Enterprise Account Executive | LinkedIn Applicant

Zohorecruit; San Francisco (CA); Hybrid; USD 120,000 - 160,000; Full time

Job summary

EPR Fireworks is seeking a highly skilled Enterprise Account Executive to own the full sales cycle in the GovTech and first-responder market. This remote role focuses on strategic, consultative selling to large agencies and multi-stakeholder procurement teams.

You will drive discovery, value mapping, proposal development, and closing while collaborating with cross-functional teams to modernize operations and improve public safety outcomes.

Qualifications

• 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.

Responsibilities

• Own the complete sales process — from discovery to closing — for large gov/municipal accounts.
• Build and manage a healthy pipeline, identify high-value opportunities, and expand relationships with multi-stakeholder buyers.
• Lead consultative discovery conversations with chiefs, IT, procurement to diagnose challenges and quantify value.
• Collaborate with Sales Engineering, Marketing, Implementation, and Customer Success for successful onboarding and expansion.
• Maintain CRM hygiene, apply qualification/forecasting methodologies, and provide clear pipeline visibility.
• Stay current on GovTech trends, procurement requirements, and grant funding to guide agencies through purchasing decisions.

Skills

Full-cycle selling

Multi-stakeholder selling

MEDDIC/Challenger

Public sector procurement

Executive communication

Job description

Unified RMS Platform for Fire & EMS Agencies.

You Set the Standard. We Deliver the Experience.

Achieve community excellence and seamless compliance with a unified application, accurate and easily accessible information.

Job Description

This is a remote position.

Company : EPR Fireworks

Reports to : Sales Director

Location : Remote

About EPR Fireworks

EPR is a leading provider of cloud-based unified records management and operations software for fire and emergency medical services agencies. Since its founding in 2016, EPR has established itself as a trusted technology partner to approximately 500 fire and EMS agencies across 35 states. The company's comprehensive, cloud-based platform delivers an integrated solution encompassing incident reporting, electronic patient care records, fire prevention, workforce management, equipment logistics , training and certifications, advanced analytics, and community engagement capabilities.

EPR's platform development follows a continuous feedback methodology , incorporating insights from fire chiefs, department officers, medical directors, inspectors, and frontline fire and EMS personnel. The company's team includes numerous former and current firefighters and EMTs, ensuring authentic industry perspective in product design and functionality. With NERIS V1 compatibility and over 270 pre-configured reports, EPR Fireworks provides customizable solutions supported by exceptional customer service. The platform's integrated architecture eliminates data silos while ensuring regulatory compliance with evolving requirements.

EPR is seeking a highly skilled and consultative Enterprise Account Executive to join its rapidly growing team and expand the company’s impact within the GovTech and first-responder market. As a trusted advisor to large and complex agencies, the Enterprise AE will own the full sales cycle — from discovery and value mapping to solution design, proposal development, and closing — helping departments modernize operations and better serve their communities.

The ideal candidate is a strategic, relationship-driven seller who excels at navigating multi-stakeholder buying groups, aligning solutions to mission-critical needs, and driving urgency in complex procurement processes. This person brings a track record of exceeding quotas in a consultative SaaS selling environment and thrives at the intersection of business value, operational nuance, and public-sector mission.

EPR is looking for an autonomous and intellectually curious leader who embraces technology, collaborates closely with cross-functional teams, and brings the professionalism needed to engage chiefs, command staff, IT leadership, and procurement stakeholders. In short, this individual will be a key driver of revenue growth, helping EPR deliver powerful software solutions that improve efficiency, communication, and outcomes for the first responders who protect and serve our communities every day.

Key Responsibilities Include

• Full-CycleSelling: 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 enterprise 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 enterprise sales cycles.
• Relationship-driven and emotionally intelligent, balancing assertiveness with credibility, empathy, and authenticity to build long-term advocacy and trust.