Strategic Account Executive-- IN, KY, TN

What You’ll Do

• Built and refined a territory strategy for Indiana, Kentucky, and Tennessee, identifying priority agencies, key stakeholders, regional influencers, associations, and paths into net-new accounts.
• Prospected into new agencies and created pipeline through targeted outreach, referrals, events, relationship building, and partnership with Business Development and Marketing.
• Met with public safety executives and government leaders to understand their current technology environments, operational challenges, modernization goals, and future priorities.
• Built relationships across multiple levels of prospective customer organizations, developing champions and executive sponsors who understand the value Mark43 can bring to their agencies.
• Led discovery sessions and product demonstrations that connected Mark43’s platform to agency needs, procurement requirements, and desired outcomes.
• Advanced complex opportunities involving multiple stakeholders, competitive evaluations, formal procurement processes, proposals, contract negotiations, and executive decision-making.
• Attended regional conferences, association meetings, and industry events to grow Mark43’s network, uncover opportunities, and establish our presence in the territory.
• Maintained accurate account plans, pipeline activity, opportunity stages, and forecasts in Salesforce while continuously evaluating where to focus time for the greatest impact.

What You’ll Need

• A hunter mentality. You enjoy the challenge of a greenfield territory and are motivated by finding opportunities, opening doors, and winning customers who have never worked with Mark43 before.
• Humble, open, and curious. You listen before prescribing, ask thoughtful questions, seek feedback, and continuously learn about your customers and market.
• Resilient and resourceful. You stay persistent when the path into an account is not obvious and look for creative ways to build relationships and momentum.
• Strategic and disciplined. You know how to prioritize a broad territory, develop account strategies, and balance long-term relationship building with near-term pipeline creation.
• Customer-focused and consultative. You build credibility by understanding an agency’s challenges and helping leaders envision a better path forward.
• Collaborative. You bring the right internal partners into opportunities and recognize that complex public sector wins are a team effort.

Additional qualifications:

• Demonstrated track record of meeting or exceeding quota through new customer acquisition and net-new business development.
• Experience selling enterprise SaaS solutions to government agencies, public sector organizations, or other highly regulated industries preferred.
• Experience owning and developing a geographic territory with significant whitespace.
• Strong understanding of solution-based and value-based selling methodologies.
• Experience navigating complex procurement processes and building relationships with senior decision-makers.
• Proficiency with CRM platforms, preferably Salesforce.
• Familiarity with public safety, law enforcement, emergency communications, or government technology markets is a plus.
• Bachelor’s degree or equivalent professional experience preferred.