Account Executive (Charlotte, NC)

Account Executive (Charlotte, NC)
 

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. 

Success in the Role:

Within 30 Days 

• Develop a strong working knowledge of Evolv’s products, value proposition, market positioning, proof points, reference customers, and sales assets, and effectively articulate Evolv’s value to customers across different market segments. 
• Understand your territory, current customers and target accounts, the threat environment and competitive situation  
• Develop relationships with key internal (Business Development Representatives, Channel Executives, Pre-Sales and Deployment teams) and external partners (Channel, top accounts, etc). 
• Understand Evolv’s sales playbook, MEDDPICC process, demand generation programs, renewal motion, prospecting and sales tools.  

Within 90 Days 

• Develop a territory plan including identification of target net new accounts, opportunities to expand existing accounts, and renewal accounts. 
• Build relationships with channel partners and develop plan to engage with new and existing customers. Work with Evolv channel team to set targets and metrics with partners to be reviewed regularly. 
• Work with marketing team to understand demand generation activities in the region, align on events, and opportunity handoffs. 
• Develop a prospecting plan to target top accounts in your given region while working with the Business Development team to ensure new market engagement. 
• Ensure clarity on roles with territory-based team including Mid-Market Account Executive, BDR, technical presales, channel managers, customer success managers, and revenue operations.  

Within 6 Months  

• Client acquisition: Create new opportunities, qualify, and understand sales objections and deal barriers to progress opportunities. Demonstrate development of Tier 1 accounts and generate new opportunities per month. 
• Forecast accurately: Benchmark quality of opportunity qualification for forecast accuracy. 
• Being able to qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not moving forward in stage in Salesforce, then we will have 1:1 evaluation per opportunity to create a path moving forward. 
• Continue to execute and revise territory plan including pipeline development for next 2-4 quarters. 
• Achieve sales targets. 

The Work: What will you be doing?  

Sales & Renewal Execution 

• Develop and execute a strategic territory plan to achieve or exceed quota. 
• Full sales lifecycle ownership, including prospecting, opportunity creation, qualification, deal progression, closing, and renewal partnership. 
• Build territory plan and account plans for target accounts. 
• 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. 
• Support renewals and expansion with existing customers 

Cross-Functional & Channel Collaboration 

• Partner closely with Technical Pre-Sales, Business Development Representatives, 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, Pre-Sales, and Deployment teams to support customer onboarding and long-term success. 
• Work with cross-functional internal team including revenue operations, legal and finance to support proposals, negotiation and closing 
• Collaborate with fellow Account Executives, Strategic team, Vertical leads, and/or the Sports & Entertainment team on large national or global accounts including account ownership, lead routing, and opportunity handoffs. 

Operational Excellence 

• Maintain accurate CRM hygiene and forecasting through Salesforce. 

• Understand and leverage sales tools and infrastructure to improve personal productivity and sales effectiveness 

• Represent Evolv at regional and national trade shows, conferences, and customer events. 

• Manage the full sales lifecycle: prospecting → qualification → evaluation → negotiation → close → renewal handoff. 

Skillset That Drives Success 

• Minimum 8 years of experience selling within a high-velocity B2B sales environment.  

• Experience selling software-enabled hardware solutions, with a strong understanding of how integrated hardware and software deliver measurable business value (preferred). 

• Experience working alongside VAR channel partners in sell-through and sell-with sales models. 

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

• Drive to engage with target customers, prospect and build pipeline. 

• 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, East Sales Region. You will join a team of 5-6 other Account Executives and report to our Vice President of Sales, East.

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? 

This role covers South Carolina and most of North Carolina, with the Charlotte metro area as the preferred home base. We’ll also consider exceptional candidates based elsewhere in the territory, including the Raleigh–Durham and Greenville–Spartanburg areas.

You must live within 30 miles of a major airport. You’ll work with customers virtually and travel throughout the territory for in-person meetings as needed.

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 $94,000- $156,000. 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.