Account Executive, Cross-Sell & Upsell

Summary

EPR FireWorks provides cloud-based unified records management and operations software for fire and emergency medical services agencies. The company is seeking an Account Executive, Cross-Sell & Upsell to manage the full expansion sales cycle, identify growth opportunities within existing accounts, and help public safety customers adopt additional platform solutions. The role will collaborate with Customer Success and cross-functional teams while building relationships with public-sector stakeholders and driving expansion revenue.

Responsibilities

• Full-Cycle Expansion Selling: Own the complete expansion sales process — from identifying cross-sell and upsell opportunities and conducting multi-stakeholder discovery through value alignment, proposal development, negotiation, and closed-won execution — to drive expansion ARR within existing EPR accounts
• Strategic Account Development: Build and manage a healthy expansion pipeline by prioritizing high-value accounts, identifying whitespace within the existing customer base, following up on customer needs and product interest, 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 identify additional EPR solutions that support their public safety missions
• Cross-Functional Collaboration: Partner closely with Customer Success, Sales Engineering, Marketing, Implementation, and Product to identify expansion opportunities, ensure accurate scoping, and create smooth customer experiences that drive long-term adoption and growth
• GTM Execution & Forecasting Discipline: Maintain accurate CRM hygiene, apply standardized qualification and forecasting methodologies, and deliver clear expansion 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 existing customers through purchasing decisions and accelerate expansion deal cycles

Skills

• 3–5 years of successful B2B SaaS sales experience, with experience growing existing accounts, closing multi-stakeholder deals, and working toward ARR quota targets
• Expert consultative selling and discovery capabilities, able to assess operational needs, identify expansion opportunities, influence diverse decision groups, and align solutions to strategic public safety outcomes
• Proficiency with sales methodologies (e.g., MEDDIC, Challenger, Command of the Message) and strong operational acumen in CRM, forecasting hygiene, and pipeline management
• Strategic account-growth mindset, with demonstrated success identifying whitespace, developing account plans, and driving cross-sell and upsell opportunities within an existing customer base
• 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 buyers and stakeholders, including chiefs, command staff, IT, and procurement leaders, with strong communication and presentation skills
• Tech-forward and adaptive, embracing tools and data to improve efficiency, personalization, and effectiveness across the sales cycle
• Self-directed and motivated, taking ownership of expansion pipeline creation, account planning, and outcomes while thriving in a high-growth, rapidly evolving environment
• Exceptional communicator 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 additional operational challenges, identify compelling solutions, and build urgency around business and mission outcomes
• Cross-functional collaborator who works closely with Customer Success, Sales Engineering, Marketing, Product, and Implementation to grow customer relationships and expand platform adoption
• Resilient deal-maker skilled at managing competitive pressure, navigating roadblocks, and staying poised throughout the sales cycle
• Relationship-driven and emotionally intelligent, balancing assertiveness with credibility, empathy, and authenticity to build long-term advocacy, trust, and account growth
• GovTech, public safety, or B2B SaaS experience preferred, with confidence navigating public-sector procurement and multi-stakeholder selling

Qualifications

Must Haves

• 3–5 years of successful B2B SaaS sales experience, with experience growing existing accounts, closing multi-stakeholder deals, and working toward ARR quota targets
• Expert consultative selling and discovery capabilities, able to assess operational needs, identify expansion opportunities, influence diverse decision groups, and align solutions to strategic public safety outcomes
• Proficiency with sales methodologies (e.g., MEDDIC, Challenger, Command of the Message) and strong operational acumen in CRM, forecasting hygiene, and pipeline management
• Strategic account-growth mindset, with demonstrated success identifying whitespace, developing account plans, and driving cross-sell and upsell opportunities within an existing customer base
• 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 buyers and stakeholders, including chiefs, command staff, IT, and procurement leaders, with strong communication and presentation skills
• Tech-forward and adaptive, embracing tools and data to improve efficiency, personalization, and effectiveness across the sales cycle
• Self-directed and motivated, taking ownership of expansion pipeline creation, account planning, and outcomes while thriving in a high-growth, rapidly evolving environment
• Exceptional communicator 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 additional operational challenges, identify compelling solutions, and build urgency around business and mission outcomes
• Cross-functional collaborator who works closely with Customer Success, Sales Engineering, Marketing, Product, and Implementation to grow customer relationships and expand platform adoption
• Resilient deal-maker skilled at managing competitive pressure, navigating roadblocks, and staying poised throughout the sales cycle
• Relationship-driven and emotionally intelligent, balancing assertiveness with credibility, empathy, and authenticity to build long-term advocacy, trust, and account growth

Nice to Haves

• GovTech, public safety, or B2B SaaS experience preferred, with confidence navigating public-sector procurement and multi-stakeholder selling

Benefits

• Remote work arrangement