SoundThinking is seeking an Account Executive to lead new business development across small and medium jurisdictions in the United States Western Region. This role involves owning the full sales cycle for law enforcement agencies and serving as a trusted advisor to connect them with the right solutions based on their needs.

Responsibilities:

Full Sales Cycle. Own the full sales cycle for small and medium jurisdiction accounts across the Midwest territory, including prospecting, qualification, demonstration, proposal, negotiation, and close
Territory Planning. Develop and execute a structured territory plan that prioritizes high-potential agencies, identifies whitespace, and drives new logo acquisition, cross-selling, and existing customer expansions
Pipeline Generation. Generate and advance pipeline through disciplined prospecting, inbound follow-up, conference engagement, and coordination with Customer Success, Lead Generation, and Marketing Teams
Forecast Discipline. Maintain forecast accuracy and pipeline hygiene in Salesforce with consistent weekly and monthly reporting to Sales Leadership
Discovery First . Lead with discovery. Understand each agency's staffing challenges, crime patterns, budget constraints, and community expectations before recommending solutions
Teach, Tailor, Take Control. Apply Challenger Sale principles by bringing agencies informed insights about public safety challenges, tailoring the message to each stakeholder’s operational and budget priorities, and guiding the buying process with confidence and urgency
Value-Based Presentations. Develop and deliver value-based presentations that connect SoundThinking's technology to measurable public safety outcomes—response times, case clearance rates, officer efficiency, and community trust
Procurement Navigation. Navigate complex public-sector procurement cycles, including RFP/RFI responses, sole-source justifications, grant funding identification, and budget-cycle alignment
Funding Pathways. Identify and activate funding pathways—including DOJ/OJP grants, state JAG allocations, ARPA funds, and philanthropic sponsorship—to help agencies secure resources for technology adoption
Sales Engineering. Partner with Sales Engineers to deliver technical demonstrations, proof-of-value engagements, and solution architecture tailored to each agency's environment
Customer Success. Coordinate with Customer Success Directors to ensure seamless post-sale handoffs, support early adoption, and position expansion opportunities within existing accounts
Marketing Alignment. Collaborate with Marketing on targeted outreach campaigns, regional event strategy, and content aligned to small and medium agency decision-makers
Field Intelligence. Share field intelligence with Product and Sales Leadership—including competitive dynamics, objection patterns, and unmet customer needs—to inform go-to-market strategy
Represent SoundThinking at regional and national conferences, trade shows, and community events. Build relationships with agency leaders and elevate brand awareness within the territory
Engage credibly with chiefs, sheriffs, city managers, and elected officials on topics related to outcomes-driven policing, community safety, and public safety technology

Requirements:

3–5+ years of B2B or B2G sales experience with a demonstrated track record of quota attainment and new business development, ideally in SaaS, public safety technology, or government/public-sector markets
Consultative, outcomes-focused selling approach. Leads with market insights, validating questions and builds trust before building proposals
Comfort with complex, multi-stakeholder sales cycles involving procurement officers, police leadership, city administrators, and elected officials
Strong business acumen with an understanding of public-sector budgets, grant cycles, ROI narratives, and government purchasing processes
Proficiency in Salesforce.com (or comparable CRM) with disciplined pipeline management habits
Excellent written and verbal communication skills, with the ability to present effectively to both operational and executive audiences
Self-directed and organized, with the ability to manage time, territory, and priorities with minimal supervision
Bachelor's degree or equivalent combination of education and professional experience
Willingness to travel up to 50% to 70% within the Western region
Proven track record of successful sales in the public safety market, including law enforcement, corrections, courts, or other justice-sector organizations
Law enforcement or military background with the ability to speak credibly about officer safety, investigative workflows, patrol operations, and community engagement—and to translate operational experience into business requirements
Experience identifying and leveraging government grant funding (DOJ, BJA, state SAA programs) to support agency procurement
Familiarity with AI-driven tools to support lead generation, outreach personalization, forecasting, and deal management
Existing relationships with Western Region law enforcement leaders, city managers, or public safety stakeholders
Resides in Southern California, Bay Area, Phoenix, or Seattle area

SoundThinking

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Sales

Sales Account Executive