Strategic Account Executive-- IN, KY, TN

Mark43•Indianapolis, IN

13d•Remote

About The Position

Mark43’s mission is to empower communities and their governments with new technologies that improve the safety and quality of life for all. We build powerful, scalable, and elegant software that sets a new standard for the tools upon which our first responders rely. We are looking for a Strategic Account Executive to establish and grow Mark43’s presence across Indiana, Kentucky, and Tennessee. This is a new strategic territory for Mark43, making this an exciting opportunity for a true hunter who is motivated by whitespace, new customer acquisition, and the challenge of building a market from the ground up. You will be responsible for creating demand and winning new customers across the territory, developing trusted relationships with law enforcement, emergency communications, and government leaders who are considering the future of their public safety technology. This role calls for someone who is comfortable creating their own momentum, building a network, and developing opportunities well before a formal buying process begins. As a Strategic Account Executive, you will own the full sales cycle, from developing your territory strategy and prospecting into priority agencies through navigating procurement, negotiating contracts, and closing new customers. You will partner closely with Business Development, Marketing, Product, Customer Success, and other teams to establish Mark43 as a trusted public safety technology partner across Indiana, Kentucky, and Tennessee.

Requirements

5+ years of enterprise software sales experience, including a strong track record of generating new business and navigating complex, consultative sales cycles.
Ability to enter a developing market, identify where opportunity exists, create a thoughtful territory strategy, and consistently turn prospecting and relationship building into qualified pipeline and new customers.
A hunter mentality. Enjoy the challenge of a greenfield territory and are motivated by finding opportunities, opening doors, and winning customers who have never worked with Mark43 before.
Humble, open, and curious. Listen before prescribing, ask thoughtful questions, seek feedback, and continuously learn about your customers and market.
Resilient and resourceful. Stay persistent when the path into an account is not obvious and look for creative ways to build relationships and momentum.
Strategic and disciplined. Know how to prioritize a broad territory, develop account strategies, and balance long-term relationship building with near-term pipeline creation.
Customer-focused and consultative. Build credibility by understanding an agency’s challenges and helping leaders envision a better path forward.
Collaborative. Bring the right internal partners into opportunities and recognize that complex public sector wins are a team effort.
Demonstrated track record of meeting or exceeding quota through new customer acquisition and net-new business development.
Experience owning and developing a geographic territory with significant whitespace.
Strong understanding of solution-based and value-based selling methodologies.
Experience navigating complex procurement processes and building relationships with senior decision-makers.
Proficiency with CRM platforms, preferably Salesforce.
Bachelor’s degree or equivalent professional experience preferred.

Nice To Haves

Experience selling enterprise SaaS solutions to government agencies, public sector organizations, or other highly regulated industries preferred.
Familiarity with public safety, law enforcement, emergency communications, or government technology markets is a plus.

Responsibilities

Built and refined a territory strategy for Indiana, Kentucky, and Tennessee, identifying priority agencies, key stakeholders, regional influencers, associations, and paths into net-new accounts.
Prospected into new agencies and created pipeline through targeted outreach, referrals, events, relationship building, and partnership with Business Development and Marketing.
Met with public safety executives and government leaders to understand their current technology environments, operational challenges, modernization goals, and future priorities.
Built relationships across multiple levels of prospective customer organizations, developing champions and executive sponsors who understand the value Mark43 can bring to their agencies.
Led discovery sessions and product demonstrations that connected Mark43’s platform to agency needs, procurement requirements, and desired outcomes.
Advanced complex opportunities involving multiple stakeholders, competitive evaluations, formal procurement processes, proposals, contract negotiations, and executive decision-making.
Attended regional conferences, association meetings, and industry events to grow Mark43’s network, uncover opportunities, and establish our presence in the territory.
Maintained accurate account plans, pipeline activity, opportunity stages, and forecasts in Salesforce while continuously evaluating where to focus time for the greatest impact.