The OpportunitySharp Performance is hiring a Major Accounts Executive to own our largest public safety opportunities across the Western United States. These are state agencies, large county sheriff's offices, major metropolitan police and fire departments, and statewide associations. The deals are multi-stakeholder, run through formal procurement, and carry six- and seven-figure budgets.
This is a senior individual contributor role with a short list of named accounts and a high ceiling. You will run the full cycle from the first executive conversation to a signed agreement, then grow the account from there.
What You'll OwnA named territory of major public safety accounts in the West. Your job is to build executive relationships, run complex procurements, close enterprise agreements, and expand them.
How You'll Make an Impact- Win Enterprise Accounts: Build and close a pipeline of major agency deals. Map the buying committee, from chief and sheriff to procurement, legal, and finance, and move every stakeholder to yes.
- Navigate Public Sector Procurement: Run RFPs, sole-source justifications, cooperative purchasing agreements, and multi-year budget cycles. You know how agency money gets approved and when.
- Build the Business Case: Translate retention, wellness, and performance outcomes into numbers a city manager, county executive, or state budget office will sign off on.
- Sell to the Top: Earn the trust of chiefs, sheriffs, commissioners, and association leaders. Hold the room with a full command staff.
- Run the Deal: Keep every opportunity multi-threaded, documented, and forecast accurately in HubSpot. Your pipeline is your word.
- Land and Expand: Lead onboarding of new enterprise customers alongside Implementations and Customer Success, then grow seats, divisions, and agencies within the account.
- Feed the Company: Bring what large agencies need back to Product, Marketing, and leadership.
Who We're Looking For- Enterprise Public Safety Experience, Required: 7+ years of enterprise or major-accounts sales, including at least 3 years selling to law enforcement, fire, EMS, or other public safety agencies. You have closed six- and seven-figure agency deals and can walk us through how.
- Procurement Fluency: Hands-on experience with government RFPs, contract vehicles, cooperative purchasing, and multi-year budgeting.
- Executive Presence: You sell to chiefs, sheriffs, city managers, and state officials and are comfortable in the room with them.
- Complex Deal Management: Multi-stakeholder deals with 6 to 18 month cycles, run with a proven methodology such as MEDDPICC or Challenger.
- Track Record: Consistent quota attainment on enterprise targets. Bring the numbers.
- Travel: Regular travel across the territory for executive meetings, site visits, and agency events.
- Tools: HubSpot or a comparable CRM, with disciplined forecasting.
Why You'll Want to Be Here- Compensation: $165,000 to $185,000 base salary with on-target earnings of $355,000 to $485,000, uncapped.
- Mission That Matters: You're not selling software to a Fortune 500. You're helping protect the mental health of cops and firefighters who need it.
- Comprehensive Benefits: Medical, dental, and vision.
- Flexible PTO: Recharge and stay sharp, no micromanagement.
- 401(k) with Company Match: We invest in your future.
- Performance Coaching: Access to the same elite performance coaches we offer our clients.
The pay range for this role is:
165,000 - 185,000 USD per year (Remote (United States))
