Note: The job is a remote job and is open to candidates in USA. EPR FireWorks provides cloud-based unified records management and operations software for fire and emergency medical services agencies. The Account Executive will own the full sales cycle for large agencies and complex government organizations, driving new ARR growth through consultative selling, strategic pipeline development, solution positioning, cross-functional collaboration, and disciplined forecasting.
Responsibilities
- Full-Cycle Selling: Own the complete sales process — from targeted prospecting and multi-stakeholder discovery through value alignment, proposal development, negotiation, and closed-won execution — to drive new ARR growth within large agencies and complex government organizations
- Strategic Pipeline Development: Build and manage a healthy pipeline by prioritizing high-value accounts, sourcing new opportunities, following up on marketing and event leads, and leveraging account-based plays to expand relationships and uncover mission-critical needs
- Solution Positioning & Value Alignment: Lead consultative discovery conversations with chiefs, command staff, IT, and procurement stakeholders to diagnose operational challenges and quantify the value of EPR’s solutions in support of public safety missions
- Cross-Functional Collaboration: Partner closely with Sales Engineering, Marketing, Implementation, and Customer Success to ensure accurate scoping, smooth handoffs, and successful onboarding experiences that drive long-term adoption and expansion
- GTM Execution & Forecasting Discipline: Maintain accurate CRM hygiene, apply standardized qualification and forecasting methodologies, and deliver clear pipeline visibility and forecast accountability to sales leadership
- GovTech Market Expertise: Stay current on first-responder trends, technology mandates, grant funding, purchasing vehicles, and procurement requirements to guide agencies through purchasing decisions and accelerate deal cycles
Skills
- 5+ years of successful B2B SaaS sales experience, with a track record of closing complex, multi-stakeholder deals and consistently exceeding ARR quota targets
- Expert consultative selling and discovery capabilities, able to assess operational needs, influence diverse decision groups, and align solutions to strategic public safety outcomes
- Proficiency with sales methodologies (e.g., MEDDIC, Challenger, Command of the Message) and strong operational acumen in CRM, forecasting hygiene, and pipeline management
- Strategic hunter mindset, with demonstrated success penetrating new logos, developing account plans, and orchestrating ABM- and territory-based plays
- Commercial and analytical rigor, leveraging deal economics, metrics, and value mapping to justify investment, accelerate decision-making, and improve win probability
- Proven ability to build trust with executive buyers, including chiefs, command staff, IT, and procurement leaders — combining domain credibility with excellent communication and presentation skills
- Tech-forward and adaptive, embracing tools, data, and AI-driven insights to improve efficiency, personalization, and effectiveness across the sales cycle
- Entrepreneurial, self-directed hunter, who takes ownership of pipeline creation, territory planning, and outcomes while thriving in a high-growth, rapidly evolving environment
- Exceptional communicator and storyteller who can tailor compelling value messages from frontline responders to executive command, IT leadership, and procurement officials
- Strategic and resourceful problem solver, able to uncover complex operational challenges, design compelling solutions, and build urgency around business and mission outcomes
- Cross-functional collaborator who elevates the performance of Sales Engineering, Marketing, Product, and Customer Success through teamwork and transparency
- Resilient deal-maker with executive presence, skilled at managing competitive pressure, navigating roadblocks, and staying poised throughout extended sales cycles
- Relationship-driven and emotionally intelligent, balancing assertiveness with credibility, empathy, and authenticity to build long-term advocacy and trust
- GovTech, public safety, or complex B2B SaaS experience preferred, with confidence navigating public-sector procurement, multi-stakeholder selling, and long, mission-oriented buying cycles
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