Major Accounts Executive - West

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Major Accounts Executive - West based in the United States.

We are seeking an experienced enterprise sales leader to drive strategic growth across major public safety accounts throughout the Western United States. In this senior individual contributor role, you will manage a portfolio of high-value opportunities involving state agencies, county sheriff's offices, metropolitan police and fire departments, and statewide associations. You will own the full sales cycle, from executive engagement and complex procurement processes to closing six- and seven-figure agreements. Working in a fast-moving, mission-driven environment, you will help public safety organizations improve the well-being, resilience, and performance of frontline professionals. You will also build long-term customer relationships and expand adoption across agencies and departments. This is an opportunity to combine enterprise sales expertise with meaningful social impact while helping shape the growth of an early-stage business.

Accountabilities:

You will own a defined territory of major public safety accounts, building executive relationships, navigating government procurement, and closing enterprise agreements. You will also collaborate with internal teams to ensure successful customer onboarding, identify expansion opportunities, and bring customer insights into business strategy.

• Drive enterprise sales: Build and manage a strong pipeline of major public safety opportunities, map buying committees, and guide stakeholders toward purchasing decisions.
• Manage government procurement: Lead RFP processes, sole-source justifications, cooperative purchasing agreements, and multi-year budget cycles.
• Develop compelling business cases: Translate employee retention, wellness, and performance outcomes into measurable value propositions that support agency funding and purchasing decisions.
• Build executive relationships: Establish credibility and trust with police chiefs, sheriffs, commissioners, city managers, state officials, and association leaders.
• Lead complex negotiations: Manage multi-stakeholder sales cycles, maintain accurate opportunity documentation, and deliver reliable forecasts through HubSpot or a comparable CRM.
• Close and expand accounts: Secure enterprise agreements, coordinate onboarding with Implementation and Customer Success teams, and grow adoption across additional users, divisions, and agencies.
• Collaborate across the business: Share customer feedback and market insights with Product, Marketing, and leadership to inform product development and commercial strategy.
• Represent the business in the field: Travel throughout the Western territory for executive meetings, site visits, and public safety industry events.

Requirements:

The ideal candidate is a proven enterprise sales professional with deep familiarity with public safety organizations and government procurement. You should be comfortable managing complex, high-value deals, engaging senior decision-makers, and maintaining disciplined sales execution throughout long purchasing cycles.

• Enterprise sales experience: At least 7 years of enterprise or major-account sales experience, including a minimum of 3 years selling to law enforcement, fire departments, EMS, or other public safety agencies.
• Proven deal-closing record: Demonstrated success closing six- and seven-figure government or public safety agreements, supported by measurable sales results.
• Government procurement expertise: Hands-on experience with public-sector RFPs, contract vehicles, cooperative purchasing arrangements, and multi-year budget planning.
• Executive presence: Confidence and credibility when engaging police chiefs, sheriffs, city managers, state officials, and other senior stakeholders.
• Complex deal management: Experience managing multi-stakeholder sales cycles lasting approximately 6–18 months, using a structured methodology such as MEDDPICC or Challenger.
• Consistent sales performance: A strong record of quota attainment against enterprise sales targets.
• CRM proficiency: Experience with HubSpot or a comparable CRM, including disciplined pipeline management, opportunity documentation, and forecasting.
• Willingness to travel: Ability to travel regularly across the Western United States for customer meetings, site visits, and industry events.

Benefits:

• Base salary: $165,000–$185,000 annually.
• On-target earnings: $355,000–$485,000, with uncapped earning potential.
• Healthcare coverage: Medical, dental, and vision benefits.
• Flexible paid time off: Flexibility to recharge while maintaining strong performance and accountability.
• Retirement savings: 401(k) plan with a company match.
• Performance coaching: Access to the same high-quality performance coaches offered to customers.
• Mission-driven work: The opportunity to support the mental health, resilience, and well-being of law enforcement officers, firefighters, and other frontline professionals.
• High-impact ownership: A senior individual contributor position with significant responsibility for major accounts, strategic growth, and customer relationships.