Key Account Leader, Small Cities

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

📋 Description

• Manage a territory consisting of high-volume public safety agencies with personnel ranging from 1 to 40 sworn officers.

• Identify opportunities, execute full-cycle deals, and achieve targets as a quota-carrying seller.

• Create and implement a strategic territory plan.

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

• Influence agency decision-making criteria at an early stage.

• Manage and efficiently qualify a high volume of agencies and opportunities.

• Oversee deals from initial discovery to demonstration, proof of value, proposal, procurement, and final approval.

• Assess opportunities using MEDDPICC methodology.

• Build consensus among chiefs or sheriffs, city or town managers, and councils or commissions.

• Compete against established platforms and challengers.

• Collaborate with channel partners to drive sales.

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

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

• Provide accurate forecasts and maintain clean pipeline data.

• Utilize AI tools for agency research, call preparation, RFP responses, and pipeline analysis.

• Review all AI-generated customer-facing materials prior to delivery.

• Supply the team with competitive intelligence, product feedback, and purchasing insights.

• Monitor funnel metrics including conversion rates, cycle time, and stage velocity.

• Report directly to the Key Account Director, Small City.

⛳️ Requirements

• Minimum of 2 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with a proven year-by-year attainment record.

• Demonstrated personal success in managing full-cycle, multi-stakeholder deals from first contact to signed contract.

• Track record of developing a personal pipeline and understanding sourced closed business.

• Strong discipline in qualification and reliable forecasting abilities.

• Proficient in selling with and through channel partners.

• Daily and systematic use of AI tools is required.

• At least one AI workflow, analysis, or tool developed or modified in the last two years that positively impacted performance.

• Presence with agency leadership and high personal integrity when under quota pressure.

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

• Located within the East Territory.

• Proven personal success in a fast-paced, high-volume selling environment.

• Strong activity management and pipeline discipline while handling multiple deals simultaneously.

• Preferred: experience in public safety, law enforcement, fire, or emergency management sectors.

• Preferred: background in selling to SLED customers, including knowledge of procurement vehicles and budget/grant cycles.

• Preferred: experience in a high-volume transactional selling environment.

• Preferred: developed an AI tool utilized by others.

• Preferred: inquisitive nature and ability to convey non-sales topics in straightforward language.

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

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

• Comfortable working in a fast-paced environment.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Inclusive, multidisciplinary work environment.