Named Account Executive – Local Government (Justice & Public Safety)

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Sales Job Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. Applications for this position will be accepted on an ongoing basis. Named Account Executive – Justice & Public Safety State & Local Government | Multi-State Territory About the Role Salesforce is expanding its investment in Justice & Public Safety (JPS), and we are seeking a motivated, entrepreneurial Account Executive to help establish and grow our presence across a multi-state territory. This is a new business development (“hunter”) role focused on building relationships, developing market opportunities, and helping courts, law enforcement agencies, and other justice and public safety organizations modernize the way they operate and serve their communities. We are looking for someone who understands the unique challenges facing justice and public safety organizations and can translate that understanding into meaningful technology solutions. The ideal candidate may be an experienced technology seller with an established network in the JPS market or a former justice and public safety professional with deep operational knowledge, strong relationships, and an interest in transitioning into technology sales. The Justice & Public Safety technology market is ready for a new generation of solutions. For decades, many agencies have relied on rigid, legacy case management systems from a relatively small group of entrenched vendors. These systems often limit flexibility, create fragmented information environments, and require agencies to adapt their operations to the constraints of their technology. Salesforce is bringing an entirely different level of technological capability to this market. Built on a modern enterprise cloud platform, our solutions offer truly configurable workflows, connected data, intelligent automation, advanced analytics, and modern user experiences that represent a significant departure from traditional justice and public safety software. This is an opportunity to help introduce a new technology alternative to a market that has historically had limited choices. Our expanding portfolio includes established Salesforce capabilities such as MuleSoft, Tableau, Slack, and the Salesforce Platform, alongside emerging court and justice case management solutions. Key Responsibilities: Territory Development & Business Growth Develop and execute a strategic business development plan across an assigned multi-state territory, with an emphasis on creating new opportunities and establishing Salesforce’s presence in the JPS market. Identify and prioritize courts, law enforcement agencies, sheriff’s offices, prosecutors, public defenders, corrections organizations, and other justice and public safety entities with meaningful purchasing authority and modernization needs. Build a sustainable pipeline through proactive outreach, industry relationships, referrals, conferences, and targeted engagement with agency leadership. Develop relationships with key stakeholders, including judges, court administrators, elected officials, sheriffs, police chiefs, prosecutors, CIOs, and government executives. Navigate complex government procurement, budgeting, funding, and decision-making processes. Industry Expertise & Consultative Selling Develop a strong understanding of agency operations, existing technology environments, operational challenges, and opportunities for improvement. Engage customers in conversations about business outcomes rather than simply presenting software features. Help agencies envision how modern technology can reduce manual work, improve coordination, connect information across departments, and enhance public service delivery. Identify opportunities to deliver immediate value through Salesforce’s established capabilities, including MuleSoft, Tableau, Slack, and the Salesforce Platform, while cultivating longer-term opportunities for broader transformation. Understand the competitive landscape, including established court, law enforcement, and public safety technology providers, and effectively articulate Salesforce’s differentiated approach. Serve as a trusted advisor by connecting technology capabilities to the practical realities of government operations. Collaboration & Market Development Partner closely with Salesforce solution engineers, industry specialists, product teams, implementation partners, and leadership to develop compelling customer solutions. Collaborate with Salesforce’s Justice & Public Safety strategy and product teams to share market feedback, identify emerging requirements, and help shape future opportunities. Coordinate customer discovery sessions, operational assessments, demonstrations, and executive presentations. Contribute to the development of repeatable sales approaches, industry use cases, customer success stories, and go-to-market strategies. Maintain accurate pipeline, account planning, and forecast information while managing opportunities from initial engagement through contract execution. Required Qualifications Demonstrated experience in enterprise technology sales, justice and public safety operations, government leadership, or a combination of these disciplines. Strong understanding of the justice and public safety market, including agency operations, organizational structures, stakeholders, and purchasing considerations. Demonstrated ability to establish relationships, influence decision-makers, identify opportunities, and communicate compelling business value. Entrepreneurial mindset with a willingness to develop a territory, prospect into new organizations, and build opportunities where no established sales pipeline exists. Strong communication, presentation, negotiation, and relationship-building skills. Ability to work collaboratively across technical, industry, sales, and executive teams. Comfort navigating long, complex sales cycles involving multiple stakeholders. Ability to travel regularly within the assigned territory. Residence within the assigned territory required. Preferred Qualifications 7–10+ years of relevant professional experience, including enterprise software sales, public sector business development, or operational leadership in justice and public safety. Proven success selling technology solutions to state or local government agencies, particularly courts, law enforcement, corrections, or related justice organizations. Established professional relationships within the justice and public safety community. Experience with court case management systems, law enforcement technology, records management, data integration, analytics, or government modernization initiatives. Prior experience at a justice and public safety technology provider, such as Tyler Technologies, or another organization serving this market. Alternatively, previous professional experience as a court administrator, judge, prosecutor, law enforcement officer, corrections leader, or other justice and public safety professional with strong business development aptitude. Familiarity with Salesforce, enterprise SaaS platforms, government procurement, and public sector technology implementation. What Success Looks Like Success in this role requires more than managing existing customer relationships. The success