Sales Account Executive (Midwest Territory)

May 28, 2026

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<h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Role Overview</h1> SoundThinking is seeking an Account Executive to lead new business development across small and medium jurisdictions in the Midwest. This individual will own the full sales cycle—from prospecting through close—for city, county, and tribal law enforcement agencies, representing SoundThinking's complete SafetySmart™ platform. Small and medium agencies face many of the same public safety challenges as large metropolitan departments but often lack the resources and technology partnerships to address them effectively. This role exists to close that gap. The Account Executive will serve as a trusted advisor to agency leaders, connecting them to the right combination of solutions based on their operational needs, budget realities, and community priorities. This is a territory-based, individual contributor role that requires strong prospecting skills, a consultative selling approach, comfort with complex public-sector procurement, and the discipline to build and manage pipeline independently in a remote environment. <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Why This Role Matters</h1> Small and medium jurisdictions represent a significant and growing segment of SoundThinking's addressable market. This role is central to the company's expansion strategy and will directly contribute to ARR growth by opening new accounts and establishing SoundThinking's presence in communities that have not yet had access to its technology. The Account Executive will represent the full SafetySmart™ platform, including ShotSpotter® (acoustic gunshot detection), CrimeTracer (law enforcement investigative search), SafePointe® (AI-based weapons detection), and PlateRanger™ (ALPR). <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Essential Duties/Responsibilities</h1> <h2 style="margin: 8pt 0in 4pt; line-height: 115%; break-after: avoid; font-size: 16pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Territory Ownership & Pipeline Development</h2> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Full Sales Cycle. Own the full sales cycle for small and medium jurisdiction accounts across the Midwest territory, including prospecting, qualification, demonstration, proposal, negotiation, and close.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Territory Planning. Develop and execute a structured territory plan that prioritizes high-potential agencies, identifies whitespace, and drives new logo acquisition, cross-selling, and existing customer expansions.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Pipeline Generation. Generate and advance pipeline through disciplined prospecting, inbound follow-up, conference engagement, and coordination with Customer Success, Lead Generation, and Marketing Teams.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Forecast Discipline. Maintain forecast accuracy and pipeline hygiene in Salesforce with consistent weekly and monthly reporting to Sales Leadership.</li> </ul> <h2 style="margin: 8pt 0in 4pt; line-height: 115%; break-after: avoid; font-size: 16pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Consultative Selling & Trusted Advisory</h2> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Discovery First. Lead with discovery. Understand each agency's staffing challenges, crime patterns, budget constraints, and community expectations before recommending solutions.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Value-Based Presentations. Develop and deliver value-based presentations that connect SoundThinking's technology to measurable public safety outcomes—response times, case clearance rates, officer efficiency, and community trust.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Procurement Navigation. Navigate complex public-sector procurement cycles, including RFP/RFI responses, sole-source justifications, grant funding identification, and budget-cycle alignment.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Funding Pathways. Identify and activate funding pathways—including DOJ/OJP grants, state JAG allocations, ARPA funds, and philanthropic sponsorship—to help agencies secure resources for technology adoption.</li> </ul> <h2 style="margin: 8pt 0in 4pt; line-height: 115%; break-after: avoid; font-size: 16pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Cross-Functional Collaboration</h2> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Sales Engineering. Partner with Sales Engineers to deliver technical demonstrations, proof-of-value engagements, and solution architecture tailored to each agency's environment.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Customer Success. Coordinate with Customer Success Directors to ensure seamless post-sale handoffs, support early adoption, and position expansion opportunities within existing accounts.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Marketing Alignment. Collaborate with Marketing on targeted outreach campaigns, regional event strategy, and content aligned to small and medium agency decision-makers.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Field Intelligence. Share field intelligence with Product and Sales Leadership—including competitive dynamics, objection patterns, and unmet customer needs—to inform go-to-market strategy.</li> </ul> <h2 style="margin: 8pt 0in 4pt; line-height: 115%; break-after: avoid; font-size: 16pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Market Presence</h2> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Represent SoundThinking at regional and national conferences, trade shows, and community events. Build relationships with agency leaders and elevate brand awareness within the territory.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Engage credibly with chiefs, sheriffs, city managers, and elected officials on topics related to outcomes-driven policing, community safety, and public safety technology.</li> </ul> <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Minimum Qualifications</h1> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">3–5+ years of B2B or B2G sales experience with a demonstrated track record of quota attainment and new business development, ideally in SaaS, public safety technology, or government/public-sector markets.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Consultative, outcomes-focused selling approach. Leads with questions and builds trust before building proposals.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Comfort with complex, multi-stakeholder sales cycles involving procurement officers, police leadership, city administrators, and elected officials.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Strong business acumen with an understanding of public-sector budgets, grant cycles, ROI narratives, and government purchasing processes.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Proficiency in Salesforce.com (or comparable CRM) with disciplined pipeline management habits.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Excellent written and verbal communication skills, with the ability to present effectively to both operational and executive audiences.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Self-directed and organized, with the ability to manage time, territory, and priorities with minimal supervision.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Bachelor's degree or equivalent combination of education and professional experience.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Willingness to travel up to 60–75% within the Midwest territory.</li> </ul> <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Preferred Qualifications</h1> The following are not required but will strengthen a candidacy: <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Proven track record of successful sales in the public safety market, including law enforcement, corrections, courts, or other justice-sector organizations.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Law enforcement or military background with the ability to speak credibly about officer safety, investigative workflows, patrol operations, and community engagement—and to translate operational experience into business requirements.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Experience identifying and leveraging government grant funding (DOJ, BJA, state SAA programs) to support agency procurement.</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Familiarity with AI-driven tools to support lead generation, outreach personalization, forecasting, and deal management.</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Existing relationships with Midwest law enforcement leaders, city managers, or public safety stakeholders.</li> </ul> <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Compensation & Benefits</h1> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Competitive base salary plus uncapped commission structure aligned to performance</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Employee Stock Purchase Plan (ESPP) with a 15% discount</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">401(k) with company match (50% match on every dollar up to 2% of gross income)</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Generous paid time off</li> <li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Professional development and career growth opportunities</li> <li style="margin: 0in 0in 8pt 0px; line-height: 115%; font-size: 11pt; font-family: Calibri, sans-serif; color: rgb(51, 51, 51);">Great Place to Work® certified</li> </ul> <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">About SoundThinking</h1> SoundThinking, Inc. (Nasdaq: SSTI) is a leading public safety technology company that delivers AI- and data-driven solutions for law enforcement, civic leadership, and security professionals. The company serves more than 300 customers and approximately 2,100 agencies through its SafetySmart™ platform, which includes ShotSpotter®, CrimeTracer, CaseBuilder®, ResourceRouter™, SafePointe®, and PlateRanger™. <h1 style="margin: 0.25in 0in 4pt; line-height: 115%; break-after: avoid; font-size: 20pt; font-family: 'Aptos Display', sans-serif; color: rgb(15, 71, 97); font-weight: normal;">Equal Employment Opportunity</h1> SoundThinking provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, SoundThinking complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. SoundThinking maintains a drug-free workplace policy. SoundThinking expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of SoundThinking’s employees to perform their job duties may result in discipline up to and including discharge. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact SoundThinking at careers@soundthinking.com for assistance.

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