Job description

The Company Versaterm is a PE-backed, high-growth SaaS company building a fully integrated platform across the entire public safety ecosystem — dispatch, law enforcement, forensics, courts, and beyond . We've grown through strategic acquisitions and deep product investment. What connects all of it is a single purpose: give public safety agencies the tools and insights to make better decisions in high-stakes moments. When a 911 call is answered, a detective investigates a case, or a forensic lab processes evidence, there's a good chance our software is working behind the scenes. That's been true for over four decades. AI is central to where we're going. Not as a feature but as core infrastructure. We're embedding intelligence directly into the workflows our customers rely on every day, and we're doing it alongside them. Our customers tell us what the mission demands. We build what answers it. This work attracts a specific kind of person — someone who wants to be pushed by great people, build things that outlast a sprint cycle, and go home knowing the work connected back to something real. The Role The Account Executive, ECC is responsible for driving revenue growth and territory expansion for Versaterm's Call Triage and other AI-assisted public safety products, with a primary focus on 9-1-1 emergency communication centers (ECCs), PSAPs, law enforcement agencies, and local government partners. This is a remote, U.S.-based, full-time role. The Account Executive owns the full sales cycle from prospecting to close across deal sizes ranging from five to six figures, while applying advanced sales methodologies to ensure accurate deal qualification and progression. This role requires deep product expertise, disciplined execution, and the ability to influence decision-makers at multiple organizational levels across public safety agencies. What You Do Own your territory, prospecting into PSAPs, ECCs, law enforcement agencies, and local government partners through outbound calls, email, and consistent follow-up to build a steady pipeline of qualified opportunities. Manage the full sales cycle — prospecting, discovery, demos, procurement, contracting, and negotiation — from first conversation to close, across deal sizes ranging from five to six figures. Deliver compelling product demos that connect Versaterm's platform and analytics to the real-world operational challenges agencies face every day. Apply MEDDPICC rigorously for deal qualification and forecasting accuracy. Leverage Challenger Sale methodology to reframe customer thinking and create value-based solutions. Maintain accurate pipeline and forecasting in Salesforce and Gong, managing your book of active deals without letting opportunities slip. Collaborate cross-functionally with Product, Marketing, and Implementation teams to refine messaging, shape the roadmap, and ensure solutions meet the nuanced needs of public safety agencies. Drive account growth by identifying upsell and expansion opportunities and helping agencies extend usage across departments, regions, or jurisdictions. Represent Versaterm externally at public safety conferences, webinars, and industry working groups. Build strong relationships with key stakeholders and act as a trusted advisor. Consistently meet or exceed quota and performance metrics. What You Bring Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience). 5-7 years of experience selling software to public safety agencies, state and local governments, or in SaaS/inside sales more broadly, with a track record of hitting pipeline and quota targets. Genuine comfort with cold outreach and full-cycle selling — energized by phone and email, not worn down by it. Familiarity with public safety operations and technology (911, CAD, RMS, QA/QI, or similar), or public sector experience more broadly, is a strong plus but not required. Excellent communication, negotiation, and presentation skills, with the ability to build quick rapport and engage stakeholders ranging from dispatch leads to CIOs and government decision-makers. Demonstrated ability to apply MEDDPICC and Challenger Sale methodologies effectively. Strategic, self-directed, and organized, with a knack for building repeatable sales processes, disciplined pipeline management and forecasting, and living in a CRM (HubSpot or Salesforce). Strong business acumen and consultative selling skills. Coachable and curious, eager to learn a complex, mission-driven domain and improve fast. Collaborative mindset with a focus on team success. Willingness to travel as needed for client meetings, conferences, and industry events (requirements vary by territory). Note: Due to the nature of our work with public safety agencies, this position requires compliance with the FBI's Criminal Justice Information Services (CJIS) Security Policy. Candidates must successfully pass a comprehensive, fingerprint-based background check. Please note that specific customer contracts may impose additional security verification requirements. Obtaining and maintaining all required security clearances is a condition of employment. For more information on CJIS security requirements, please visit the FBI's CJIS Security Policy Resource Center . Versaterm is committed to fair and equitable compensation that is competitive, consistent, and aligned with the value each role contributes to our organization. The starting salary for this position will be dependent upon many factors, such as the successful candidate’s skills, experience, education, training as well as internal equity, market data, and business needs. In addition to base salary and our comprehensive benefits offering, some roles may also be eligible for variable compensation such as incentive plans or discretionary performance bonuses. AI is central to how Versaterm builds and delivers solutions for our customers. Within Talent Acquisition, we use AI-enabled tools to support certain aspects of the recruitment process, helping our team work more efficiently and spend more time connecting with great talent. AI supports our work, but all hiring and employment decisions are made by people. Versaterm is an equal opportunity employer and is committed to equity, diversity, inclusion, and a barrier-free workplace. Accommodations are available upon request throughout all stages of the recruitment process and apply to the terms and conditions of employment. For more information, please contact info@versaterm.com .

Requirements

Must-haves

When a 911 call is answered, a detective investigates a case, or a forensic lab processes evidence, there's a good chance our software is working behind the scenes. That's been true for over four decades.
This work attracts a specific kind of person — someone who wants to be pushed by great people, build things that outlast a sprint cycle, and go home knowing the work connected back to something real.
Own your territory, prospecting into PSAPs, ECCs, law enforcement agencies, and local government partners through outbound calls, email, and consistent follow-up to build a steady pipeline of qualified opportunities.
Manage the full sales cycle — prospecting, discovery, demos, procurement, contracting, and negotiation — from first conversation to close, across deal sizes ranging from five to six figures.
Deliver compelling product demos that connect Versaterm's platform and analytics to the real-world operational challenges agencies face every day.
Apply MEDDPICC rigorously for deal qualification and forecasting accuracy.
Leverage Challenger Sale methodology to reframe customer thinking and create value-based solutions.
Maintain accurate pipeline and forecasting in Salesforce and Gong, managing your book of active deals without letting opportunities slip.
Collaborate cross-functionally with Product, Marketing, and Implementation teams to refine messaging, shape the roadmap, and ensure solutions meet the nuanced needs of public safety agencies.
Drive account growth by identifying upsell and expansion opportunities and helping agencies extend usage across departments, regions, or jurisdictions.
Represent Versaterm externally at public safety conferences, webinars, and industry working groups.
Build strong relationships with key stakeholders and act as a trusted advisor.
Consistently meet or exceed quota and performance metrics.
Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience).
5-7 years of experience selling software to public safety agencies, state and local governments, or in SaaS/inside sales more broadly, with a track record of hitting pipeline and quota targets.
Genuine comfort with cold outreach and full-cycle selling — energized by phone and email, not worn down by it.
Familiarity with public safety operations and technology (911, CAD, RMS, QA/QI, or similar), or public sector experience more broadly, is a strong plus but not required.
Excellent communication, negotiation, and presentation skills, with the ability to build quick rapport and engage stakeholders ranging from dispatch leads to CIOs and government decision-makers.
Demonstrated ability to apply MEDDPICC and Challenger Sale methodologies effectively.
Strategic, self-directed, and organized, with a knack for building repeatable sales processes, disciplined pipeline management and forecasting, and living in a CRM (HubSpot or Salesforce).
Strong business acumen and consultative selling skills.
Coachable and curious, eager to learn a complex, mission-driven domain and improve fast.
Collaborative mindset with a focus on team success.
Willingness to travel as needed for client meetings, conferences, and industry events (requirements vary by territory).

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: greenhouse
Effort: quick