Strategic Account Executive
Own new customer acquisition and full-cycle enterprise software sales across Ohio and Michigan, developing a greenfield territory and relationships with public-sector leaders. The role requires 5+ years of enterprise sales experience, strong consultative selling skills, and the ability to navigate complex procurement cycles.
About the job
Responsibilities
- Build and execute a strategic territory plan for Ohio and Michigan.
- Identify priority agencies, stakeholders, associations, and new customer opportunities.
- Generate pipeline through proactive prospecting, referrals, industry events, and collaboration with Business Development and Marketing.
- Develop relationships with law enforcement, emergency communications, government leaders, executive sponsors, operational leaders, and procurement teams.
- Lead consultative discovery conversations and product demonstrations.
- Manage complex, multi-stakeholder sales cycles, including proposals, competitive evaluations, procurement requirements, contract negotiations, and executive decision-making.
- Represent the company at regional conferences, association meetings, and customer events.
- Maintain Salesforce records for account activity, opportunity progress, pipeline development, and forecasts.
- Collaborate with Business Development, Marketing, Product, Customer Success, Implementation, and other teams.
Requirements
- 5+ years of enterprise software sales experience.
- Demonstrated success meeting or exceeding quota through new customer acquisition and net-new business development.
- Experience developing and managing a geographic territory.
- Experience building relationships with senior decision-makers.
- Strong understanding of solution-based and value-based selling methodologies.
- Ability to navigate complex procurement processes and multi-stakeholder enterprise sales cycles.
- Proficiency with CRM platforms, preferably Salesforce.
- Ability to travel regularly throughout Ohio and Michigan.
- Must currently live in Ohio or Michigan.
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.
Benefits
- Remote work from within the territory.
- Opportunities for professional growth and career development.
- Occasional travel to company offices and team events.
Skills
Enterprise Saas, Salesforce, Territory Planning, Pipeline Generation, Consultative Selling, Value-Based Selling, Enterprise Sales, Contract Negotiation, Procurement, Product Demos, CRM, Public Sector Sales
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