Account Executive, Cross-Sell & Upsell

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

📋 Description

• Take charge of the entire expansion sales process, which includes identifying cross-sell and upsell opportunities through discovery, aligning value, developing proposals, negotiating, and executing closed-won agreements.

• Propel expansion Annual Recurring Revenue (ARR) within current EPR accounts.

• Create and oversee a robust expansion pipeline by focusing on high-value accounts and pinpointing whitespace opportunities.

• Follow up on customer requirements and product interest.

• Utilize account-based strategies to deepen relationships and uncover critical mission needs.

• Conduct consultative discovery discussions with chiefs, command staff, IT, and procurement stakeholders.

• Identify operational challenges and determine additional EPR solutions that support public safety missions.

• Collaborate with Customer Success, Sales Engineering, Marketing, Implementation, and Product teams.

• Ensure accurate scoping and seamless customer experiences that promote adoption and growth.

• Maintain precise CRM data hygiene.

• Implement standardized qualification and forecasting techniques.

• Provide visibility into the expansion pipeline and forecast accountability to sales leadership.

• Keep abreast of trends among first responders, technology mandates, grant funding, purchasing methods, and procurement requirements.

• Assist current customers in making purchasing decisions and expedite expansion deal cycles.

⛳️ Requirements

• 3–5 years of proven B2B SaaS sales experience, particularly in growing existing accounts, closing multi-stakeholder deals, and working towards ARR quota targets.

• Expertise in consultative selling and discovery techniques.

• Capability to evaluate operational needs, recognize expansion opportunities, influence diverse decision-making groups, and align solutions with strategic public safety objectives.

• Proficient in sales methodologies such as MEDDIC, Challenger, and Command of the Message.

• Strong operational insight in CRM, forecasting accuracy, and pipeline management.

• Proven track record in identifying whitespace, developing account strategies, and driving cross-sell and upsell initiatives within an existing customer portfolio.

• Commercial and analytical rigor, utilizing deal economics, metrics, and value mapping.

• Established ability to build trust with chiefs, command staff, IT, and procurement leaders.

• Excellent communication and presentation abilities.

• Tech-savvy and adaptable, leveraging tools and data to enhance sales-cycle efficiency and effectiveness.

• Experience in GovTech, public safety, or B2B SaaS is preferred.

• Confidence in navigating public-sector procurement and multi-stakeholder selling.

• Self-motivated and driven, taking ownership of expansion pipeline development, account planning, and outcomes.

• Outstanding communication skills, customizing value messages for frontline responders, executive command, IT leaders, and procurement officials.

• Strategic and resourceful problem-solving skills.

• Ability to collaborate across functions.

• Resilience in managing competitive pressures and obstacles in the sales cycle.

• Relationship-driven and emotionally intelligent approach.

🏝️ Benefits

• Comprehensive health insurance coverage.

• Flexible work hours and remote work options.

• Opportunities for professional development and career advancement.

• A supportive and inclusive company culture.

• Competitive salary and performance-based bonuses.