Sales Account Executive

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

📋 Description

• Take charge of the entire sales process, from targeted prospecting and multi-stakeholder discovery to value alignment, proposal development, negotiation, and successful execution.

• Propel new ARR growth within large agencies and intricate government organizations.

• Develop and maintain a robust pipeline by focusing on high-value accounts and identifying new opportunities.

• Follow up on leads generated from marketing initiatives and events.

• Utilize account-based strategies to deepen relationships and reveal critical operational needs.

• Conduct consultative discovery discussions with chiefs, command staff, IT personnel, and procurement stakeholders.

• Analyze operational challenges and quantify the benefits of EPR’s solutions for public safety missions.

• Collaborate with Sales Engineering, Marketing, Implementation, and Customer Success teams on scoping, handoffs, onboarding, adoption, and expansion efforts.

• Ensure precise CRM management and implement standardized qualification and forecasting practices.

• Offer pipeline visibility and accountability for forecasts to sales leadership.

• Keep abreast of trends in first-response services, technology mandates, grant funding possibilities, purchasing mechanisms, and procurement regulations.

• Assist agencies in their purchasing decisions and expedite deal cycles.

⛳️ Requirements

• A minimum of 5 years of successful B2B SaaS sales experience.

• A proven history of closing intricate, multi-stakeholder deals and consistently surpassing ARR quota targets.

• Expertise in consultative selling and discovery techniques.

• Capacity to evaluate operational requirements, influence diverse decision-making groups, and align solutions with strategic public safety objectives.

• Familiarity with sales methodologies such as MEDDIC, Challenger, and Command of the Message.

• Strong operational knowledge in CRM, forecasting accuracy, and pipeline management.

• Proven success in penetrating new markets, crafting account plans, and executing account-based marketing and territory strategies.

• Commercial and analytical precision, utilizing deal economics, metrics, and value mapping.

• Established ability to gain trust with executive buyers, including chiefs, command staff, IT leaders, and procurement heads.

• Outstanding communication and presentation capabilities.

• Tech-savvy and adaptable, utilizing tools, data, and AI-driven insights effectively.

• Preferred experience in GovTech, public safety, or complex B2B SaaS environments.

• Confidence in navigating public-sector procurement, multi-stakeholder sales, and lengthy, mission-driven buying processes.

• Entrepreneurial, self-motivated hunter with responsibility for pipeline development and territory strategy.

• Exceptional communication and narrative-building abilities.

• Skill in customizing value propositions for frontline responders, executive leadership, IT heads, and procurement officials.

• Strategic and resourceful in problem-solving.

• Ability to collaborate across functions.

• Resilience in managing competitive pressures, obstacles, and extended sales cycles.

• Executive presence and strong relationship-building skills.

🏝️ Benefits

• Competitive salary and commission structure.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working arrangements.

• A collaborative and innovative team environment.