Key Account Leader

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

📋 Description

• Manage a designated territory comprising mid-sized public safety agencies with a workforce of 41 to 100 sworn personnel.

• Identify opportunities, oversee the entire sales cycle, and successfully close deals as a quota-carrying salesperson.

• Develop and implement a strategic territory plan.

• Generate a sales pipeline through proactive outreach, events, and partnerships.

• Engage early in the process to influence agency decision-making criteria.

• Navigate deals through phases including discovery, demonstration, proof of value, proposal, procurement, and final award.

• Rigorously qualify opportunities using the MEDDPICC framework.

• Foster consensus among chiefs or sheriffs, city or county managers, finance, procurement, and councils or commissions.

• Compete against established platforms and challengers.

• Empower champions to obtain council or commission approval through budget justification, community impact, and timing considerations.

• Collaborate with and sell through channel partners.

• Coordinate efforts with Sales Engineering, Business Development, Government Relations, and Mission Success teams.

• Transition accounts to Mission Success following award and support account expansion.

• Provide accurate forecasts and maintain organized pipeline data.

• Utilize AI tools daily for agency research, call preparations, RFP responses, and pipeline analysis, reviewing all AI-generated customer materials.

• Share insights on competitive intelligence, product gaps, and agency purchasing behavior with the team.

• Report to the Key Account Director, Mid-City, while collaborating across various functions.

⛳️ Requirements

• Minimum of 3 years experience carrying an individual sales quota in enterprise software, hardware, or SaaS sales, with annual performance metrics provided.

• Proven success in managing full-cycle, multi-stakeholder deals from initial conversation to signed contract.

• Track record of independently building a sales pipeline and a clear understanding of sourced closed business.

• Strong qualification skills and reliable forecasting abilities.

• Proficient in selling with and through channel partners.

• Regular, systematic use of AI tools in daily work processes.

• At least one workflow, analysis, or tool developed or modified in the past two years that significantly boosted performance.

• Ability to engage with agency leadership and maintain high personal integrity under sales pressure.

• Willingness to travel at least 50% of the time.

• Must be located in the Western U.S.

• Preferred: Experience in public safety sectors, particularly law enforcement, fire services, or emergency management.

• Preferred: Experience selling to SLED customers, including securing program approvals from councils or commissions.

• Preferred: Developed AI solutions that are utilized by others.

• Preferred: Interest in understanding how agencies, airspace waivers, or aircraft autonomy function.

• Preferred: Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

• Preferred: Background in UAV, robotics, or emerging technologies.

• For roles based in the United States of America, eligibility for employment is verified through E-Verify.

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits packages available.

• Relocation assistance may be provided for qualifying positions.

• Group health insurance plans offered.

• Paid vacation time provided.

• Sick leave available.

• Holiday pay included.

• 401K savings plan offered.