Account Executive, Cross-Sell & Upsell | Fireworks Web Applicant

Account Executive, Cross-Sell & Upsell Company: EPR Fireworks Role: Sales Account Executive, Cross-Sell & Upsell Reports to: Sales Director Location: Remote About EPR Fireworks EPR is a leading provider of cloud-based unified records management and operations software for fire and emergency medical services agencies. Since its founding in 2016, EPR has established itself as a trusted technology partner to approximately 500 fire and EMS agencies across 35 states. The company's comprehensive, cloud-based platform delivers an integrated solution encompassing incident reporting, electronic patient care records, fire prevention, workforce management, equipment logistics, training and certifications, advanced analytics, and community engagement capabilities. EPR's platform development follows a continuous feedback methodology, incorporating insights from fire chiefs, department officers, medical directors, inspectors, and frontline fire and EMS personnel. The company's team includes numerous former and current firefighters and EMTs, ensuring authentic industry perspective in product design and functionality. With NERIS V1 compatibility and over 270 pre-configured reports, EPR Fireworks provides customizable solutions supported by exceptional customer service. The platform's integrated architecture eliminates data silos while ensuring regulatory compliance with evolving requirements. For more information, please visit https://eprfireworks.com/ About the Opportunity EPR is seeking a highly skilled and consultative Account Executive, Cross-Sell & Upsell to join its rapidly growing team and expand the company’s impact within the GovTech and first-responder market. As a trusted advisor to existing EPR customers, the Sales AE will own the full expansion sales cycle — from discovery and value mapping to solution design, proposal development, and closing — helping departments expand their use of EPR solutions to modernize operations and better serve their communities. The ideal candidate is a strategic, relationship-driven seller who excels at identifying growth opportunities within existing accounts, navigating multi-stakeholder buying groups, aligning additional solutions to mission-critical needs, and driving urgency in complex procurement processes. This person brings a track record of success in a consultative SaaS selling environment and thrives at the intersection of business value, operational nuance, and public-sector mission. EPR is looking for a motivated, relationship-driven seller who can build on strong customer relationships, uncover new needs, and connect customers with additional solutions across the EPR platform. This person will collaborate closely with Customer Success and other cross-functional teams while building trusted relationships with chiefs, command staff, IT leadership, and procurement stakeholders. In short, this individual will be a key driver of expansion revenue, helping existing EPR customers get more value from the platform. Key Responsibilities Include: Full-Cycle Expansion Selling: Own the complete expansion sales process — from identifying cross-sell and upsell opportunities and conducting multi-stakeholder discovery through value alignment, proposal development, negotiation, and closed-won execution — to drive expansion ARR within existing EPR accounts. Strategic Account Development: Build and manage a healthy expansion pipeline by prioritizing high-value accounts, identifying whitespace within the existing customer base, following up on customer needs and product interest, and leveraging account-based plays to expand relationships and uncover mission-critical needs. Solution Positioning & Value Alignment: Lead consultative discovery conversations with chiefs, command staff, IT, and procurement stakeholders to diagnose operational challenges and identify additional EPR solutions that support their public safety missions. Cross-Functional Collaboration: Partner closely with Customer Success, Sales Engineering, Marketing, Implementation, and Product to identify expansion opportunities, ensure accurate scoping, and create smooth customer experiences that drive long-term adoption and growth. GTM Execution & Forecasting Discipline: Maintain accurate CRM hygiene, apply standardized qualification and forecasting methodologies, and deliver clear expansion pipeline visibility and forecast accountability to sales leadership. GovTech Market Expertise: Stay current on first-responder trends, technology mandates, grant funding, purchasing vehicles, and procurement requirements to guide existing customers through purchasing decisions and accelerate expansion deal cycles. Critical Skills: 3–5 years of successful B2B SaaS sales experience, with experience growing existing accounts, closing multi-stakeholder deals, and working toward ARR quota targets. Expert consultative selling and discovery capabilities, able to assess operational needs, identify expansion opportunities, influence diverse decision groups, and align solutions to strategic public safety outcomes. Proficiency with sales methodologies (e.g., MEDDIC, Challenger, Command of the Message) and strong operational acumen in CRM, forecasting hygiene, and pipeline management. Strategic account-growth mindset, with demonstrated success identifying whitespace, developing account plans, and driving cross-sell and upsell opportunities within an existing customer base. Commercial and analytical rigor, leveraging deal economics, metrics, and value mapping to justify investment, accelerate decision-making, and improve win probability. Proven ability to build trust with buyers and stakeholders, including chiefs, command staff, IT, and procurement leaders, with strong communication and presentation skills. Tech-forward and adaptive, embracing tools and data to improve efficiency, personalization, and effectiveness across the sales cycle. The Ideal Candidate: GovTech, public safety, or B2B SaaS experience preferred, with confidence navigating public-sector procurement and multi-stakeholder selling. Self-directed and motivated, taking ownership of expansion pipeline creation, account planning, and outcomes while thriving in a high-growth, rapidly evolving environment. Exceptional communicator who can tailor compelling value messages from frontline responders to executive command, IT leadership, and procurement officials. Strategic and resourceful problem solver, able to uncover additional operational challenges, identify compelling solutions, and build urgency around business and mission outcomes. Cross-functional collaborator who works closely with Customer Success, Sales Engineering, Marketing, Product, and Implementation to grow customer relationships and expand platform adoption. Resilient deal-maker skilled at managing competitive pressure, navigating roadblocks, and staying poised throughout the sales cycle. Relationship-driven and emotionally intelligent, balancing assertiveness with credibility, empathy, and authenticity to build long-term advocacy, trust, and account growth.