[Hiring] Key Account Manager @Milestone

Role Description

We are seeking a highly experienced and tenured Key Account Manager to expand Milestone’s presence across the Western U.S. region. This individual will be responsible for developing and expanding strategic relationships with Fortune 1000 organizations. This role owns complex, multi-year account strategies, engages executive and senior stakeholder audiences, and drives enterprise-wide adoption through a consultative, value-based sales approach. Success is defined by long-term customer growth, retention, and the ability to navigate sophisticated buying environments in partnership with internal teams and channel partners.

As a Key Account Manager, you will work cross-functionally with internal teams, executive stakeholders, and channel partners to position our platform within Fortune 1000 organizations. Your role will blend high-level strategic planning with day-to-day deal execution and territory leadership. You will operate with autonomy and accountability across a multi-state region.

This is a remote role in Western US, ideally in Southern California.

What you will do:

• Own and grow a portfolio of named Fortune 1000 enterprise accounts
• Build trusted relationships with C-level, IT, security, and business leaders
• Lead complex, high-value sales cycles across multiple stakeholders
• Engage in regular strategic prospecting to win net new software business
• Collaborate cross-functionally (sales, solutions engineering, partners) to deliver enterprise outcomes
• Lead and influence complex sales cycles, including RFP/RFI responses, cooperative agreements
• Develop and execute territory plans, revenue forecasts, and key account strategies
• Maintain and grow relationships in existing accounts, focusing on multi-site expansion and cross-sell opportunities

Qualifications

• 5+ years of experience in technology sales, with a strong preference for candidates with a background in video surveillance, access control, SaaS, or integrated security systems
• Demonstrated success managing named strategic accounts with multi-year sales cycles and high deal values
• Experience engaging C-level and senior executive stakeholders across IT, security, operations, and procurement
• Strong background in consultative, value-based enterprise selling, including account planning and opportunity orchestration
• Ability to navigate complex buying committees, procurement processes, and partner-led delivery models
• Experience collaborating cross-functionally with sales engineering, marketing, and channel partners
• Familiarity with CRM and forecasting tools (e.g., Salesforce) and disciplined pipeline management
• Excellent communication, presentation, and negotiation skills
• Ability to travel up to 25% within the Western United States

Benefits

• The OTE (on-target-earnings) for this position ranges from $175,000 to $190,000.
• Pay is based on experience, qualifications, and location, and is just one component of Milestone’s total compensation package.
• Attractive benefits package that includes medical/dental benefits, FSA or HSA, 401k with 6% Safe Harbor employer match, paid parental leave, generous PTO (20 days' vacation, 10 days paid sick time, and 12 company holidays).
• Fully paid Short Term disability policy, fully paid Long Term disability policy, and Life Insurance.

Company Description

Milestone Systems is a leading provider of data-driven video technology software. Our portfolio includes XProtect video management software, Arcules video surveillance as a service, and BriefCam analytics. We amplify what organizations of any size can see, do, and achieve with video. Guided by our People First mindset—freedom, inclusion, and togetherness—we always consider our employees, partners, and communities in everything we do.