Enterprise Account Executive
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Job Description
Enterprise Account Executive driving full-cycle SaaS sales for EPR Fireworks, a cloud software provider for fire and EMS agencies. Expanding GovTech revenue through consultative selling and complex public-sector deals.
Responsibilities:
- Own the complete enterprise sales process from targeted prospecting and multi-stakeholder discovery through value alignment, proposal development, negotiation, and closed-won execution
- Drive new ARR growth within large agencies and complex government organizations
- 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
- Lead consultative discovery with chiefs, command staff, IT, and procurement stakeholders
- Diagnose operational challenges and quantify the value of EPR’s cloud-based unified records management and operations software
- Partner with Sales Engineering, Marketing, Implementation, and Customer Success for accurate scoping, smooth handoffs, and successful onboarding
- Maintain accurate CRM hygiene and apply standardized qualification and forecasting methodologies
- Deliver pipeline visibility and forecast accountability to sales leadership
- Stay current on first-responder trends, technology mandates, grant funding, purchasing vehicles, and procurement requirements
- Help fire and EMS agencies modernize operations and improve efficiency, communication, and outcomes
Requirements:
- 5+ years of successful B2B SaaS sales experience
- Track record of closing complex, multi-stakeholder deals and consistently exceeding ARR quota targets
- Expert consultative selling and discovery capabilities
- Proficiency with enterprise sales methodologies such as MEDDIC, Challenger, and Command of the Message
- Strong CRM, forecasting hygiene, and pipeline management skills
- Demonstrated success penetrating new logos, developing account plans, and orchestrating ABM- and territory-based plays
- Commercial and analytical rigor, including deal economics, metrics, and value mapping
- Ability to build trust with executive buyers, including chiefs, command staff, IT, and procurement leaders
- Excellent communication and presentation skills
- Tech-forward and adaptive approach, including use of tools, data, and AI-driven insights
- GovTech, public safety, or complex B2B SaaS experience preferred
- Confidence navigating public-sector procurement, multi-stakeholder selling, and long, mission-oriented buying cycles
- Entrepreneurial, self-directed hunter mindset
- Exceptional communication and storytelling skills
- Strategic and resourceful problem-solving ability
- Cross-functional collaboration skills
- Executive presence and ability to manage competitive pressure and extended enterprise sales cycles
- Relationship-driven and emotionally intelligent approach
- No educational credential specified
Benefits:
- Remote work arrangement
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