Enterprise Account Executive - Eastern Market

Versaterm

About The Position

Versaterm is hiring an Enterprise Account Executive to identify, qualify, advance, and close opportunities for its Public Safety solutions. The role serves medium- to large-sized city and county public safety entities, helping improve agency operations and citizen experiences with tailored solutions. The Account Executive owns a prescribed territory, leads strategic sales opportunities, negotiates and closes business, and manages ongoing client relationships. The successful candidate is responsive, adaptable, results-focused, and takes ownership of outcomes. The role requires building and maintaining a pipeline aligned with annual quota and forecasting expectations, using MEDDPICC for qualification and deal progression and Challenger Sales principles to engage local government decision-makers. The Account Executive demonstrates software solutions, communicates the value of AI-enabled offerings, uses persona-based value mapping and storytelling, and applies AI-driven sales tools and insights to identify opportunities, personalize outreach, and manage the pipeline. The position also requires maintaining opportunity activity in Salesforce, organizing leads and customer interactions, monitoring market and competitor developments, and sharing customer feedback to inform product and service improvements. The role requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy, including successfully passing a comprehensive, fingerprint-based background check. Customer contracts may require additional security verification, and obtaining and maintaining required security clearances is a condition of employment. Travel may be required up to 75%. Compensation includes a starting salary determined by candidate and business factors, plus comprehensive benefits; some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses.

Requirements

At least 10 years of selling experience, including 3–5 or more years selling public safety technology (such as CAD, RMS, or related software/hardware) to government agencies.
Experience managing sophisticated, long-duration B2G sales cycles from lead development through close.
Extensive experience creating, advancing, and closing public safety opportunities.
Demonstrated success consistently meeting sales quotas and building or 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 for complex sales transactions and clear, transparent communication throughout the deal cycle or issue resolution.
Ability to engage internal and external clients, peers, and management in a polished, highly professional manner.
Self-starter with a strong work ethic and willingness to take initiative and ownership of the sales territory.
Ability to travel up to 75%.
Ability to pass a comprehensive fingerprint-based background check and obtain and maintain required security clearances as a condition of employment.

Responsibilities

Build, advance, and maintain an active pipeline aligned with annual quota and forecasting expectations, using MEDDPICC for qualification and deal progression.
Work within a quick, agile-growing business unit and Versaterm's overall sales parameters.
Maintain strong customer connections through regular communication, responding to inquiries, and providing exceptional service.
Demonstrate software solutions to agency leadership and end users.
Use AI-driven sales tools and insights to identify opportunities, personalize outreach, optimize pipeline management, and communicate the value of AI-enabled solutions to public safety agencies.
Deliver and articulate Versaterm's value propositions to local government prospects and decision-makers, using Challenger Sales principles.
Use persona-based value mapping and storytelling to align Versaterm's solutions with decision-makers' operational, financial, and community-impact priorities.
Monitor market trends, competitor activity, and industry developments, and adapt sales strategies accordingly.
Supervise and maintain activity related to opportunity sales processes in Versaterm's Salesforce CRM system.
Organize and prioritize leads, opportunities, and customer interactions to streamline the sales process.
Gather customer feedback and insights to contribute to product and service enhancements and customer satisfaction.
Perform other related duties as assigned to support team objectives, departmental needs, and organizational priorities.
Travel up to 75%.
Comply with the FBI's CJIS Security Policy, pass a comprehensive fingerprint-based background check, and obtain and maintain required security clearances.