Associate Account Executive

We are seeking an experienced, technically capable sales professional with direct knowledge of the physical security industry.

Discovery is at the center of this role. This person must be skilled at asking thoughtful questions, uncovering customer business and technical needs, and translating those findings into relevant product demonstrations and clear next steps.

The Associate Account Executive will qualify inbound demand, lead technical product demonstrations, uncover expansion opportunities within existing accounts, and partner closely with senior members of the sales team.

This role offers the opportunity to grow into an independent SMB seller as the individual develops strong product knowledge and demonstrates sound sales judgment and execution.

Key Responsibilities

Discovery & Inbound Qualification

• Lead effective discovery conversations with inbound prospects.

• Ask thoughtful follow-up questions that go beyond surface-level requirements.

• Understand the prospect’s current processes, technical environment, business challenges, decision criteria, timeline, and stakeholders.

• Identify both stated needs and underlying problems the prospect may not have clearly articulated.

• Determine whether an opportunity is a strong fit and warrants further sales involvement.

• Provide sales team members with complete discovery notes, relevant context, and recommended next steps.

• Maintain consistent follow-up with prospects who are not immediately ready to buy.

• Help develop and refine messaging based on recurring customer needs and objections.

Technical Product Demonstrations

• Lead product demonstrations for prospects and customers.

• Tailor each demonstration based on information uncovered during discovery.

• Understand customer workflows, technical requirements, and relevant integrations.

• Explain technical concepts clearly to both technical and nontechnical audiences.

• Answer product questions accurately and involve internal experts when deeper technical support is required.

• Help improve demonstration scripts, technical messaging, and sales materials.

Account Expansion

• Partner with sales leadership to identify growth opportunities within existing accounts.

• Use discovery to uncover additional locations, teams, use cases, workflows, and integration needs.

• Initiate and qualify expansion conversations.

• Identify customer activity and conversations that may signal potential expansion opportunities.

• Support account reviews, renewal preparation, and strategic customer follow-up.

• Take ownership of selected opportunities as product knowledge and sales responsibilities grow.

Pipeline & Sales Execution

• Manage marketing-qualified leads promptly and consistently.

• Maintain accurate prospect, activity, and opportunity information in the CRM.

• Coordinate clear handoffs to other members of the sales team when appropriate.

• Help move qualified opportunities forward through disciplined follow-up.

• Take increasing ownership of smaller and less complex sales opportunities.

• Contribute ideas that improve messaging, qualification, demonstrations, and the overall sales process.

Required Experience

• Direct experience in physical security, security integration, low-voltage, access control, video surveillance, or a closely related industry.

• Demonstrated strength in sales discovery and consultative questioning.

• Ability to uncover business needs, technical requirements, decision processes, and customer priorities.

• Experience in inside sales, business development, account management, or a closing sales role.

• Experience leading customer-facing product demonstrations.

• Ability to learn and explain technical products, workflows, and integrations.

• Strong written and verbal communication skills.

• Persistent, organized, and disciplined follow-up habits.

• Ability to work independently in a small, fast-moving environment.

• Experience using a CRM to manage prospects, activities, and opportunities.

• Availability to work in the Central or Eastern time zone.

Preferred Experience

• Experience selling software or SaaS solutions within the physical security industry.

• Knowledge of security integrators, manufacturers, and technology partners.

• Experience with security system design, site surveys, or system integrations.

• Experience identifying expansion opportunities within existing customer accounts.

• Previous responsibility for a sales target or quota.

• Experience managing opportunities through multiple stages of a sales process.

The Right Person

The right person is naturally curious and excellent at discovery. They listen carefully, ask strong follow-up questions, and can identify the real problem behind an initial request.

They look at sales as being a guide to help the customer solve problems and address growth opportunities. They are also technically confident, highly accountable, and persistent.

They can operate with direction without requiring constant supervision, contribute quickly, and are motivated to grow into greater ownership of customer relationships and revenue.

They are as proactive and prepared as reasonably possible at all times.