Strategic Account Executive

Responsibilities

• Build and refine a territory strategy for Indiana, Kentucky, and Tennessee, identifying priority agencies, stakeholders, influencers, associations, and paths into net-new accounts.
• Prospect into new agencies through targeted outreach, referrals, events, relationship building, and collaboration with Business Development and Marketing.
• Meet with public safety executives and government leaders to understand technology environments, operational challenges, modernization goals, and priorities.
• Develop relationships with prospective customer organizations, including champions and executive sponsors.
• Lead discovery sessions and product demonstrations connecting the platform to agency needs, procurement requirements, and desired outcomes.
• Manage complex opportunities involving multiple stakeholders, competitive evaluations, formal procurement, proposals, contract negotiations, and executive decision-making.
• Attend regional conferences, association meetings, and industry events to expand the network and uncover opportunities.
• Maintain account plans, pipeline activity, opportunity stages, and forecasts in Salesforce.
• Own the full sales cycle from territory strategy and prospecting through procurement, negotiation, and closing.

Requirements

• 5+ years of enterprise software sales experience.
• Proven success generating new business and acquiring net-new customers.
• Track record of meeting or exceeding quota through new customer acquisition.
• Experience owning and developing a geographic territory with significant whitespace.
• Strong understanding of solution-based and value-based selling methodologies.
• Experience navigating complex procurement processes and building relationships with senior decision-makers.
• Proficiency with CRM platforms, preferably Salesforce.
• Candidates must currently live in Indiana, Kentucky, or Tennessee and travel regularly throughout the territory.

Nice-to-Haves

• Experience selling enterprise SaaS solutions to government agencies, public sector organizations, or highly regulated industries.
• Familiarity with public safety, law enforcement, emergency communications, or government technology markets.
• Bachelor’s degree or equivalent professional experience.

Compensation and Benefits

• Professional growth and career development opportunities.
• Mission-driven work supporting public safety agencies and first responders.
• Remote work from within the assigned territory, with occasional travel to company offices and team events.