Location: East Coast US / Eastern Time Zone Preferred
Schedule: Full-Time
Account Executives at Asset Reality own the full sales cycle with law enforcement agencies, from first conversation to closed contract. You'll run complex, multi-stakeholder sales processes across agencies where decisions move slowly and budget authority is rarely obvious, requiring the kind of discipline and commercial instinct to keep deals progressing to closure. The goal is to understand each agency's real problem deeply, navigate to the people who control the budget, and deliver solutions that speak directly to what you've learned. As part of a small, early-stage US team, you'll have the autonomy to build your pipeline and hold influence over how the go-to-market strategy develops. For someone who thrives on ownership and purpose-driven selling, this is a rare opportunity to do meaningful work at scale.
What this role isYou'll be working in a small US team with a focus on converting an expansive public sector market opportunity. Your job is to build relationships of trust to get to the heart of the challenges law enforcement face when it comes to seizing assets, from boats to bitcoin. You will be passionate about understanding their problem, identifying a champion and getting the attention of the economic buyer. You are comfortable owning the whole sales lifecycle, from identifying opportunities, to leading product demos, and closing deals.
This is a role for someone who can run a complex, multi-stakeholder sales process with discipline. Law enforcement agencies don't move fast, and decisions rarely sit with one person. You'll need to navigate that while keeping commercial momentum.
What you'll be doing - Learning everything about Asset Reality, our solutions, our clients and the problems we can help them solve and how we do it better than any other combination of solutions
- Generating your own pipeline, where needed, through direct outreach and event follow-up and nurturing qualified leads referred to you from the team
- Running deep discovery to go beyond the initial qualification: understanding how the agency currently works, the real problem, their current risks and full scope of impact
- Identifying and navigating to the economic buyer, using your champion and contacts as a route in
- Delivering product demos that map directly to what you've learned in discovery, not generic walk-throughs
- Objection handling focusing on value drivers and their pain points, not product features
- Building relationships with multiple stakeholders across the agency to build consensus and remove blockers
- Leading commercial conversations and negotiating contracts through to close
- Navigating procurement and legal processes, keeping deals moving at pace
- Managing your pipeline and providing accurate updates and revenue predictions
- Supporting a smooth handover to the customer success team once a deal closes
What good looks like - You leave every discovery call knowing more about the agency's problem, where we deliver value, their decision-making process, and who controls the budget
- You're consistently getting in front of economic buyers, not just champions
- Your demos are specific to what you've heard, not a standard product tour
- Deals progress through the pipeline with clear next steps and momentum
- Your forecasts are reliable, you meet your weekly KPIs, and you hit your quarterly targets
- You're closing at the right value where possible, and making conscious, justified decisions when you're not
Skills we're hiring for These are the skills that will make the difference in this role:
- Deep discovery: you are curious, you ask to learn, you listen to understand, you let the client speak more than you
- Persona awareness: you know how to identify the stakeholders that will get the deal done, you are relentless in your identification of the economic buyer, get in front of them early, and position our solutions to satisfy their objectives
- Product Demos: you have the interpersonal and technical skills show our products solve the specific problems the prospect has articulated, you never deliver a product walkthrough
- Stakeholder management: you build trust across multiple contacts within an agency and manage consensus, you get buy in and you do not shy away from commercial conversations
- Commercial acumen: you understand how government agencies buy, how budgets work, how to manage budget cycles, how to identify grant funding options, and how to secure multi-year deals
- Closing: you know how to create urgency and how to get deals to a decision
- Pipeline discipline: you manage your book of business accurately and flag risks early
Experience - Good understanding of sales methodologies; you really understand and are deeply experienced in qualification, discovery, objection handling, differentiation, and positioning
- Proven track record of closing government software contracts
- Experience running product demonstrations and technical conversations with non-technical buyers
- Bonus points for Spanish language skills (but this is not a requirement)
Who succeeds here - Strong interpersonal skills to manage stakeholders at all levels
- Fast learners who are curious, accountable, and take on initiative
- Disciplined with a focus on exceeding targets
- A-players who believe we are better as a team
This probably isn't for you if... - You rely on a script or templates to deliver a pitch rather than tailoring your message to what you've learned from the client
- You're uncomfortable navigating to senior decision-makers or having commercial conversations at that level
- You prefer top-of-funnel work over running deals all the way to close
- You rely heavily on others to sell effectively or are easily overwhelmed by the pace of a startup
Compensation & Location - Base salary range and total compensation indication can be provided following the first call if your resume is selected for further interview. We prefer to tailor to experience, while respecting your time.
- Preference for Washington, DC area (remote to start)
- Open to strong candidates willing to work East Coast Time Zone hours
- Travel required for client meetings, conferences, and events
