Sr. Account Executive - Grants Management

Position Summary:

We are looking for a strategic and results-driven Sr. Account Executive - Grants Management to drive revenue growth in our emergency management and homeland security space. This role is responsible for expanding our customer base and developing new business for our grant management software solution. The ideal candidate will bring a deep knowledge of emergency management and homeland security programs and a strong background in enterprise software sales.

Key Responsibilities:

• Develop and execute a comprehensive sales strategy focused on grant management solutions for the emergency management community.
• Identify and pursue new business opportunities with state and local agencies, as well as nonprofit organizations involved in disaster relief and emergency preparedness.
• Build and maintain relationships with key stakeholders involved in grant funding, compliance, emergency management,     homeland security, and preparedness.
• Lead the full sales cycle from prospecting and qualification to negotiation and closing.
• Collaborate with product and marketing teams to build a quality pipeline and align solution offerings with market needs.
• Stay informed on relevant legislation, funding, and programs (e.g., FEMA, HUD, CARES Act, ARPA, IIJA), and procurement trends.
• Represent the company at industry events, conferences, and webinars.
• Provide accurate sales forecasting and performance reporting to executive leadership.
• Facilitate existing customer contract renewals and expansion (new Grant Programs and Change Requests)

Qualifications:

• Bachelor’s degree in Business, Public Administration, Information Technology, or related field. 
• 7+ years of experience in enterprise software sales in the public sector or equivalent experience working for a government agency. 
• Strong understanding of emergency management and homeland security grant funding cycles, compliance requirements, and reporting standards.
• Proven ability to navigate complex sales processes within government and nonprofit sectors.
• Excellent communication, negotiation, and presentation skills.
• Executive presence, capable of influencing Agency Directors, Procurement, and State IT leadership.
• Ability to travel as needed (up to 30%).

Preferred Skills:

• 3+ years of experience focused on grant management or emergency management services (e.g., preparedness, response, recovery, mitigation).
• Familiarity with federal and state grant programs (e.g., FEMA Public Assistance, FEMA Hazard Mitigation, Grant Programs, Homeland Security, and Preparedness Programs).
• CRM proficiency (e.g., HubSpot).
• Familiarity with MEDDPICC sales methodology.
• Strategic thinker who is curious, coachable, and adaptable.