Federal Account Executive

🔥 1 hour ago

❄️ Minnesota – Remote

❄️ Minnesota – Remote

💵 $115k - $165k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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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

• Achieves or exceeds an annual sales quota goal as stipulated in the Sales Compensation Plan incentive agreement • Manage full cycle sales from lead qualification and needs discovery, to negotiation and closing, selling high-value, multi-year and multi-product deals, and professional services to key existing clients and new prospect federal accounts • Proactively prospects into government C-Suite, agency leadership, procurement channels, key program stakeholders, and other executive decision makers using consultative, account-based approaches and meeting target activity goals • Facilitate sales meetings and deliver engaging solution demonstrations to high-value federal accounts with highly proficient knowledge of ImageTrend sales process and products for their territory vertical, as well as strong understanding and articulation of value for adjoining solutions across the portfolio • Clearly articulates and demonstrates ImageTrend’s value proposition, creating urgency, excitement, and enthusiasm among federal prospects and moving the sale forward to close • Create and deliver accurate sales forecasts through strong pipeline management and maintaining data hygiene, including capturing, updating, and reporting pertinent or required sales data in the CRM, Gong or other systems, or providing data and territory reports to management as requested • Builds excellent relationships internally and externally, collaborates and communicates effectively with team members, colleagues, and all other stakeholders to identify revenue growth opportunities, develop sales strategies, retain and grow federal accounts, navigate complex sales cycles, share best practices or feedback for product enhancements, and incorporate ideas for team improvement • Forecasts needs, sets priorities, and executes approved business strategy, and reviews territory planning progress with leadership to ensure achievement of goals • Acts as a company ambassador with high integrity and professionalism to support lead development and strengthen relationships with ImageTrend clients, prospects, partners, and other external audiences • Oversee and coordinate the RFP and contracting processes for federal opportunities and collaborate with appropriate stakeholders to complete necessary steps and ensure the deal progresses through the sales cycle • Apply strong Command of the Message skills and Force Management value frameworks to articulate ImageTrend’s value proposition, clarify customer challenges, connect differentiators to measurable outcomes, and strengthen competitive positioning across complex federal sales opportunities • Attend and actively participate in meetings, including but not limited to recurring team meetings, trainings, and 1:1’s with leadership, territory or pipeline reviews, Community Updates, Product or cross-functional updates and other meetings as required • Monitor federal policy, funding initiatives, legislative priorities, and market developments to anticipate agency needs, influence territory strategy, and identify new business opportunities • Stay informed of industry trends, competition, market opportunities, or other developments and provide insights or ideas to help us continue improving products and processes • Adhere to departmental standards, workflows, SLA’s and other metrics or processes as required • Travel to tradeshows, industry or company events, or other onsite meetings as required • Perform additional duties or tasks as assigned

🎯 Requirements

• Degree in Business, Marketing, Communications, or related field, or equivalent combination of education and relevant experience • Proven full-cycle sales experience in a strategic or federal-level SaaS environment with longer sales cycles, preferably within the public safety or healthcare industries • Excellent communication skills both written and verbal, proven ability to present, influence, negotiate, and persuade key stakeholders and executive-level decision makers • Proven track record in driving successful sales growth by managing and proactively developing an assigned territory of high-value, key accounts with a strategic plan for prospecting • Proven experience with MEDDICC Selling, or another similar consultative sales methodology • Experience developing and executing long-term territory and agency growth strategies within a federal market environment • Demonstrated proficiency with Force Management principles, including Command of the Message, value frameworks, and outcome-focused messaging • Ability to achieve high-value ASP year over year while consistently achieving growth, profitability, and retention goals • Demonstrated ability to manage complex sales cycles involving multiple stakeholders who may have competing priorities • Proven to be a motivated self-starter and work independently within a highly collaborative and team-oriented environment • Strong analytical and problem-solving capabilities with the proven ability to simplify complex concepts and tailor by audience • Strong technical aptitude to learn new systems and proven experience using MS Office Suite, CRM, Gong, or other similar sales technologies tools • Excellent time management and organizational skills, proven ability to succeed in a fast-paced environment, and can easily adjust and adapt to changing priorities or market conditions • Proven ability to share best practices with the team or others to help elevate and accelerate organizational results • Strong ability to forecast an accurate sales pipeline using data-driven insights • Ability to maintain discretion when handling proprietary and confidential information • Enthusiasm for learning and expanding knowledge or skills • Strong work ethic, integrity, honesty, collaboration, and team orientation • Ability to travel as required, up to 50%

🏖️ Benefits

• health insurance • retirement plans • paid time off • flexible work arrangements • professional development • bonuses • equipment allowances • wellness programs