Mid-Market Account Executive, Law Enforcement

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

📋 Description

• Proactively create a qualified new-business pipeline achieving at least 4x quarterly quota through outbound communication methods including calls, emails, social outreach, referrals, engagement with associations, and participation in conferences.

• Follow up on leads generated by SDRs and marketing initiatives.

• Progress opportunities through clearly defined sales stages and document exit criteria for each stage in Salesforce.

• Assess opportunities to identify agency-wide challenges and determine the economic buyer, decision-making process, and timeline.

• Collaborate with command staff, training, IT, finance, and union or association representatives to develop a documented business case.

• Work alongside Sales Engineering for technical demonstrations, security and IT assessments, and agency evaluations.

• Anticipate and achieve quarterly booking revenue targets.

• Develop proposals, lead pricing and contract discussions, and liaise with Legal, Finance, and Contracts to finalize agreements.

• Maintain precise Salesforce records of all sales activities and update opportunity details at least once a week.

• Document closed-won and closed-lost results with accurate reason codes and competitor data.

• Navigate RFPs, cooperative contracts, and sole-source purchasing processes while managing timelines effectively.

• Collaborate with Marketing, SDR, Sales Engineering, and Customer Success teams to enhance awareness, generate leads, and achieve customer outcomes.

• Ensure a seamless transition to Implementation and Customer Success, addressing any post-sale concerns.

• Provide written plans for territory and accounts.

• Undertake additional responsibilities as assigned.

⛳️ Requirements

• Minimum of 4 years of experience in B2B sales.

• At least 2 years of sales experience in SaaS/Enterprise software targeted at Law Enforcement or other public safety organizations is preferred.

• Bachelor’s degree in Business, Marketing, or a related discipline, or equivalent experience.

• Demonstrated success in generating pipeline and securing new business with multiple stakeholders and established procurement processes.

• Experienced in managing sales cycles through a defined stage process with accurate CRM documentation.

• Familiarity with information systems, cloud-hosted software, and IT security review protocols.

• Strong proficiency in Salesforce or a similar CRM tool, alongside MS Office applications (Word, Excel, Outlook, PowerPoint).

• Experience with structured sales methodologies such as Selling Through Curiosity, MEDDPICC, or SPIN is preferred.

• Highly organized, self-driven, and responsible; open to constructive feedback.

• Proficient in product demonstrations and contract negotiations.

• Willingness to travel up to 50%, including overnight stays and conference attendance.

🏝️ Benefits

• Comprehensive benefits package effective the first of the month following hire.

• Matching 401(k) retirement plan.

• Healthy work-life balance with flexible working arrangements and generous paid time off.

• Attractive referral incentive program.

• Tuition Reimbursement Program.

• Pet Insurance.

• OnePass Gym/Wellness Discount Program.

• Calm Health-Employee Membership.

• Company social events.

• Employee Resource Groups.

• Opportunities for philanthropic engagement.