Account Executive - Tennessee

Department: Business Development

Employment Type: Full Time

Location: Memphis, Tennessee, Tennessee, Hybrid

What you will be doing:

• Own the full sales cycle from cold outreach to close with no SDR or BDR support, every first meeting you hold, you booked yourself or from a marketing sourced lead. 
• Make consistent outbound calls, send personalized emails, and conduct in-person drop visits to city halls, municipal offices, and government facilities in your territory
• Attend municipal league conferences, table day events, and trade shows to build name recognition and generate hand-raiser leads 
• Build trust-based relationships with city managers, town clerks, mayors, county administrators, and IT decision-makers over months before a formal sales conversation begins 
• Navigate municipal budget cycles, council and commission approval processes, and cooperative contract vehicles to move deals from discovery to close 
• Conduct executive overview presentations, business-level discovery conversations, and solution recommendations tailored to the specific pain points of each municipality 
• Maintain rigorous CRM hygiene so your pipeline reflects reality 
• Hold yourself accountable to weekly first time appointment targets and qualified opportunity metrics as the primary indicators of territory health 

The tools you bring:

• Must currently reside in Tennessee. Deep familiarity with the communities, culture, and regional dynamics of the Southeast is essential to success in this role 
• 3+ years of experience selling B2B products or services in a quota-bearing hunting role
• 3+ years of experience with consultative solution-based sales in IT, client need assessments and sales strategy, including business case development, presentations, proposals, closing the sale, and client follow up
• Demonstrated experience selling to or working with local government organizations: city managers, county administrators, municipal clerks, council members, or comparable roles is strongly preferred and will be weighted heavily in the evaluation process 
• Demonstrated ability to manage and sustain a long sales cycle of 3 to 12 months, including building relationships months in advance of a budget decision, is required 
• Sandler sales training or equivalent consultative discovery methodology is a strong asset, our sales process is built around business-level discovery, BANT qualification, and executive overview presentations rather than feature-based pitching 
• Proven outbound prospecting discipline including consistent cold calling, structured email cadencing, and in-person drop visit activity is required. This role demands self-generated pipeline. Candidates who rely primarily on inbound leads or marketing-generated opportunities will not find the right fit here 
• This role requires approximately 30 to 40% travel, including attendance at municipal league conferences, trade shows, and community events, some of which occur on weekends. Candidates must be comfortable with overnight travel and multi-day field schedules on a regular basis 
• Prior experience selling IT managed services, cybersecurity, or technology solutions in a net-new hunting capacity is preferred. Account management, channel sales, or inside sales experience without a significant outbound hunting component will not translate directly to this role. 

What's in it for you: