Key Account Leader, Majors, Public Safety

This is a fully remote position, open to applicants in Colorado, +2 more states.

📋 Description

• Oversee designated accounts that include the largest public safety agencies within the region along with their associated fire departments.

• Identify opportunities, manage full-cycle sales, and successfully close deals to meet quotas.

• Create and implement territory plans effectively.

• Generate sales pipeline through outbound initiatives, events, and partnerships.

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

• Conduct discovery meetings, demonstrations, proofs of value, proposals, procurement processes, and approvals.

• Utilize the MEDDPICC framework for opportunity qualification.

• Foster consensus among chiefs or sheriffs, command staff, city or county managers, IT, finance, procurement, and elected officials.

• Compete against existing platforms and challengers while defending accounts.

• Establish multi-threaded relationships across police, fire, and city or county leadership.

• Collaborate with and sell through channel partners.

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

• Transition awarded customers to Mission Success and facilitate account growth.

• Maintain accurate forecasts and clean pipeline data.

• Leverage AI tools for agency research, call preparation, RFP responses, and pipeline analysis, reviewing all AI-generated customer-facing materials.

• Provide competitive intelligence, product gap insights, and purchasing trends to the team.

• Report to the Key Account Director for Majors in Public Safety and engage in cross-functional collaboration.

⛳️ Requirements

• Minimum of 6 years of experience carrying an individual quota in enterprise software, hardware, or SaaS sales, with documented attainment for each year.

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

• Demonstrated ability to build personal pipeline and a clear understanding of sourced closed business.

• Strong qualification skills and reliable forecasting abilities.

• Proficient in selling with and through channel partners.

• Daily and consistent use of AI tools, along with at least one workflow, analysis, or tool developed or modified in the past two years that has measurably enhanced performance.

• Professional presence with agency leadership and high personal integrity under quota pressure.

• Willingness to travel at least 50% of the time and be based in the region.

• Proven success in closing large, multi-year deals involving executive stakeholders and long sales cycles.

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

• Preferred: sales experience with SLED customers, including knowledge of procurement processes and budget and grant cycles.

• Preferred: established relationships with command staff from large agencies.

• Preferred: previously developed an AI tool utilized by others, with the ability to discuss its initial shortcomings.

• Preferred: curiosity and capability to explain non-sales topics in simple terms.

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

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

• For positions located in the United States, employment eligibility is confirmed through E-Verify.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits packages.

• Potential relocation assistance for eligible roles.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.