Government Account Manager - 5+ YRS EXP

Job Title: Account Manager – Government, First Responder & Fleet Solutions

Company: NextGen Upfitters

Job Summary

NextGen Upfitters is seeking a high-impact Account Manager with established relationships across first responder departments, fleet management organizations, and municipal elected leadership. This role is responsible for converting AI-identified and market-qualified leads into fully generated customers with executed purchase orders. The purchase order will include the vehicle and the upfit customization needed to fulfill the customer's need.

The Account Manager will own assigned opportunities from initial engagement through close, leveraging both relationship capital and technical understanding of emergency vehicle upfit design, including application-specific lighting configurations and flash pattern selection aligned to the operational needs of law enforcement, fire, EMS, public works, and specialty response units.

This role requires a professional who can bridge technology, operations, and procurement, confidently guiding stakeholders from solution concept to signed agreement while ensuring compliance, performance, and responder safety outcomes.

Key Responsibilities Relationship-Based Revenue Development

• Leverage existing relationships with first responder agencies, fleet managers, municipal administrators, and elected officials to accelerate deal progression.
• Establish trusted advisory relationships with decision-makers, influencers, and end users within public-sector organizations.
• Maintain active engagement with assigned accounts to drive repeat business, expansions, and referrals.

AI-Enabled Lead Conversion & Sales Ownership

• Receive and manage AI-qualified market leads generated through NextGen Upfitters’ intelligent lead identification platforms.
• Rapidly assess lead readiness, confirm requirements, and move opportunities through the sales pipeline to signed purchase orders.
• Own accountability for closing assigned opportunities within defined timelines.

Emergency Vehicle Upfit & Application Knowledge

• Demonstrate working knowledge of emergency vehicle upfit design, including lighting systems, controllers, mounts, and vehicle-specific constraints.
• Recommend appropriate flash patterns and lighting configurations based on first responder use cases (law enforcement, fire, EMS, DOT, command vehicles, specialty units).
• Translate operational needs into compliant, functional, and effective upfit solutions.

Sales Execution & Contract Management

• Lead pricing discussions, proposal development, and negotiations to secure purchase orders while maintaining profitability.
• Navigate government procurement processes, approvals, and compliance requirements.
• Ensure smooth transition from sales to operations upon deal close.

Strategic Growth & Market Expansion

• Identify new opportunities within existing agencies, fleets, and municipalities.
• Collaborate with marketing and leadership to refine go-to-market strategies using insights gained from AI lead data and customer interactions.
• Represent NextGen Upfitters as a subject-matter-informed partner, not just a vendor.

CRM, Reporting & Collaboration

• Maintain accurate pipeline data, forecasts, and account activity in Salesforce or a comparable CRM platform.
• Provide leadership with insights on market trends, buyer behavior, and product alignment.
• Collaborate closely with engineering, production, and installation teams to ensure deliverable solutions.

Required Experience & Qualifications

• Established relationships with first responder departments, fleet managers, and/or municipal elected officials.
• Proven success in B2B or government sales, with direct responsibility for closing deals and generating purchase orders.
• Experience selling into public safety, fleet services, vehicle upfitting, or government technology markets.
• Working knowledge of emergency vehicle lighting systems and flash pattern applications by responder type.
• Strong negotiation, presentation, and closing skills.
• Experience using CRM platforms such as Salesforce to manage pipelines and forecasts.
• Ability to communicate technical solutions clearly to both operational and executive audiences.

Preferred Qualifications

• Background in emergency vehicle upfitting, warning systems, fleet equipment, or public safety technologies.
• Familiarity with AI-driven marketing or lead qualification systems.
• Understanding of RFPs, RFQs, cooperative purchasing contracts, and municipal procurement cycles.
• History of exceeding sales targets in regulated or relationship-driven markets.

Why NextGen Upfitters

This role is designed for a relationship-driven closer who understands both who buys and how solutions are applied in the field. You will be empowered by AI-driven lead intelligence, supported by strong operational teams, and positioned to directly impact public safety outcomes while driving meaningful revenue growth.

Pay: $58,689.85 - $100,000.00 per year

Experience:

• emergency vehicle upfitting: 2 years (Preferred)

Work Location: Hybrid remote in Kennesaw, GA 30144