• Research potential sales opportunities within assigned region to target key contacts • Source new sales opportunities through cold calling institutional prospects from new and existing leads • Work in collaboration with Customer Care team to process quotes and close sales • Forecast sales, develop “out-of-the-box” sales strategies/models and evaluate their effectiveness • Prospect and build a sales pipeline via multiple mediums (email, phone, trade show leads, and inbound website leads) • Call into institutional prospects from new and existing leads • Set up email campaigns to source additional leads and inquiry opportunities • Manage all post-sales activities, provide support to new customers, and ensure year-over-year retention of university and college relationships • Work in coordination with sales and marketing team to communicate and document market insight, feedback, and customer takeaways • Prioritize meetings with decision makers and conduct on-site presentations and sales demos • Conduct webinar presentations to student groups • Attend conferences and tradeshows to interact with B2C and B2B prospects • Maintain a high level of attention to detail managing all respective sales activities (notes, follow-ups, emails, call logs) • Meet monthly and quarterly goals set based on goals set for new sales revenue • Work in tandem with Marketing team to maintain customer data and market insights • Adapt with growing company • Participate in team meetings and take responsibility for sales improvement initiatives and other assigned action items • Route qualified opportunities to the appropriate sales executives for further development and closure making and planning activities. • Demonstrates accountability and responsibility by independently completing projects/assignments on time holding self and others accountable for meeting objectives and adhering to standards. • Collaborates with direct reports to assure they have a personal/professional growth and development plan to enhance knowledge, competencies, and professional practice. • Pursues opportunities for personal growth and development through meetings and educational programs.

• Develop and execute sales strategies to target enterprise customers • Own the entire sales cycle, from prospecting to closing deals • Collaborate with internal teams for seamless sales experience • Identify customer pain points and deliver customized product demos • Build relationships with C-level executives • Monitor and manage sales activities and results • Stay updated on industry trends • Contribute to business growth initiatives • Represent Kong with professionalism at industry events

• Joining a VC-backed start-up to build a new category with a product that has strong market fit but is just getting started in the US • Owning the full sales cycle, from outbound prospecting to contract negotiation and close • Closing B2B SaaS deals with CFOs, General Managers, and Regional Operators - understanding their unique challenges and needs • Delivering best-in-class product demos and feeding insights back to the product team

Role Description We are expanding our sales team and looking for an enthusiastic and ambitious Regional Account Executive to own and grow our footprint across Florida. This role is ideal for someone passionate about bringing next generation public safety technology to state and local agencies across the state. You will serve as a trusted advisor to agencies navigating digital transformation and cloud adoption, helping them modernize mission critical systems that directly impact their communities. As our Florida based Regional Account Executive, you will lead strategic sales efforts across the state, partnering closely with Business Development to prospect, build pipeline, and initiate conversations with new departments. You will guide agencies through the full sales lifecycle, from discovery and product demonstrations to procurement and contract execution. Success in this role requires a strong understanding of enterprise SaaS solutions, particularly in the public sector, and the ability to articulate how cloud based systems can transform government operations. You will evangelize Mark43’s platform across Florida, build lasting relationships with decision makers, and manage multiple complex sales pursuits simultaneously. You are a problem solver and a seeker of truth, helping prospects navigate real operational challenges through honest and compelling presentations of our products’ value. What You’ll Do - Led discovery conversations with command staff at a Florida law enforcement agency to understand their operational pain points and modernization goals. - Delivered a tailored product demo highlighting how Mark43’s platform supports statewide reporting standards and improves officer efficiency. - Traveled within Florida to meet with a prospective agency, mapping out their procurement process and aligning next steps. - Collaborated with Business Development to refine territory strategy and prioritize high potential agencies. - Logged detailed activity in Salesforce, ensuring accurate forecasting and visibility into pipeline health. - Attended a regional public safety association meeting to expand your network and identify new opportunities. - Partnered with Marketing on a territory specific outreach campaign to drive engagement across the state. Qualifications - 8 to 10 years of experience in enterprise Public Sector SaaS sales. - 2 years in a sales development or other cold calling role. - 3 years in inside sales, with some experience in a traveling sales role. - 3 years in field or outside sales, developing and managing your own territory. Requirements - Demonstrated ability to execute prospecting campaigns in partnership with Marketing. - Manage and prioritize multiple active opportunities with strong organizational discipline. - Clearly articulate the value of cloud based SaaS solutions to government stakeholders. - Consistently exceed quotas and advance within your organization. - Fluency in Microsoft Office, Google Workspace, and CRM tools such as Salesforce. - Comfort working remotely from a home office in Florida, with regular in-state travel for client meetings and industry events. - A B.A. or B.S. from an accredited university is preferred. - A degree in criminology or equivalent experience working for a public safety agency is strongly preferred. Benefits - Close collaboration with Customer Success, Implementations, Operational Support, Product, and Engineering. - Significant opportunity for professional growth as we expand our presence across Florida. - The chance to sell mission critical, socially responsible technology that directly supports first responders. - A team that respects your expertise and values your ideas. - A culture focused on excellence, impact, and service to public safety agencies. - Remote friendly team with regular travel throughout the state.