Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Propel revenue growth and expand territory for Versaterm's Call Triage and other AI-driven public safety solutions.

• Take ownership of the entire sales cycle from initial prospecting to closing five- to six-figure deals.

• Reach out to PSAPs, ECCs, law enforcement agencies, and local government partners through outbound calls, emails, and follow-ups.

• Oversee discovery sessions, product demonstrations, procurement, contracting, negotiation, and closing processes.

• Conduct product demonstrations that link Versaterm's platform and analytics to the operational challenges faced by agencies.

• Implement MEDDPICC for accurate deal qualification and forecasting.

• Utilize the Challenger Sale methodology to reshape customer perspectives and develop value-based solutions.

• Maintain an updated pipeline and forecasting in Salesforce and Gong.

• Partner with Product, Marketing, and Implementation teams on messaging, roadmap input, and customer solutions.

• Discover upsell and expansion opportunities across various departments, regions, or jurisdictions.

• Represent Versaterm at public safety conferences, webinars, and industry working groups.

• Cultivate stakeholder relationships and serve as a trusted advisor.

• Achieve or surpass quota and performance metrics.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Communications, or a related field (or equivalent experience).

• 5-7 years of experience selling software to public safety agencies, state and local governments, or in SaaS/inside sales more generally.

• Proven track record of meeting pipeline and quota targets.

• Comfort with cold outreach and full-cycle selling processes.

• Familiarity with public safety operations and technology (911, CAD, RMS, QA/QI, or similar), or broader public sector experience is a strong advantage but not mandatory.

• Exceptional communication, negotiation, and presentation abilities.

• Capability to engage with stakeholders from dispatch leads to CIOs and government decision-makers.

• Demonstrated experience applying MEDDPICC and Challenger Sale methodologies.

• Strategic, self-motivated, and organized approach to sales processes, pipeline management, forecasting, and CRM utilization.

• Strong business acumen and consultative selling skills.

• Eagerness to learn within a complex, mission-driven domain and be open to coaching.

• Collaborative mindset.

• Willingness to travel as necessary for client meetings, conferences, and industry events.

• Successful completion of a thorough, fingerprint-based background check.

• Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy.

• Obtaining and maintaining all necessary security clearances as a condition of employment.

🏝️ Benefits

• Comprehensive benefits package.

• Potential eligibility for variable compensation such as incentive plans or discretionary performance bonuses.

• Remote work arrangement.

• Commitment to equal opportunity, equity, diversity, inclusion, and a barrier-free workplace.

• Accommodations available throughout all stages of the recruitment process.