Regional Sales Manager, Channel (West)

About the role

Verkada is transforming how organizations protect their people and places with an integrated, privacy-sensitive AI-powered platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. We've got serious momentum in the market: more than 30,000 customers (including 100+ of the Fortune 500), a $5.8B valuation , more than $1 billion in annualized bookings, and backing from CapitalG, Sequoia Capital, General Catalyst, Felicis Ventures, Next47 and more. Physical AI is one of the most consequential technology shifts of our time, and Verkada is at the center of it. You can look at all kinds of communities to see our platform's impact in the world. It's the retailer that uses our agentic AI to deter theft before it happens. The warehouse that uses AI-powered alerts to make sure its team is protected on the floor with proper PPE. The school that's alerted to a threat in real-time and triggers a lockdown in seconds, not minutes. We're rapidly scaling this impact: today, more than 2 million Verkada devices are deployed across 170+ countries. As a Regional Sales Manager (People Leader) , you'll play a critical role in scaling Verkada's regional channel business by leading and developing a high-performing team of Regional Channel Sales Managers (CSMs). You'll be responsible for driving consistent, above-quota performance through strategic partner engagement, pipeline discipline, and strong executive relationships across Verkada's Regional Partner ecosystem across the West. This is a first-line manager leadership role that blends strategy with hands-on execution. You'll work closely with senior sales leadership, cross-functional teams, and key partners to accelerate growth in a fast-paced, high-impact environment.

Responsibilities

• You'll lead from the front, empowering your team to build pipeline, close complex deals, and deepen strategic partner relationships. Here's what you'll own:
• Lead & Develop a High-Performing Team: Lead, mentor, and coach a team of around 6-8 Regional Channel Sales Managers to achieve individual and team quotas. Recruit, hire, onboard, and develop top channel talent while supporting underperformers through to success across the West region.
• Drive Pipeline & Forecast Excellence: Support and coach CSMs in building pipeline daily, maintaining strong pipeline hygiene, and delivering accurate forecasts. Conduct weekly forecast calls and pipeline reviews to ensure consistent execution and visibility.
• Execute National Channel Strategy: Partner with the Head of National Channel Sales to execute Verkada's national channel strategy, ensuring alignment between partner initiatives, regional execution, and company-wide GTM priorities.
• Support Complex, High-Value Deals: Assist CSMs in closing highly complex transactions by developing executive-level relationships with key national and regional partners. Provide deal strategy, escalation support, and executive alignment when needed.
• Operational Rigor & Reporting: Monitor sales activity, pipelines, forecasts, and closed deals across the team. Report on performance, trends, and risks to senior leadership with clear insights and recommendations.
• Enable Continuous Improvement: Coordinate and lead weekly and monthly one-on-one meetings, team trainings, and pipeline reviews to drive skill development, best-practice sharing, and ongoing performance improvement.
• Collaborate Cross-Functionally: Work closely with Sales, Marketing, Enablement, and Operations to support partner initiatives, drive demand generation, and ensure your team has the tools and support needed to win.
• Lead in a Fast-Paced Environment: Deliver results in a high-growth, high-expectation sales culture while modeling accountability, resilience, and customer-first leadership.
• This role requires regular travel, estimated to be more than 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.
• What You Bring
• Proven Sales Leadership (5yrs+): Demonstrated success leading high-performing sales teams, with channel sales leadership experience strongly preferred.
• Consistent Sales Success: Strong personal and team track record of sales achievement; President's Club or similar recognition is a plus.
• Operational & Forecasting Strength: Proven ability to manage high-volume transaction environments and accurately forecast results.
• Executive Presence: Excellent presentation, listening, and communication skills with the ability to influence executive-level stakeholders internally and externally.
• Strategic Mindset: Ability to develop and execute top-down and bottom-up strategies with national partner leadership that drive measurable business outcomes.
• Talent Builder: Proven success hiring, training, and developing sales tale

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