with a demonstrated ability to lead from the front and inspire teams to perform at their best. - Dynamic Environment: Thrive in a fast-paced, high-growth environment with a strong sense of urgency and adaptability. - Education: BS/BA degree strongly preferred. - Travel: Willingness to travel up to 50% of the time. Benefits - Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans. - Nationwide medical, vision and dental coverage. - Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options. - Expanded mental health support. - Paid parental leave policy & fertility benefits. - Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time. - Professional development stipend. - Wellness/fitness benefits. - Healthy lunches provided daily. - Commuter benefits. Additional Information You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role at this time. Annual Pay Range Estimated Annual Pay Range: $320,000 — $370,000 USD Verkada Is An Equal Opportunity Employer As an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.