Regional Account Manager - MI, IN, OH, IL, KY, WV

DescriptionRole OverviewThis is a hunter-and-farmer role. The Regional Account Manager owns both net-new revenue and the long-term health of existing accounts across the assigned territory — prospecting and closing new logos at PSAPs, ECCs, and state and county 911 authorities, and expanding, renewing, and protecting the revenue already on the books. The person in this seat is measured on new logo revenue, expansion and renewal revenue, and overall quota attainment. They run their own prospecting cadence, work named-target lists and competitive displacements, and act as the primary commercial relationship for every active customer in the territory. Cross-functional partners (engineering, operations, customer success, marketing) are leveraged to win deals and keep customers. A high degree of autonomy, creativity, and accountability is expected, recognized, and rewarded.When someone calls 9-1-1, the technology has to work. We make sure it does.At INDIGITAL, public safety isn't a product line — it's a mission. We are a purpose-built Next Generation 9-1-1 software and services company, and every single person on our team, from engineers to support specialists to market managers, is focused on one thing: keeping North America’s emergency communications infrastructure reliable, modern, and ready when lives are on the line.That mission shows up in how we build, how we support, and how we show up for our customers every day. We own our technology platform — we control our own quality, drive our own innovation, and stay ahead of evolving NG911 standards. Our deployments span 25 states at every scale, from individual PSAPs to full statewide ESInet and NGCS solutions serving millions of residents — and we put in-state, experienced resources on the ground for every single one.When you join INDIGITAL, you join a driven and accountable team where your contributions are visible, your growth is real, and your work has a direct impact on the infrastructure behind every emergency call made.9-1-1 is not what we do. It's our Calling. Come build it with us.Core ResponsibilitiesThe Regional Account Manager runs the territory on two fronts. On the hunting side: identify every PSAP, ECC, and 911 authority worth pursuing, rank them by opportunity size and timing, and work the top targets relentlessly. On the farming side: own the relationship with every active customer in the territory, drive adoption, surface expansion and cross-sell opportunities, and protect renewals. INDIGITAL’s number one priority is growth; growth of the brand, territory, and ultimately revenue. Both, hunting and farming, require sharp command of the market — funding cycles, procurement windows, incumbent contracts, competitive dynamics, and the technology drivers (NG911, ESInet, NGCS, NENA i3) that move buyers. Success is measured by closed-won new revenue, new logo count, expansion and renewal revenue, customer retention, and pipeline coverage against quota. The person in this seat does not wait for inbound leads and does not let an existing account go quiet — they build their own pipeline, work their book of business with discipline, and spend their hours where they create the most value.Expect significant travel — prospect meetings, existing-customer site visits, quarterly business reviews, state and national 911 industry events, and NENA and APCO conferences. Time in front of new buyers and time in front of existing customers are both core to the role. The person in this seat will become fluent in INDIGITAL's NG911 platform fast enough to run credible technical conversations with a PSAP director or a state 911 administrator — on a first prospecting call or in a year-three account review. The role lives at the intersection of new revenue and customer trust, and the person in it is expected to deliver both.RequirementsRequired Knowledge, Skills & AbilitiesProfessional ResponsibilitiesBuild and own the territory pipeline. Identify, qualify, and pursue every PSAP, ECC, and 911 authority in MI, IN, OH, IL, KY, and WV worth winning.Close new business. Run the full sales cycle from cold outreach through signed contract, with the urgency and discipline to keep deals moving.Own the existing customer relationship. Run regular touchpoints and business reviews, drive product adoption, surface upsell and cross-sell opportunities, and protect renewals.Know the competition cold. Track incumbent contracts, displacement opportunities, and NG911 procurement activity across the territory.Forecast accurately. Keep HubSpot current, call your number honestly, and surface risk on deals early.Represent INDIGITAL credibly in every buyer conversation. The brand and the mission travel with you.Stay sharp on NG911, ESInet, NGCS, and NENA i3. Work the public safety circuit — NENA, APCO, and state 911 association events — to build your network and your pipeline at the same time.Be a real partner to existing customers. Stay close enough to spot issues early, coordinate with Customer Success and Operations to get them resolved and use every touchpoint to reinforce trust and find the next opportunity.Performs analysis and prepares reports related to sales and lead generation.Adhere to defined quality guidelines for customer communication.Follow and exemplify company policies and foster a collaborative team atmosphere.Identify and escalate any issues with products and/or services that impact customer acceptance, satisfaction or retention.Knowledge & SkillsCommands a room. Builds trust with PSAP directors, county officials, and state 911 administrators on the first call — and keeps it across years of working together.Disciplined operator. Runs a clean pipeline, returns calls fast, and does what they said they would do.Competitive by nature. Hates losing more than they love winning. Coachable and constantly working to get better.True hunter. Generates their own pipeline, runs deals to close, and consistently overachieves quota.Thrives under quota pressure. Comfortable with ambiguity, change, and high accountability.Strong negotiator and closer. Holds price, sells value, and gets contracts signed.Builds relationships that survive renewals, personnel changes, and procurement cycles. Knows when to push for the close and when to listen.Hits and beats quota. Track record of 100%+ attainment with documented results.Existing relationships across the public safety community in the Midwest and Appalachia — PSAPs, state 911 boards, and key integrator partners — are a strong plus.Ability to think both strategically and execute against day-to-day objectives.Cooperative work with business partners (internal/external).Knowledge of HubSpot, DocuSign, MS Office products (Word, Outlook, Excel, PowerPoint), Google Suite, Anthropic Claude, and other related software systems.Required travel to company sites, customer sites, workshops, conferences, etc. (as required/needed).Education, Experience & CertificationsBachelor’s Degree in Business, Communications, Sales & Marketing, Law, Finance, related field of study and/or equivalent experienceExperience5+ years carrying a quota in telecom, networking, SaaS, or public safety technology sales — with verifiable results.Documented track record of net-new logo wins, expansion within named accounts, and consistent over-quota performance.Experience selling into PSAPs, ECCs, or state and local government public safety agencies is a strong plus. NG911, ESInet, or NGCS sales experience moves a candidate to the top of the list.Additional RequirementsMaintain a valid driver’s licenseBe available by phone or other communications device(s), on an as needed basisBe willing to work as required with a flexible schedule to accomplish departmental goalsIn instances when you cannot be available, you will need to make arrangements for someone else to cover your responsibilities and ensure that your manager has been advised of the circumstancesAttend meetings and planning discussions which may potentially be scheduled outside regular working hoursMust demonstrate the ability to work with people at all levels of an organizationPresent a clean, neat, businesslike workspace and appearance, wear appropriate attire and safety equipment (as needed)Be prepared to complete any assigned task as required by your supervisor and in accordance with the satisfactory completion of all job duties and responsibilitiesINDIGITAL is a 100% certified drug and substance free workplace, participation and compliance with the Company’s Drug Testing policy is mandatoryTo successfully perform the functions of this role, the selected candidate must demonstrate the willingness and ability to carry out each essential responsibility with a satisfactory level of proficiency. The details above are representative and do not constitute an exhaustive list of all required knowledge, skills, and abilities.Benefits & Compensation HighlightsWe offer competitive compensation commensurate with experience.Unlimited PTO — flexible time off for vacation, personal, and sick needs, effective after 30 days of employmentComprehensive Health Benefits — medical (HDHP), dental, vision, and HSA, effective the first of the month following 30 days of employmentLife & Disability Insurance — group life, voluntary supplemental life, and company paid short-term disability and voluntary long-term disability coverage401(k) with Strong Company Match — 100% match up to 5% of salary, plus a 3% Safe Harbor contribution and 2% discretionary profit share, after one year of serviceTechnology Allowance — monthly stipend for internet and phoneEqual Employment OpportunityINDIGITAL and its affiliate companies consider applicants solely on the basis of qualifications, without regard to race, color, religion, sex, national origin, age, marital or veteran status, sexual orientation, disability, or any other legally protected status. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.Employment is contingent on eligibility to legally work in the United States.