Sr. Account Executive, Client Growth

Location

Frisco, TX | United States

Job description

At Lexipol, our mission is to create safer communities and empower the men and women on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, and corrections professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.

Working at Lexipol means making a difference – day in and day out.

The Work
The Client Growth team maintains and grows accounts by expanding our client relationships with local public safety agencies.  We do this by building consultative relationships and gathering information to assist local public safety agencies in fully optimizing their utilization of Lexipol service and solution offerings. This is a remote position.

What will you do as an Account Manager:

Grow existing accounts through cross-selling of our service & solutions portfolio:

• Policy:  Implementation, subscription for policy updates, daily training bulletins, daily training modules
• Online training:  Police1 Academy, EMS1 Academy, Fire1 Academy, LocalGovU, Corrections1 Academy
• Wellness:  Cordico Shield (Law Enforcement), Cordico Fire (Firefighters & EMS), Cordico 911 (Dispatch), Cordico Guardian (Correctional Officers)
• Accreditation:  The Center for Accreditation Excellence: law enforcement, fire departments, transportation sector authorities, colleges & universities, hospital systems, and corporations

This is done through working in these areas of focus:

Annual Revenue - Achieve / exceed quota targets

• Achieve State/Territory Revenue to Plan
• Develop effective and targeted territory growth plans to ensure revenue target delivery.
• Work actively as both an individual contributor and team player. This work is independent and simultaneously highly collaborative in nature.
• Collaborate with Subject Matter Expert Senior Account Executives in a team based selling process to close net new business
• Partner with your aligned Senior Account Executives to develop the territory in manner that consistently meets or exceeds revenue quota.

Proactive Prospecting:  Daily/weekly activity consistent with expectations set forth by leadership

• Create a territory prospecting plan
• Execute daily on the prospecting plan
• We follow this process daily:  Plan, execute, assess, adjust, execute
• Adjust or pivot tactics and actions in order to meet objectives
• Operate in a highly ethical manner
• Creation of 60 opportunities per quarter
• Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the curve.
• Maintain CRM system daily by documenting thorough and accurate customer and pipeline information.
• Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
• Find untapped revenue through gathering referrals, referred introductions, and intel from existing customer base and network to find out where we could generate significant new business. 
• Prospect, qualify, provide continuous value proposition, and close new business with existing customers.
• Present our solutions virtually and in-person to public safety and public entity leadership
• Consistently follow our communication cadence pattern with prospective agencies

Maintain, Grow, and Leverage existing client accounts

• Optimize and expand agency relationships with Lexipol.
• Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services.
• Work with internal stakeholders, including Customer Success Managers, to optimize growth with named account customers.
• Collaborate, inspire, and provide effective communications with multiple levels of personnel within Lexipol to create solutions, actively matrix manage projects, ensure timely and consistent project execution.

Your Existing Capabilities and Skills to qualify for this role:

• Competitive and collaborative team player that pushes themselves and others toward excellence 
• Highly Organized
• Process committed and driven
• Passion for public safety as exhibited by understanding current issues, trends, legal decisions, and legislation in the public safety sector.
• Exceptional verbal and written communication.
• Demonstrate commitment to quality improvement in processes, procedures, and individual tasks.
• Highly detail oriented. Take notes. Implement and execute consistently. Hard working.
• Process oriented
• High level communicator:  able to communicate to various levels of stakeholders involved with the local governmental purchasing process and drive the sales process to closure successfully

Requirements:  To be considered for this role, you will have this experience:

• Minimum of 3 year's experience selling SaaS or prescription based solutions.
• Deep experience with the public safety acquisition/procurement process from a sales perspective, first responder leadership experience perspective, or both.

Qualifications:

• Creative Thinking
• Team Building
• Design Thinking
• Rapport Building
• Solution Oriented Sales experience 
• Strong familiarity with local government selling process

Preferred Experience:

• Minimum of 3 years of successful Sales experience selling SaaS.
• Experience with the application of wellness protocols for first responders in law enforcement, fire & rescue, EMS, and correctional agencies.
• Knowledge of local, state, and federal government procurement process.
• Prior first responder/public safety service is beneficial
• Demonstrates success with long-term sales cycles and large transactions
• Consistent track record of meeting sales targets in a territory management role.
• Excellent presentation and telephone sales abilities.
• Proven ability to rapidly build rapport and gain the confidence of prospects and clients.
• Public safety centric consultative sales approach.
• Proven ability to self-manage daily sales tasks, activity, and quota attainment.
• Proficient with Salesforce, Microsoft Office Suite applications and CRM.
• Documentation Mindset:  willingly enter high levels of documentation to facilitate the sales process.

Target Outcomes/ Target Results

• Achieve revenue to plan
• Achieve objectives 
• Monthly/Quarterly sales goal attainment
• Increasing/Improving mental/physical wellness resources available to the public safety community as well as our other solutions designed to increase the safety and effectiveness of first responders and the safety of our communities.
• Weekly activity goal attainment

Employee Value Proposition

• Call current client first responder agencies that already have relationships with Lexipol.
• We have a very high client retention rate. 
• We have very positive reputation in the industry.  This leads to a high call to appointment ratio.
• Sense of purpose serving those who have signed up to protect our families every day
• Making a greater community impact across multiple states in a region
• Personal and professional growth
• Attractor Factors for working on this team:

1. Professional team culture/environment
2. continuous appreciation of effort and job well done
3. Contributor to processes and best practices
4. Opportunity and culture of owning it that positively impacts both personal/professional aspects   
5. Mentoring and coaching
6. Work and collaborate with a group of passionate and enthusiastic professionals that are dedicated to making a difference
7. report directly to Director of Account Management

The Environment

• Positive attitude and effort require zero talent so bring it with you each day
• Collaborative – with peer colleagues, other depts and clients
• Own it
• Team oriented
• Servant mindset

Duties listed are not intended to be exhaustive or exclusive; other duties may be assigned. Management retains the discretion to add to or change the duties of the position at any time.

Compensation and Benefits

Lexipol offers a competitive base salary, monthly, quarterly, or annual incentive and a comprehensive benefits package including 401(k) with Company match and a flexible paid time off plan.

About Lexipol

Lexipol empowers first responders and public servants to best meet the needs of their residents safely and responsibly. We are the experts in policy, training and wellness support, committed to improving the quality of life for all community members. Our solutions include state-specific policies, online learning, behavioral health resources, grant assistance, and industry news and information offered through the websites Police1, FireRescue1, EMS1, Corrections1 and Gov1. Lexipol serves more than 2 million public safety and government professionals in over 12,000 agencies and municipalities. For additional information, visit .

Lexipol Is an Equal Opportunity Employer (EOE)

Lexipol, LLC provides equal employment opportunities (EEO) to all team members and applicants for employment without regard to race, color, religion, gender, national origin, age, sex, pregnancy, disability, sexual orientation, gender identity or expression, veteran status, genetic information, or any other non-job-related characteristic. Lexipol complies with applicable federal, state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfers, leave of absence, compensation, and training.

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