Enterprise Account Executive – Fire & EMS

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

📋 Description

• Meet or surpass the annual sales target.

• Take ownership of and propel strategic sales and growth goals for key Fire/EMS agencies within the designated territory.

• Develop strategic territory, account, and resource plans that encompass key clients, enterprise prospects, decision-makers, and significant events.

• Generate a sales pipeline through outbound initiatives and account-based outreach to Chiefs, Deputy Chiefs, EMS Directors, and Data Managers.

• Collaborate with BDRs, Customer Success, Sales Engineering, and Solution Architects.

• Promote local marketing via account-based campaigns, webinars, customer success stories, state association events, and referrals.

• Oversee full-cycle, multi-year SaaS sales and conduct discovery sessions to identify agencies’ operational, data, and reporting requirements.

• Implement Force Management and MEDDPICC sales methodologies.

• Utilize approved AI tools responsibly for account research, customer preparation, and administrative tasks while safeguarding data and verifying generated content.

• Lead customer meetings and demonstrations with well-defined agendas, prepared materials, and actionable next steps.

• Manage RFP and contracting processes, including municipal and state procurement, grant funding, and legal review.

• Coordinate close plans and transition completed sales to CSM, Implementation, and TAM.

• Provide accurate forecasts utilizing CRM, Gong, and other technologies.

• Share successes, best practices, and competitive insights.

• Monitor industry trends, NFIRS/NEMSIS, and competition; complete training and incorporate feedback.

• Attend mandatory meetings and travel to tradeshows and onsite meetings as necessary.

• Execute additional duties or tasks as assigned.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Communications, or a related field, or an equivalent combination of education and relevant experience.

• Demonstrated full-cycle sales experience in strategic or Enterprise-level SaaS with an extended sales cycle, preferably within public safety or healthcare sectors.

• Proven track record of meeting quota, ASP, and retention goals through proactive territory prospecting.

• Experience utilizing Force Management, MEDDPICC, or similar structured methodologies in complex sales cycles involving RFPs and procurement processes.

• Exceptional written and verbal communication skills, with the capability to present, influence, and negotiate with executives.

• Strong analytical and technical aptitude; experience with MS Office, CRM, Gong, or similar tools, as well as accurate, data-driven forecasting.

• Adaptable, resilient, coachable, and curious, with excellent time management skills and a commitment to continuous learning.

• Self-motivated with a strong work ethic, integrity, accountability, and the ability to handle confidential information with discretion.

• Capability to manage complex sales cycles involving multiple stakeholders.

• Enthusiasm for learning and enhancing knowledge or skills.

• Strong work ethic, integrity, honesty, collaboration, and a team-oriented mindset.

• Willingness to travel as necessary, up to 50%.

• Must adhere to the Remote Work Policy.

• Must exercise discretion when managing proprietary and confidential information.

🏝️ Benefits

• Bonus opportunities.

• Comprehensive benefits package.

• Additional perks.

• Community engagement initiatives.

• Remote work: 100% virtual from anywhere in the US.

• Commitment to equal opportunity in the workplace.

• Workplace accommodations available for applicants with disabilities.