Strategic Account Executive, Central Territory | Ohio & Michigan

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 Ohio and Michigan. This is a new strategic territory for Mark43, making this an exciting opportunity for a true hunter who thrives on opening doors, creating opportunities, and turning a greenfield market into a meaningful growth engine.

You will own new customer acquisition across the territory, building relationships with law enforcement, emergency communications, and government leaders who are evaluating how technology can better support their agencies and communities. Success will require curiosity, persistence, and the ability to create momentum where relationships and opportunities may not yet exist.

As a Strategic Account Executive, you will own the full sales cycle, from developing a territory strategy and generating pipeline through navigating complex procurement processes, negotiating contracts, and closing new customers. You will partner closely with Business Development, Marketing, Product, Customer Success, and other teams to build Mark43’s reputation and presence throughout Ohio and Michigan.

What You’ll Do

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

• Built and executed a strategic territory plan for Ohio and Michigan, identifying priority agencies, stakeholders, associations, and opportunities for new customer growth.

• Created new pipeline through proactive prospecting, relationship building, referrals, industry events, and close partnership with Business Development and Marketing.

• Met with public safety and government leaders to understand their operational challenges, modernization priorities, and long-term technology strategies.

• Opened doors within net-new accounts and developed relationships with executive sponsors, operational leaders, procurement teams, and other key stakeholders.

• Led consultative discovery conversations and product demonstrations that connected Mark43’s platform to an agency’s goals and demonstrated the value of modern public safety technology.

• Navigated complex, multi-stakeholder sales cycles, including procurement requirements, proposals, competitive evaluations, contract negotiations, and executive decision-making.

• Represented Mark43 at regional conferences, association meetings, and customer events to expand our network and build awareness in the territory.

• Kept Salesforce current with account activity, opportunity progress, pipeline development, and forecasts so the broader team had a clear view of the business.

What You’ll Need

We’re looking for a sales professional with 5+ years of enterprise software sales experience, including experience developing new business and managing complex, consultative sales cycles. Because this is a new strategic territory, you should be comfortable starting with a blank page, developing a market strategy, creating your own opportunities, and building executive relationships from the ground up.

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

• A hunter mentality. You get energy from identifying whitespace, opening new doors, and creating opportunities rather than waiting for them to come to you.

• Humble, open, and curious. You ask thoughtful questions, listen closely, seek feedback, and continuously improve your approach.

• Resilient and persistent. You understand that strategic public sector sales take time and are comfortable staying engaged, creative, and focused through long and complex sales cycles.

• Strategic and accountable. You can turn a large geographic territory into a focused plan, prioritize where to spend your time, and take ownership of results.

• Customer-focused and consultative. You seek to understand the problems agencies are trying to solve and build credibility by connecting their needs to meaningful outcomes.

• Collaborative. You know that winning complex opportunities requires strong partnership across teams and bring others into the process at the right moments.

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 building and managing a geographic territory, including developing relationships with senior decision-makers.

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

• Ability to navigate complex procurement processes and multi-stakeholder enterprise sales cycles.

• 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 Ohio and Michigan. Candidates must currently live in either Ohio or Michigan and be able to travel regularly throughout both states 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 build a strategically important territory and play a direct role in Mark43’s next stage of growth.

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

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

• Significant ownership, autonomy, and visibility as you establish Mark43 relationships in a new strategic territory.

• Opportunities for professional growth and career development.

• Colleagues who value curiosity, integrity, accountability, and solving important challenges together.