The Role The Enterprise Account Executive will identify, qualify, advance, and close opportunities for Versaterm's Public Safety solution(s). This is an opportunity to work with medium to large-size city and county Public Safety entities to improve their operations and citizen experiences with tailor-made solutions. The position will grow business within a prescribed territory set by the business to lead and drive sales opportunities through strategic selling, negotiate and close business, and lead the ongoing business relationship with clients. The successful candidate will possess a strong need to win and be able to demonstrate that they are responsive, adaptable, and 100% passionate about results and ownership.
This job posting is being used to fill an existing vacancy.
What You Do - Build, advance, and maintain an active pipeline aligned to annual quota and forecasting expectations using MEDDPICC for qualification and deal progression.
- Work in a quick, agile growing business unit while working within Versaterm's overall sales parameters.
- Foster strong connections with customers through regular communication, addressing inquiries, and providing exceptional service.
- Demonstrate software solutions to agency leadership and end-users.
- Leverage AI-driven sales tools and insights to identify opportunities, personalize outreach, and optimize pipeline management, while effectively communicating the value of AI-enabled solutions to public safety agencies.
- Deliver, and articulate Versaterm's value propositions to local government agency prospects and decision-makers leveraging Challenger Sales principles to teach new insights, tailor value to each stakeholder, and take control of complex buying conversations.
- Use persona-based value mapping and compelling storytelling that aligns Versaterm's mission-critical solutions with the operational, financial, and community-impact priorities of local government decision-makers.
- Stay ahead of market trends, competitor activities, and industry developments to adapt sales strategies accordingly.
- Supervise all activity related to your opportunities sales processes within Versaterm's Salesforce CRM system.
- Effectively organize and prioritize leads, opportunities, and customer interactions to ensure a streamlined sales process.
- Gather customer feedback and insights to contribute to the enhancement of products/services and overall customer satisfaction.
- Performs other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.
What You Bring - 10+ years selling experience with 3-5+ years selling Public Safety technology (e.g., CAD, RMS, related software/hardware) to government agencies, including managing sophisticated, long-duration B2G sales cycles from lead development through close.
- Highly experienced in the creation, advancement, and closing of Public Safety opportunities.
- Demonstrated success consistently meeting sales quotas and crafting/growing pipelines in net new territories.
- Familiarity with MEDDPICC and Challenger Sale frameworks and methodologies.
- Strong applications background and understanding of software systems.
- Outstanding interpersonal skills to support complex sales transactions and provide clarity and transparency throughout the deal cycle or during issue resolution.
- Demonstrated ability to engage internal and external clients, peers, and management in a polished and highly professional manner.
- Proven self-starter with a strong work ethic and willingness to take initiative and ownership of the sales territory.
- Ability to travel up to 75%.
Note: Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint-based background check. Please note that specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment. For more information on CJIS security requirements, please visit the FBI's CJIS Security Policy Resource Center.
Versaterm is committed to fair and equitable compensation that is competitive, consistent, and aligned with the value each role contributes to our organization. The starting salary for this position will be dependent upon many factors, such as the successful candidate's skills, experience, education, training as well as internal equity, market data, and business needs. In addition to base salary and our comprehensive benefits offering, some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses.
AI is central to how Versaterm builds and delivers solutions for our customers. Within Talent Acquisition, we use AI-enabled tools to support certain aspects of the recruitment process, helping our team work more efficiently and spend more time connecting with great talent. AI supports our work, but all hiring and employment decisions are made by people.
