Public Safety Sales Account Executive

Public Safety Sales Account Executive
Fully Remote (Washington DC Metro area preferred)

We are seeking an experienced and driven Public Safety Sales / Account Executive to lead business growth in the U.S. Government and Department of Defense (DoD) sectors. This individual will be responsible for developing strategic relationships, identifying opportunities, and delivering mission-critical public safety and command solutions to federal, defense, and homeland security customers.
The ideal candidate has a proven track record selling enterprise-grade SaaS and software solutions-particularly Hexagon OnCall, or comparable public safety, CAD, RMS, or incident management systems-within large, complex government environments. This role requires both strategic vision and hands-on execution, with the ability to navigate multi-layered procurement processes and technical stakeholder groups across large agencies.
Key Responsibilities

• Drive new business growth by identifying, pursuing, and closing opportunities across DoD, federal law enforcement, and defense-related public safety agencies.
• Own the full sales cycle-from opportunity discovery through proposal, negotiation, and close-for enterprise SaaS and on-prem solutions.
• Develop a deep understanding of the customer mission, aligning solution capabilities (e.g., CAD, RMS, analytics, dispatch, and command & control platforms) with operational and security needs.
• Leverage consultative, value-based selling approaches to position complex technology solutions within high-stakes government environments.
• Collaborate cross-functionally with pre-sales engineers, solution architects, and product management teams to craft tailored demonstrations, proof-of-concepts, and solution proposals.
• Maintain relationships with senior decision-makers and influencers across DoD branches, system integrators, and federal procurement offices.
• Manage long sales cycles and complex buying processes, including responding to RFPs/RFIs and working with contracting vehicles such as GSA, IDIQs, and BPAs.
• Represent the company at key industry events, defense technology expositions, and public safety forums to expand visibility and thought leadership.
• Maintain accurate forecasting, pipeline management, and account planning within CRM systems.
• Sell with an "all-hazards" approach aligned to FEMA/Client doctrine (NPG, NRF, NIMS), positioning solutions that support Prevention, Protection, Mitigation, Response, and Recovery missions across natural, technological, and humancaused incidents.
• Translate THIRA/SPR gaps into solution roadmaps and business cases, aligning OnCall/CAD/RMS/analytics to capability targets and grant-eligible investments.
• Demonstrate interoperability with NIMS/ICS and EOC operations, enabling a common operating picture, resource typing, and mutual-aid coordination.
• Leverage Client-101 planning guidance to show how proposed capabilities integrate with agency Emergency Operations Plans and annexes.

Qualifications

• 5-10 years of enterprise sales experience in software, SaaS, or technology solutions to U.S. Government and/or DoD agencies.
• Demonstrated success selling complex enterprise systems such as CAD/RMS, dispatch, analytics, or mission-critical public safety applications.
• Experience with Hexagon OnCall or comparable platforms (Client CommandCentral, Tyler New World, CentralSquare, etc.) strongly preferred.
• Deep understanding of SaaS delivery models, cloud architectures, cybersecurity compliance, and their relevance to defense and government operations.
• Familiarity with federal acquisition and contracting frameworks, including FAR, DFARS, and FedRAMP / IL5 environments.
• Proven ability to navigate large, matrixed organizations, managing multiple stakeholders across operational, IT, and procurement divisions.
• Exceptional presentation, communication, and negotiation skills, with the ability to articulate technical solutions in mission and outcome terms.
• Preferred existing Top-Secret Clearance of the ability to be cleared

Preferred Attributes

• Existing network within DoD agencies, integrators (Client, Client, Booz Allen, etc.), and federal public safety programs.
• Experience coordinating with systems integrators and channel partners on joint go-to-market efforts.
• Understanding of secure cloud deployments and DoD accreditation processes (e.g., RMF, IL5/IL6).
• Entrepreneurial mindset and ability to operate autonomously within a fast-paced, growth-focused team.

About the Opportunity
This role offers the chance to make a tangible impact on public safety, defense readiness, and mission outcomes by connecting cutting-edge technology with the organizations that protect and serve. The successful candidate will thrive at the intersection of enterprise SaaS innovation, government mission delivery, and trusted client partnership.

This role requires US Citizenship.
Required Security Clearance: Top Secret
Travel: 50%

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Marathon TS is committed to the development of a creative, diverse and inclusive work environment. In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Marathon TS will be based on merit, qualifications, and abilities. Marathon TS does not discriminate against any person because of race, color, creed, religion, sex, national origin, disability, age or any other characteristic protected by law (referred to as "protected status").