Mid-Market Account Executive, Law Enforcement

Vector Solutions; Tampa (FL); On-site; USD 65,000 - 80,000; Full time

Benefits offered by this job

401(k) matching

Healthy work-life balance

Tuition reimbursement

Pet insurance

Gym/Wellness discount

Company social events

Employee resource groups

Job summary

Vector Solutions is seeking a Mid-Market Account Executive to drive new business revenue within Law Enforcement agencies. This quota-carrying role sits between Local and Enterprise teams, involving multi-stakeholder procurement and formal evaluations.

You will generate a self-sourced pipeline, follow up on SDR leads, and advance opportunities in Salesforce while coordinating with Legal, Finance, and Contracts to close. Travel up to 50% may be required.

Qualifications

• 4+ years of B2B sales experience.
• Experience selling SaaS/Enterprise software to public safety agencies preferred.
• Bachelor's degree in Business, Marketing, or related field, or equivalent experience.
• Proven track record of generating pipeline and closing new business with multiple stakeholders.

Responsibilities

• Self-generating qualified new-business pipeline of at least 4x quarterly quota through outbound, email, social outreach, referrals, and conferences.
• Follow up on SDR-led leads and marketing-generated opportunities.
• Advance opportunities through defined sales stages in Salesforce with stage-exit criteria.
• Qualify opportunities and identify economic buyer, decision process, and timeline.
• Engage stakeholders to build a documented business case and lead pricing negotiations.
• Maintain Salesforce records of all activities with accurate data and next steps.

Skills

B2B sales

SaaS selling

CRM proficiency

Stakeholder management

Sales forecasting

Negotiation

Communication

Education

Bachelor's degree in Business, Marketing, or related field

Tools

Salesforce

MS Office

Job description

Job Type

Full-time

Description

Vector Solutions is a leading, AI-enabled, performance platform powering safe, compliant, and efficient operations for the public, educational, and commercial sectors. We bring training, safety, and workforce operations together to boost readiness, reduce risk, and drive high-performance results for the everyday heroes who count on us.

The Mid-Market Account Executive is a quota-carrying seller responsible for new-business revenue within Law Enforcement agencies. This tier sits between Vector's Local and Enterprise teams and typically involves multiple stakeholders, formal evaluation, and more structured procurement than smaller agencies, with sales cycles that reflect that complexity.

What You'll Do:

• Self-generating qualified new-business pipeline of at least 4x quarterly quota every quarter through outbound calls, email, social outreach, referrals, association engagement, and conferences
• Following up promptly on SDR-delivered and marketing leads as a supplement to self-sourced pipeline
• Advancing opportunities through Vector's defined sales stages, meeting and documenting stage-exit criteria in Salesforce before each opportunity is advanced
• Qualifying opportunities using Vector's sales methodology to uncover agency-wide pain and identify the economic buyer, decision process, and timeline
• Engaging command staff, training, IT, finance, and union or association stakeholders to build a documented business case
• Partnering with Sales Engineering on technical demonstrations, security and IT reviews, and agency evaluations
• Forecasting and delivering against quarterly booking revenue targets, including new business and associated expansion
• Preparing proposals, leading pricing and contract negotiations, and coordinating with Legal, Finance, and Contracts to close agreements
• Maintain accurate Salesforce records of all sales activities including calls, meetings, demonstrations, emails, and customer or prospect interactions, with stage, amount, close date, and a dated next step updated at least weekly
• Recording closed-won and closed-lost outcomes with accurate reason codes and competitor information
• Navigating RFP, cooperative-contract, and sole-source purchasing paths and managing timelines accordingly
• Working with Marketing, SDR, Sales Engineering, and Customer Success teams to drive awareness, lead generation, and customer outcomes
• Ensures a smooth transition to Implementation and Customer Success; resolves any issues that may arise post-sale
• Provides written territory and account plans
• Performs other duties as assigned

Requirements

• 4+ years of B2B sales experience
• 2+ years of sales experience selling SaaS/Enterprise software to Law Enforcement or other public safety agencies preferred
• Bachelor's degree in Business, Marketing, or related field, or equivalent experience
• Proven track record of generating pipeline and closing new business with multiple stakeholders and formal procurement processes
• Experience managing sales cycles through a defined stage process with accurate CRM records
• Working knowledge of information systems, cloud-hosted software, and IT security review processes
• Strong knowledge of Salesforce or comparable CRM and MS Office (Word, Excel, Outlook, PowerPoint)
• Experience with a structured sales methodology such as Selling Through Curiosity, MEDDPICC, or SPIN preferred
• Organized, self-motivated, and accountable; responds constructively to coaching
• Experienced demonstrating products and negotiating contracts
• Ability to travel up to 50%, including overnight and conference travel

What You Can Expect From Us:

• Friendly, open, and casual work environment
• Comprehensive benefits package effective the first of the month after hire
• Matching 401(k) retirement plan
• Healthy work-life balance with flexible work arrangements and generous time off
• Generous referral incentive program
• Tuition Reimbursement Program
• Pet Insurance
• OnePass Gym/Wellness Discount Program
• Calm Health-Employee Membership
• Company social events
• Employee Resource Groups
• Philanthropic opportunities

What We Value:

• Teamwork - Above all, we're a team. We give and value feedback. We support each other, respect each other and work together to accomplish our common goals and serve our customers. Once we make decisions, we align behind them as a team.
• Customers First - Our customers' success is our success. They are why we are here. We work to earn the trust of our customers and always deliver on our commitments.
• Make a Difference - It's not a job, it's a calling. We have passion for our mission, for our customers, for our work, and for sharing a fulfilling experience with our fellow team members.
• Inclusiveness - Uniqueness is powerful. We support an environment of respect, belonging, and community that promotes a variety of perspectives and crucial conversations, leading to better outcomes.
• Act Now - We act with urgency. The best time to get something important done is now. We don't wait and let perfection be the enemy of good.
• Curiosity - We love a good challenge. We're scrappy, we stretch ourselves to be the best, ask questions, learn from our mistakes, and are dedicated to continually improving and growing.
• Ownership - We own the outcome and don't pass the buck. The score matters. We hold ourselves and each other accountable. We treat company resources like they are our own.

Vector Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to sex, gender, race, color, religion, national origin, age, pregnancy, disability, genetic information, or status as a protected veteran.

Compensation Disclaimer: The base salary range provided is a good-faith estimate at the time of posting. Actual pay may vary based on factors such as skills, qualifications, experience, and work location. Compensation will always comply with applicable state and local pay laws, including but not limited to those in California, Colorado, New York, and Washington.

Salary Description

$65,000 - 80,000 + variable compensation