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, from pinpointing cross-sell and upsell opportunities to conducting discovery, aligning value, developing proposals, negotiating, and ensuring successful execution.

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

• Develop and oversee an expansion pipeline by focusing on high-value accounts, recognizing whitespace, addressing customer needs and product interests, and implementing account-based strategies.

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

• Discover additional EPR solutions that enhance public safety missions.

• Collaborate with Customer Success, Sales Engineering, Marketing, Implementation, and Product teams to identify opportunities, guarantee precise scoping, and create seamless customer experiences.

• Ensure accurate CRM management and apply standardized qualification and forecasting methods.

• Deliver visibility into the expansion pipeline and accountability for forecasts to sales leadership.

• Stay updated on first-responder trends, technology mandates, grant funding, purchasing options, and procurement requirements.

• Cultivate trusted relationships with existing customers to facilitate greater platform adoption and value.

⛳️ Requirements

• 3–5 years of proven B2B SaaS sales experience, particularly in expanding existing accounts, closing deals involving multiple stakeholders, and achieving ARR quota targets.

• Highly skilled in consultative selling and discovery techniques.

• Proficient in sales methodologies like MEDDIC, Challenger, or Command of the Message.

• Strong capabilities in CRM management, forecasting accuracy, and pipeline oversight.

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

• Possess commercial and analytical rigor, including understanding deal economics, metrics, and value mapping.

• Ability to establish trust with chiefs, command staff, IT, and procurement leaders.

• Excellent communication and presentation abilities.

• Tech-savvy and adaptable in utilizing sales tools and data.

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

• Comfortable navigating public-sector procurement and engaging in multi-stakeholder sales processes.

• Capable of taking full ownership of expansion pipeline development, account planning, and outcomes.

• Skilled in tailoring value propositions to frontline responders, executive command, IT leadership, and procurement officials.

• Strong strategic problem-solving abilities and the capacity to create urgency around business and mission outcomes.

• Proficient in cross-functional collaboration.

• Resilient in handling competitive pressures and obstacles within the sales cycle.

• Relationship-oriented approach characterized by credibility, empathy, and authenticity.

🏝️ Benefits

• Comprehensive health insurance plans.

• Competitive salary with performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• Supportive and collaborative work environment.