Key Account Leader, Small Cities West

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

📋 Description

• Take ownership of a territory plan focused on public safety agencies in small cities.

• Create a sales pipeline through proactive outreach, events, and collaboration with partners.

• Influence the decision-making criteria of agencies from the outset.

• Efficiently manage and qualify a large volume of agencies.

• Oversee full-cycle sales processes, including discovery, demonstrations, proof of value, proposals, procurement, and securing awards.

• Evaluate opportunities using the MEDDPICC framework.

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

• Compete against existing platforms and challengers, including strategies for displacing incumbents and defending accounts.

• Collaborate with and leverage channel partners for sales efforts.

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

• Transition awarded customers to the Mission Success team while supporting account expansion.

• Provide honest forecasts and maintain accurate pipeline data.

• Utilize AI tools for agency research, call preparation, RFP responses, and pipeline analysis, ensuring human review prior to customer engagement.

• Share insights on competitive intelligence, product gaps, and changes in agency purchasing behavior.

• Monitor funnel metrics, including conversion rates, cycle times, and stage velocities.

⛳️ Requirements

• Minimum of 2 years of experience with an individual sales quota in enterprise software, hardware, or SaaS sales, with documented attainment each year.

• Proven track record of managing full-cycle, multi-stakeholder sales from initial conversation to signed agreement.

• History of building a personal pipeline and a clear understanding of sourced closed business.

• Strong discipline in qualification processes and reliable forecasting.

• Proficient in selling with and through channel partners.

• Daily and systematic application of AI tools in your work.

• At least one process, analysis, or tool developed or modified in the past two years that has demonstrably enhanced performance.

• Capability to engage with agency leadership and maintain high personal integrity under quota pressure.

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

• Demonstrated personal success in a fast-paced, high-volume sales environment.

• Strong discipline in managing activities and pipelines across multiple deals simultaneously.

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits package available.

• Relocation assistance may be offered for qualifying roles.

• Group health insurance plans provided.

• Paid vacation time included.

• Sick leave benefits available.

• Holiday pay offered.

• 401K savings plan provided.