Strategic Account Executive, Central Territory | Indiana, Kentucky & Tennessee

Mark43’s mission is to empower communities and their governments with new technologies that improve the safety and quality of life for all. We build powerful, scalable, and elegant software that sets a new standard for the tools upon which our first responders rely. Our users are diverse, and we are therefore committed to embracing diversity of thought and experience within our team.

We are looking for a Strategic Account Executive to establish and grow Mark43’s presence across Indiana, Kentucky, and Tennessee. This is a new strategic territory for Mark43, making this an exciting opportunity for a true hunter who is motivated by whitespace, new customer acquisition, and the challenge of building a market from the ground up.

You will be responsible for creating demand and winning new customers across the territory, developing trusted relationships with law enforcement, emergency communications, and government leaders who are considering the future of their public safety technology. This role calls for someone who is comfortable creating their own momentum, building a network, and developing opportunities well before a formal buying process begins.

As a Strategic Account Executive, you will own the full sales cycle, from developing your territory strategy and prospecting into priority agencies through navigating procurement, negotiating contracts, and closing new customers. You will partner closely with Business Development, Marketing, Product, Customer Success, and other teams to establish Mark43 as a trusted public safety technology partner across Indiana, Kentucky, and Tennessee.

What You’ll Do

If you were part of our team, here are some things you would have done last week:

• Built and refined a territory strategy for Indiana, Kentucky, and Tennessee, identifying priority agencies, key stakeholders, regional influencers, associations, and paths into net-new accounts.

• Prospected into new agencies and created pipeline through targeted outreach, referrals, events, relationship building, and partnership with Business Development and Marketing.

• Met with public safety executives and government leaders to understand their current technology environments, operational challenges, modernization goals, and future priorities.

• Built relationships across multiple levels of prospective customer organizations, developing champions and executive sponsors who understand the value Mark43 can bring to their agencies.

• Led discovery sessions and product demonstrations that connected Mark43’s platform to agency needs, procurement requirements, and desired outcomes.

• Advanced complex opportunities involving multiple stakeholders, competitive evaluations, formal procurement processes, proposals, contract negotiations, and executive decision-making.

• Attended regional conferences, association meetings, and industry events to grow Mark43’s network, uncover opportunities, and establish our presence in the territory.

• Maintained accurate account plans, pipeline activity, opportunity stages, and forecasts in Salesforce while continuously evaluating where to focus time for the greatest impact.

What You’ll Need

We’re looking for a sales professional with 5+ years of enterprise software sales experience, including a strong track record of generating new business and navigating complex, consultative sales cycles. This role requires someone who can enter a developing market, identify where opportunity exists, create a thoughtful territory strategy, and consistently turn prospecting and relationship building into qualified pipeline and new customers.

People who thrive on our team also tend to share the following characteristics:

• A hunter mentality. You enjoy the challenge of a greenfield territory and are motivated by finding opportunities, opening doors, and winning customers who have never worked with Mark43 before.

• Humble, open, and curious. You listen before prescribing, ask thoughtful questions, seek feedback, and continuously learn about your customers and market.

• Resilient and resourceful. You stay persistent when the path into an account is not obvious and look for creative ways to build relationships and momentum.

• Strategic and disciplined. You know how to prioritize a broad territory, develop account strategies, and balance long-term relationship building with near-term pipeline creation.

• Customer-focused and consultative. You build credibility by understanding an agency’s challenges and helping leaders envision a better path forward.

• Collaborative. You bring the right internal partners into opportunities and recognize that complex public sector wins are a team effort.

Additional qualifications:

• Demonstrated track record of meeting or exceeding quota through new customer acquisition and net-new business development.

• Experience selling enterprise SaaS solutions to government agencies, public sector organizations, or other highly regulated industries preferred.

• Experience owning and developing a geographic territory with significant whitespace.

• Strong understanding of solution-based and value-based selling methodologies.

• Experience navigating complex procurement processes and building relationships with senior decision-makers.

• Proficiency with CRM platforms, preferably Salesforce.

• Familiarity with public safety, law enforcement, emergency communications, or government technology markets is a plus.

• Bachelor’s degree or equivalent professional experience preferred.

Location & Travel

This role is focused on building Mark43’s presence and customer base across Indiana, Kentucky, and Tennessee. Candidates must currently live in Indiana, Kentucky, or Tennessee and be able to travel regularly throughout the territory for prospect meetings, industry events, conferences, and relationship building.

Mark43 is a remote-friendly company, and this role will work remotely from within the territory. Occasional travel to Mark43 offices and company or team events may also be required.

What You Can Expect From Us

• The opportunity to establish Mark43 in a new strategic territory and directly influence how we grow the business.

• Mission-driven work that helps public safety agencies better serve first responders and their communities.

• Close collaboration with Business Development, Marketing, Product, Customer Success, Implementation, and other teams as you build the market.

• Significant ownership and autonomy to develop relationships, create opportunities, and shape the territory.

• Opportunities for professional growth and career development.

• A team that values curiosity, integrity, accountability, persistence, and solving meaningful challenges together.