Note: The job is a remote job and is open to candidates in USA. Versaterm is a global public safety solutions company dedicated to transforming how agencies serve their communities. The Enterprise Account Executive will identify, qualify, advance, and close opportunities for Versaterm’s Public Safety solution(s), working with medium to large-size city and county Public Safety entities to improve their operations and citizen experiences with tailor-made solutions.
Responsibilities
- 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
Skills
- 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%
- Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint-based background check
Benefits
- Base salary and our comprehensive benefits offering
- Some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses
- Travel up to 75%
- Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy
- Comprehensive, fingerprint-based background check
- Security clearances is a condition of employment
- Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment
Company Overview
Versaterm’s ecosystem of innovative solutions is for public safety agencies, forensic scientists, court systems and school systems. It was founded in 1977, and is headquartered in Ottawa, Ontario, CAN, with a workforce of 501-1000 employees. Its website is https://www.versaterm.com/.