• 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.