Account Executive, Justice and Public Safety

• Rocky Mountain Region

Job Category

Sales

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.

The Opportunity

Salesforce is seeking a strategic and mission-driven Account Executive to join our dynamic Public Sector team, leading our Justice and Public Safety vertical across the Rocky Mountain Region (AZ, CO, NM, UT, WY, MT, ID, KS, NE, ND, SD, OK). In this pivotal role, you will be responsible for driving transformational change within law enforcement agencies, courts, corrections facilities, prosecutors and public defenders offices, and emergency response organizations. You will leverage your deep understanding of the justice and public safety landscape, strong relationship-building skills, and proven enterprise sales acumen to help these agencies modernize their operations, improve community outcomes, and fulfill their critical public safety missions through the power of the Salesforce platform.

What You'll Be Doing

• Develop and execute a comprehensive territory sales strategy to penetrate and expand Salesforce's footprint within Justice and Public Safety agencies across the 12-state Rocky Mountain Region, including law enforcement, courts, corrections, prosecutors/public defenders, and emergency management
• Identify and engage key stakeholders and decision-makers within target agencies, building and nurturing strong, long-term relationships at all levels—from Chiefs of Police, Sheriffs, Court Administrators, and Emergency Management Directors to IT leaders and elected officials
• Understand the unique challenges facing justice and public safety agencies and articulate the value proposition of Salesforce solutions in addressing their specific needs across multiple use cases:
• Law Enforcement: Investigative case management, community policing platforms, victim engagement, recruitment and hiring modernization, property and evidence management, firearms licensing
  • Courts & Justice: Judicial case management, probation tracking, prosecutor and public defender case management, juvenile justice programs, warrant and subpoena workflows
  • Corrections: Corrections management, probation case tracking, reentry programs
  • Emergency Response: Multi-agency collaboration, disaster recovery coordination, emergency communication platforms, fire incident response
  • Cross-Agency: Freedom of Information (FOI) request management, analytics and data integration, interagency collaboration
• Conduct compelling presentations and solution demonstrations that clearly showcase how Salesforce addresses critical justice and public safety priorities including officer recruitment crises, case backlog reduction, victim-centered approaches, community trust-building, and operational efficiency
• Position and sell the full Salesforce platform including Sales Cloud, Service Cloud, Experience Cloud, Mule Soft for data integration, Tableau for analytics, Slack for real-time collaboration, and Agentforce for AI-driven decision support and automation
• Manage complex, multi-stakeholder sales cycles from initial contact through proposal development, negotiation, and contract closure, often involving multiple agencies and funding sources
• Navigate sophisticated government procurement processes including RFPs, RFQs, cooperative purchasing agreements, and government contract vehicles (e.g., NASPO, state contracts)
• Collaborate effectively with extended teams including Sales Engineering, Solution Architects, Industry Advisory teams, Public Sector Marketing, Partners, Legal, and Customer Success to orchestrate winning customer engagements
• Build and leverage strategic partnerships with systems integrators and ISVs specializing in justice and public safety solutions to expand market reach and solution capabilities
• Maintain accurate and up-to-date records of all sales activities, pipeline, and customer interactions within Salesforce CRM
• Stay current on industry trends, competitive landscape, federal and state legislation impacting justice and public safety, and emerging technologies (AI, automation, data integration) reshaping the sector
• Achieve and exceed assigned sales quotas and performance objectives while maintaining the highest ethical standards in serving public sector clients
• Represent Salesforce as a thought leader at industry events including conferences for law enforcement (IACP, NSA), courts (NCSC, COSCA), corrections (ACA), emergency management (NEMA, IAEM), and state/local government technology forums

What We're Looking For

• Bachelor's degree from an accredited university
• Minimum of 7-10 years of successful enterprise software sales experience, with a proven track record of selling SaaS platforms to state and local government entities, ideally within justice and public safety agencies
• Deep understanding of the justice and public safety ecosystem including law enforcement agencies (municipal police, sheriff's offices, state patrol), court systems (trial courts, appellate courts, specialty courts), corrections facilities, prosecutors and public defenders offices, and emergency management operations
• Demonstrated knowledge of critical challenges facing these agencies including staffing shortages, case backlogs, community relations, data integration across siloed systems, budget constraints, and modernization imperatives
• Strong existing network and relationships within Rocky Mountain Region justice and public safety agencies is highly desirable
• Experience navigating complex government procurement processes, multi-year budget cycles, grant funding (BJA, COPS, OJP), and public sector contract vehicles
• Excellent communication, presentation, and interpersonal skills with the ability to build trust and credibility with law enforcement executives, judicial leadership, elected officials, and technical teams
• Proven ability to orchestrate complex, consultative sales cycles involving multiple stakeholders with competing priorities and lengthy procurement timelines (6-18+ months)
• Strategic mindset with the ability to identify white space opportunities, develop account penetration strategies, and build multi-year territory plans
• Strong executive presence and business acumen with the ability to articulate complex technical solutions and ROI to both technical and non-technical audiences
• Self-motivated, mission-driven, and able to work independently while managing a large geographic territory
• Excellent organizational and time management skills with ability to prioritize competing opportunities
• Proficiency in using Salesforce CRM for pipeline management and forecasting
• Willingness to travel extensively (50%+) within the 12-state Rocky Mountain Region as needed

Preferred Qualifications

• Prior experience working in or directly selling to justice and public safety agencies (law enforcement, courts, corrections, emergency management)
• Experience selling CRM, case management, or enterprise platform solutions to the public sector
• Familiarity with government-specific compliance and security requirements including CJIS Security Policy, Criminal Justice Information Services (CJIS) compliance, and FedRAMP
• Existing relationships with key influencers and decision-makers within Rocky Mountain Region justice and public safety agencies
• Understanding of public safety technology ecosystems including CAD/RMS