Account Executive, DFR

This is an enterprise-level sales role focused on selling complex DFR (Drone as First Responder) solutions and RTCC technology to public safety agencies. The Account Executive will manage a high-value pipeline, build relationships with law enforcement command staff, and drive opportunities from discovery to close within an assigned territory. The role requires 50%+ travel and collaboration with internal teams to deliver exceptional customer experiences.

Responsibilities

• Proactively develop and close enterprise-level opportunities within your assigned territory.
• Build strong, trusted relationships with public safety leaders — especially those responsible for DFR programs and Real Time Crime Centers.
• Consistently manage a high-value pipeline, driving opportunities from discovery to close while meeting or exceeding assigned quotas.
• Act as the primary point of contact for strategic accounts, ensuring alignment with customer objectives.
• Partner with internal teams (Customer Success, Solutions Engineering, Product) to deliver exceptional pre- and post-sales experiences.
• Conduct weekly territory and pipeline reviews with the sales team to share insights, best practices, and strategies.
• Stay current on public safety trends, evolving DFR/RTCC needs, and competitor activity.

Requirements

• Enterprise-level, quota-carrying field sales experience with a consistent record of 85%+ quota attainment.
• Demonstrated success selling DFR solutions, RTCC technology, or comparable complex public safety systems.
• Strong relationships with senior leadership and command staff in law enforcement/public safety.
• Excellent client service skills: professional communication, executive presence, and stakeholder alignment.
• Ability to travel domestically 50%+ of the time to meet with agencies.
• Highly organized, motivated, and goal-oriented with a strong sense of urgency.
• Comfortable managing long, consultative sales cycles while maintaining pipeline discipline.
• Proficiency in Google Workspace and CRM platforms (Hubspot preferred).

Nice to have

• Military or law enforcement background is a plus (not required).

Benefits

• Comprehensive medical, dental and vision plans for our employees and their families
• 401K plan
• Maternity and paternity leave
• Flexible Time Off (Exempt) / Paid time off (Non-Exempt)
• Flexible work environment
• Orca pass (for those in Puget Sound)
• Free parking (Seattle office)
• Free snacks, drinks and espresso (Seattle office)