Account Executive - ECC

The Account Executive, ECC is responsible for driving revenue growth and territory expansion for Versaterm's Call Triage and other AI-assisted public safety products, with a primary focus on 9-1-1 emergency communication centers (ECCs), PSAPs, law enforcement agencies, and local government partners. This is a remote, U.S.-based, full-time role. The Account Executive owns the full sales cycle from prospecting to close across deal sizes ranging from five to six figures, while applying advanced sales methodologies to ensure accurate deal qualification and progression. This role requires deep product expertise, disciplined execution, and the ability to influence decision-makers at multiple organizational levels across public safety agencies.

Responsibilities

Own your territory, prospecting into PSAPs, ECCs, law enforcement agencies, and local government partners through outbound calls, email, and consistent follow-up to build a steady pipeline of qualified opportunities; Manage the full sales cycle — prospecting, discovery, demos, procurement, contracting, and negotiation — from first conversation to close, across deal sizes ranging from five to six figures; Deliver compelling product demos that connect Versaterm's platform and analytics to the real-world operational challenges agencies face every day; Apply MEDDPICC rigorously for deal qualification and forecasting accuracy; Leverage Challenger Sale methodology to reframe customer thinking and create value-based solutions; Maintain accurate pipeline and forecasting in Salesforce and Gong, managing your book of active deals without letting opportunities slip; Collaborate cross-functionally with Product, Marketing, and Implementation teams to refine messaging, shape the roadmap, and ensure solutions meet the nuanced needs of public safety agencies; Drive account growth by identifying upsell and expansion opportunities and helping agencies extend usage across departments, regions, or jurisdictions; Represent Versaterm externally at public safety conferences, webinars, and industry working groups; Build strong relationships with key stakeholders and act as a trusted advisor; Consistently meet or exceed quota and performance metrics

Requirements

Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience); 5-7 years of experience selling software to public safety agencies, state and local governments, or in SaaS/inside sales more broadly, with a track record of hitting pipeline and quota targets; Genuine comfort with cold outreach and full-cycle selling — energized by phone and email, not worn down by it; Excellent communication, negotiation, and presentation skills, with the ability to build quick rapport and engage stakeholders ranging from dispatch leads to CIOs and government decision-makers; Demonstrated ability to apply MEDDPICC and Challenger Sale methodologies effectively; Strategic, self-directed, and organized, with a knack for building repeatable sales processes, disciplined pipeline management and forecasting, and living in a CRM (HubSpot or Salesforce); Strong business acumen and consultative selling skills; Coachable and curious, eager to learn a complex, mission-driven domain and improve fast; Collaborative mindset with a focus on team success; Willingness to travel as needed for client meetings, conferences, and industry events (requirements vary by territory); Compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy; Successful passage of a comprehensive, fingerprint-based background check; Obtaining and maintaining all required security clearances as a condition of employment

Nice to have

Familiarity with public safety operations and technology (911, CAD, RMS, QA/QI, or similar); public sector experience more broadly

Benefits

Comprehensive benefits offering; Variable compensation such as incentive plans or discretionary performance bonuses for eligible roles