Military / Law Enforcement Sales Lead
Summary
Location: Austin, TX or Irvine, CA
Experience: 7+ years
Commitment: Full Time
Welcome to ROKA, an independent performance eyewear brand born in Austin, Texas. We’ve redefined what everyday eyewear can be by infusing cutting-edge sport performance technology into prescription glasses and sunglasses built for people who get after it.
ROKA has a strong and growing presence across government, military, and law enforcement channels, and we're looking for an experienced Wholesale Account Lead to own and expand that business alongside our broader B2B and wholesale accounts. This role will be fully dedicated to wholesale, serving as the primary point of contact for key accounts, sales partners, and inbound wholesale opportunities — with a particular emphasis on government, military, and law enforcement relationships.
This is a hands-on role for someone who understands the nuances of selling into government and defense channels, is equally comfortable managing the day-to-day details of wholesale operations, and can represent ROKA in person at customer meetings, industry events, and trade shows.
Responsibilities:
Manage day-to-day relationships with ROKA's wholesale accounts, with a primary focus on government, military, and law enforcement accounts
Identify and secure new wholesale accounts across gov/mil/LEO and broader B2B channels
Navigate government procurement processes including POs, GSA schedules, and tax-exempt purchasing
Support and manage inbound wholesale inquiries, including qualifying opportunities, onboarding new accounts, and coordinating next steps
Build and maintain strong relationships with wholesale customers, buyers, and procurement officers
Work cross functionally with multiple departments to ensure product availability and flawless product delivery
Monitor performance metrics and implement strategies to improve account success
Oversee existing B2B accounts; refining current processes and strategies
Represent ROKA at customer meetings, trade shows, expos, and industry events — including defense and law enforcement specific events as needed
Travel to visit key wholesale accounts and partners to strengthen relationships, support product education, and identify opportunities for growth
Become a subject matter expert on ROKA products and effectively communicate product features, positioning, and brand story to wholesale partners — particularly around our protective eyewear lineup
Must Haves:
7+ years experience in military, federal and state agencies, and law enforcement sales with proven success
Prior personal service in one of those channels (Veteran)
Deep understanding of federal and state procurement processes, contracts, and compliance requirements
Existing network of contacts within defense and/or law enforcement organizations preferred
Excellent communication and interpersonal skills
Self-starter with the ability to work independently
Proven track record in building and refining processes
Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities
Strong organizational skills, attention to detail and business acumen
Strong analytical skills with ability to analyze complex data sets and draw meaningful insights
Excellent communication & presentation skills with the ability to work collaboratively across cross-functional teams
Experience with ERP systems (NetSuite a plus)
Work Location:
ROKA is located in Austin, TX and Irvine, CA. The Company is on a hybrid work schedule. Candidates must be prepared to work on-site in Austin or Irvine as often as needed per the Department’s business needs. Remote candidates may be considered for this position; however, we are prioritizing candidates who are onsite. Occasional travel to visit accounts, trade shows, events, will be required.
Benefits Include
Competitive compensation
Employee and industry discounts
Fun and casual but high-performance atmosphere
Onsite corporate gym
Health, dental, vision & FSA, employer paid life insurance
Vacation and sick leave
401(k) with match
Gym membership stipend
Paid maternity (16 weeks) and paternity (8 weeks) leave