Account Executive

About Us: InTime is a fun, dedicated, and growing organization that is building modern solutions for the Public Safety agencies across North America. Our commitment to innovation, reliability, and customer success has proven us as a trusted partner in the public sector. This fact is proven by our 96% customer retention rate, a leader in the workforce management industry.

Job Summary:In this role you will be at the forefront of the sales process, making a direct contribution to our revenue success. You will find leads, reaching out to learn more about their agency needs, qualifying new opportunities, setting up demos and qualifying top agency prospects. We are looking for someone who can engage with prospects and customers, understand their business, and stay organized.

You will be responsible for leading the entire sales process within an assigned territory of new and existing customers, focused on developing long term annual recurring revenues within that territory.

Responsibilities:

• Go to market as an expert on InTime Workforce Management for Public Safety solutions.
• Land, adopt, expand, and deepen revenue opportunities with the top Public Safety agencies in North America.
• Proactively drive your own top of funnel activity through marketing campaigns, tradeshows and events, networking, and other creative avenues always ensuring you have enough opportunity pipeline to hit your annual quota.
• Execute product demonstrations to potential agency prospects, and existing customer accounts.
• Adopt a strong value-based sales approach; always looking to bring a compelling point of view to our customers and prospects.
• Use Solution Based sales approach to understand the needs & pains of prospects.
• Work closely with Marketing, Pre-Sales Consultant, Implementation and Executive leadership to create the necessary proposals to win new business.
• Build mutual action plans in partnership with your customers to create shared accountability.
• Follow the InTime sales method to navigate complexity in the sales cycle and ensure you are ahead of any obstacles to the deal closing.
• Provide regular updates and reports on account status, market trends, and competitive analysis. (part of your Territory planning)
• Represent the company at industry conferences, trade shows, and networking events to enhance brand visibility and professional network.
• Negotiate contracts and close agreements to maximize profits while ensuring clients receive the proper value.
• Maintain a predictable pipeline of opportunities that drive the right metrics to win new contracts and hit quota objectives.
• Work with Salesforce, HubSpot, Zoom Info, and other sales-based technology to create propensity with deals.

You will plan and execute strategies and sales tactics in the following areas:

• Generating New Logo and Upsell SaaS annual recurring revenues and services.
• Quarterly territory planning and execution.
• Maintaining correct Account & Opportunity information in Salesforce.
• Pre-request for proposal prospecting
• Relationship development.
• Implementing pricing strategies to win and grow the InTime business.
• Presentation and delivery of InTime value proposition
• Negotiating closing and executing commercial contracts.
• Advising the InTime Executive team on what product, investments and support teams are needed to drive growth in your assigned territory of accounts.

Minimum Experience needed:

• 2-5 years+ minimum successful sales experience, in SaaS sales, with Government experience is a bonus.
• Bachelor’s degree in business administration, Sales, Criminal Justice, or a related field.
• Ability to manage objections and demonstrate the InTime value proposition.
• Highly intelligent, enthusiastic, collaborator.
• Strong people skills and friendly professional demeanor via video and phone.
• A tenacious work ethic with the desire to be a top performer (hunter).
• A willingness to perform outbound in addition to inbound sales activities.
• The ability to close business and create urgency with prospects while maintaining rapport and keeping the potential clients’ best interests in mind.
• Experience selling to both technical audiences such as CIO, CISO, CTO and the agency personas such as Chief of Police, Assistant Chief, Command Staff.
• Demonstrable ability to communicate, present, and influence key stakeholders at all levels of an organization, including executives at the Chief and Sheriff levels.
• Experience delivering client-focused solutions based on customer needs.
• Ability to manage multiple projects at a time while keeping sharp diligence.
• Excellent listening, negotiation, and presentation abilities.
• Strong verbal and written communication skills.
• Willingness to travel as needed.

Benefits

• Covered Medical Insurance, Dental & Vision Benefits
• Fun, fast-paced performance-based culture- you will be able to work on projects that make a significant impact to the long-term company enterprise value.
• Complimentary lunches at the office.
• Transparent career growth, professional development, and promotional opportunities
• Collaborating with experienced executives with over 30 years of individual SaaS and Public Safety experience.