Account Executive, Cross-Sell & Upsell

🕒 6 days ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 12%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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EPR FireWorks

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2000

☁️ SaaS

🤝 B2B

🏛️ Government

SaaS • B2B • Government

EPR FireWorks is a cloud-based, all-in-one Fire and EMS records management system (RMS) built for fire departments and emergency medical services agencies. The platform centralizes incident reporting (NERIS-compatible), ePCR patient reporting (NEMSIS 3. 5-compliant), training and learning management, hydrant and property inspections, equipment and work-order logistics, workforce scheduling, community engagement, analytics and compliance, and mobile integrated health workflows. It is configurable for departments of varying sizes, accessible in any modern browser, includes built-in analytics and AI features, and is used by over 500 agencies across 35 states with U. S. -based support.

📋 Description

• Own the complete expansion sales process from identifying cross-sell and upsell opportunities through discovery, value alignment, proposal development, negotiation, and closed-won execution • Drive expansion ARR within existing EPR accounts • Build and manage an expansion pipeline by prioritizing high-value accounts, identifying whitespace, following up on customer needs and product interest, and using account-based plays • Lead consultative discovery with chiefs, command staff, IT, and procurement stakeholders • Identify additional EPR solutions that support public safety missions • Partner with Customer Success, Sales Engineering, Marketing, Implementation, and Product to identify opportunities, ensure accurate scoping, and create smooth customer experiences • Maintain accurate CRM hygiene and apply standardized qualification and forecasting methodologies • Provide expansion pipeline visibility and forecast accountability to sales leadership • Stay current on first-responder trends, technology mandates, grant funding, purchasing vehicles, and procurement requirements • Build trusted relationships with existing customers and help them expand platform adoption and value

🎯 Requirements

• 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 • Proficiency with sales methodologies such as MEDDIC, Challenger, or Command of the Message • Strong CRM, forecasting hygiene, and pipeline management skills • Demonstrated success identifying whitespace, developing account plans, and driving cross-sell and upsell opportunities within an existing customer base • Commercial and analytical rigor, including deal economics, metrics, and value mapping • Ability to build trust with chiefs, command staff, IT, and procurement leaders • Strong communication and presentation skills • Tech-forward and adaptive approach to sales tools and data • GovTech, public safety, or B2B SaaS experience preferred • Confidence navigating public-sector procurement and multi-stakeholder selling • Ability to take ownership of expansion pipeline creation, account planning, and outcomes • Ability to tailor value messages to frontline responders, executive command, IT leadership, and procurement officials • Strategic problem-solving skills and ability to build urgency around business and mission outcomes • Cross-functional collaboration skills • Resilience in managing competitive pressure and sales-cycle roadblocks • Relationship-driven approach with credibility, empathy, and authenticity