Strategic Account Executive - Public Safety & SLED

About the role

Lead high-impact relationship management, market expansion, and strategic growth across State and Local Government, Law Enforcement, and Public Safety agencies. Serve as a consultative partner to help agency leadership navigate complex procurement ecosystems, leverage public funding pathways (including grants and appropriations), and deploy advanced data and SaaS solutions to address critical agency challenges.

Responsibilities

• Formulate and execute multi-year account strategies to drive sustainable revenue growth and expand footprint across assigned public sector accounts.
• Establish trusted-advisor relationships with key economic buyers, public safety officials, and agency decision-makers.
• Engineer complex deal structures by mapping agency requirements to funding mechanisms, such as state/federal grants, budget cycles, and cooperative purchasing contracts.
• Manage the full end-to-end sales lifecycle, including prospecting, leading consultative solution demonstrations, responding to RFIs/RFPs, and negotiating contracts.
• Deliver value-driven business reviews to assess account health, uncover new opportunities, and maintain strong customer retention throughout the client lifecycle.
• Mobilize cross-functional internal partners—including legal, product, security, and sales engineering—to ensure seamless execution and exceed client expectations.
• Leverage competitive intelligence, public sector funding trends, and market insights to identify strategic growth avenues.

Requirements

• 5+ years of strategic sales or account management experience, with a focus on solution-based selling in complex environments.
• 2+ years of experience direct-selling into State and Local Government (SLED), Law Enforcement, or Public Safety agencies with a clear understanding of public procurement cycles.
• Proven track record of developing territory plans, utilizing structured sales methodologies, and successfully closing small-to-enterprise level deals.
• Experience navigating government purchasing structures, RFPs, and creative budget/funding mechanics.
• Proficiency with CRM platforms (Salesforce) and cloud productivity suites (Google Workspace).
• Ability to travel up to 50% of the time.

Qualifications

• Bachelor’s degree in Business, Communications, Public Administration, or related discipline.
• Experience selling B2B SaaS, data, or cloud-based analytics solutions into the public sector.
• Deep knowledge of state/federal grant funding streams (e.g., JAG, COPS, ARPA) and cooperative purchasing frameworks.
• Strong executive presence with established experience engaging C-suite and command-level leadership.
• Experience leveraging modern AI capabilities (such as Google Gemini or Workspace Studio) to drive operational efficiencies, automate routine administrative tasks, and generate client-facing insights.

Pay

A reasonable estimate of the current salary range is $86,000 to $105,000. This position is also eligible for an incentive compensation program at approximately 40%.