Director, Federal Accounts

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ImageTrend

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1998

🏥 Healthcare

🏛️ Government

☁️ SaaS

💰 Private equity on 2023-03

Healthcare • Government • SaaS

ImageTrend is a software company that builds an intelligence operating system for emergency response organizations, specializing in solutions for EMS, fire departments, hospitals, government agencies, and researchers. Their platform includes ePCR (electronic patient care reporting), fire incident reporting, scheduling, license management, permits and inspections, pre-incident visual plans, unified analytics, interoperability with hospital EHRs, billing and revenue cycle features, CQI (continuous quality improvement), and AI-powered features such as AI-assisted charting, intelligent image capture, and AI checks for real-time quality assurance. ImageTrend emphasizes compliance with NEMSIS and NERIS standards, operates many state EMS repositories, and provides implementation services, training, and 24/7 US-based support. The company positions itself as a partner to emergency response agencies and healthcare organizations, leveraging the largest EMS dataset in North America to provide analytics, benchmarking, and market intelligence.

📋 Description

• Achieve or exceed annual sales goals • Own and execute the federal growth strategy across assigned agencies, territories, acquisition channels, and strategic accounts • Manage the full sales lifecycle from opportunity identification through negotiation, contracting, and close • Develop and maintain executive-level relationships with federal stakeholders, partners, and decision makers • Identify and pursue emerging federal opportunities through territory planning, account-based selling, market intelligence, and consultative engagement • Facilitate executive meetings and deliver solution presentations and demonstrations • Advise federal stakeholders on agency priorities, modernization initiatives, funding strategies, compliance requirements, and operational challenges • Apply Force Management principles, Command of the Message, and value frameworks • Develop revenue forecasts through pipeline management, account planning, and CRM data integrity • Provide market intelligence, customer feedback, competitive insights, and strategic recommendations to leadership • Partner with Product, Marketing, Customer Success, Legal, Finance, Contracting, and Executive Leadership • Evaluate acquisition pathways, contract vehicles, teaming relationships, strategic partnerships, and federal-sector growth opportunities • Lead and coordinate federal RFP, proposal, contracting, and procurement activities • Monitor federal policy, funding initiatives, legislative priorities, agency budgets, and market trends • Represent ImageTrend with professionalism and executive presence • Participate in team meetings, pipeline reviews, trainings, territory planning, product updates, and leadership discussions • Travel as required for customer engagement, industry events, business development, and company initiatives

🎯 Requirements

• Bachelor's degree in Business, Marketing, Communications, Public Administration, or related field, or equivalent combination of education and relevant experience • Progressive SaaS sales experience, including significant federal government or complex enterprise selling experience • Experience selling preferably within public safety or healthcare industries • Success managing strategic, high-value opportunities with extended sales cycles and multiple stakeholders • Experience developing and executing federal market growth strategies • Strong understanding of federal procurement, contracting vehicles, funding mechanisms, acquisition strategies, and government purchasing • Ability to build credibility, influence decision makers, and develop executive-level trusted-advisor relationships • Consistent sales growth, profitability, retention, and high ASP performance • Experience coordinating complex opportunities involving multiple departments and strategic partners • Proficiency with consultative sales methodologies, MEDDICC, Force Management, Command of the Message, value frameworks, and outcome-focused messaging • Strong executive presence and exceptional written, verbal, presentation, negotiation, and influencing skills • Ability to drive results, influence strategy, and lead cross-functional initiatives without direct people management • Strong analytical and problem-solving skills • Experience with Salesforce CRM, Gong, Microsoft Office Suite, and sales productivity and forecasting tools • Ability to forecast and manage a complex federal sales pipeline • Exceptional organizational skills and ability to manage multiple priorities • Ability to maintain discretion and confidentiality • Strong work ethic, integrity, accountability, collaboration, and customer-focused mindset • Enthusiasm for continuous learning and federal market, public safety technology, healthcare technology, and government modernization trends • Ability to travel up to 50%

🏖️ Benefits

• Bonus • Benefits • Perks • Community gains • Remote work / 100% virtual work arrangement • Equal opportunity workplace • Workplace free from harassment and discrimination • Reasonable accommodations for applicants with disabilities