Sales Account Executive | Fireworks Web Applicant

Key Responsibilities Include:

• 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.
  

Critical 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.
  

The Ideal Candidate:

• GovTech, public safety, or complex B2B SaaS experience preferred, with confidence navigating public-sector procurement, multi-stakeholder selling, and long, mission-oriented buying cycles.
  

• 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.