Remote Mid-Market Account Executive; SaaS

Job Duties

Under the direction of the Regional Sales Manager, the Mid-Market Account Executive will drive sales and growth objectives for Fire/EMS agencies across multiple states in their assigned territory. This role is designed for a proactive, goal‑oriented individual who thrives on driving new relationships and opportunities in a fast‑paced environment.

• Achieve or exceed an annual sales quota goal as stipulated in the Sales Compensation Plan incentive agreement.
• Contribute to the success of the assigned territory goal by managing full‑cycle sales from lead qualification and needs discovery, to negotiation and closing, selling transactional or multi‑year deals and professional services to existing clients and new prospect Mid‑Market accounts.
• Proactively prospect into Chiefs, Deputy Chiefs, Data Managers or other key decision makers using outbound and inbound lead generation approaches and meeting target activity goals.
• Facilitate sales meetings and demonstrate solutions to clients and prospects with proficient knowledge of the Image Trend sales process, products for the assigned territory vertical, as well as understanding adjoining solutions in the portfolio.
• Clearly articulate and demonstrate Image Trend’s value proposition, creating urgency, excitement and enthusiasm among prospects and moving the sale forward to close.
• Create and deliver accurate sales forecasts through strong pipeline management and maintaining data hygiene, including capturing, updating, and reporting pertinent or required sales data in the CRM, Gong or other systems, or providing data and territory reports to management as requested.
• Build strong relationships internally and externally, collaborate and communicate effectively with team members, colleagues and all other stakeholders to identify opportunities, develop sales strategies, retain clients, share ideas and assist with process improvements.
• Forecast needs, set priorities and execute approved business strategy, and review territory planning progress with leadership to ensure achievement of goals.
• Act as a company ambassador to support lead development and strengthen relationships with Image Trend clients, prospects, partners and other external audiences.
• Oversee and coordinate the RFP and contracting processes for opportunities within the assigned territory and collaborate with appropriate stakeholders to complete necessary steps and ensure the deal progresses through the sales cycle.
• Stay informed of industry trends, competition, market opportunities or other developments and provide insights or ideas to help us continue improving products and processes.
• Travel to trade shows, industry or company events, or other onsite meetings as required.
• Perform additional duties or tasks as assigned.

• Degree in Business, Marketing, Communications or related field, or the equivalent combination of education and experience.
• Proven full‑cycle sales experience, preferably in public safety/healthcare industry and/or SaaS selling environments.
• Strong communication skills both written and verbal, and the proven ability to present, influence, negotiate and persuade key stakeholders and decision makers.
• Proven track record in driving successful sales growth by managing and developing an assigned territory of accounts with a strategic plan for prospecting.
• Experience with MEDDICC selling, or another similar consultative sales methodology.
• Proven to be a motivated self‑starter and work independently within a highly collaborative and team‑oriented environment.
• Analytical and problem‑solving capabilities and the ability to tailor by audience.
• Strong technical aptitude to learn new systems and experience using MS Office Suite, CRM, Gong or other similar sales technologies tools.
• Proven time management and organizational skills, the ability to succeed in a fast‑paced environment and can adjust to changing priorities or market conditions.
• Willingness to share best practices with the team or others to help elevate and accelerate organizational results.
• Ability to forecast an accurate sales pipeline using data‑driven insights.
• Ability to maintain discretion when handling proprietary…