Account Executive

Summary

Join Incode, a leading provider of identity solutions, as a Public Sector State Account Executive focused on DMV accounts. This remote role involves driving the sales cycle, developing customer relationships, and achieving sales targets within the assigned territory. You will be responsible for prospecting, managing, and closing new business opportunities, working closely with customers to understand their needs and goals. Success in this role requires a proven track record of selling SaaS/AI solutions to government agencies, strong communication skills, and the ability to navigate complex sales processes. Incode offers a dynamic, fast-paced environment with opportunities for career development and a competitive benefits package.

Requirements

• BA/BS degree from a reputable University and/or 5+ years of experience in government sales
• A history of outstanding results selling SaaS/AI Solutions to customers where typical contract size ranges from $75K - $3M /year
• Must have a sales “hunter” mentality and approach to building and maintaining the pipeline
• Experience in a software or technology company in other relevant sectors, such as Security, Cyber and Fraud, selling SaaS solutions to the public sector
• Track record of succeeding in a fast paced and competitive market having had ownership of managing and executing the end-to-end sales process
• Experience managing complex sales processes and delivering an integrated, end-to-end approach
• Experience in consistently hitting sales targets
• CRM software experience (eg. Salesforce)
• A disciplined, methodical and process driven sales approach – you’ll be skilled in managing time and resources; have a sound approach to qualifying opportunities coupled with strong business acumen
• A strong desire to be successful, you’ll be a goal-oriented team player
• The adaptability required to succeed in a fast paced, high growth environment to establish credibility with internal and external stakeholders
• An active interest in the importance and value of identity
• Ability to communicate complex ideas effectively – both verbally and in writing
• Highly motivated, fast-learner, motivated by success and a target-driven sales environment, managing your own accounts

Responsibilities

• Drive and own the end-to-end sales cycle, identifying targeted SLED accounts to closing business opportunities across the assigned territory
• Work closely with your customers as a trusted advisor to deeply understand their challenges and goals, as well as to manage, develop, and maintain customer relationships and trusted partnerships that will optimize revenue and client satisfaction
• Prospect, manage, develop, and maintain client relationships and trusted partnerships
• Forecast and build consistent pipeline to achieve monthly, quarterly and yearly sales expectations
• Apply a thorough understanding of the marketplace, industry trends, competitor offerings and products to all management activities and strategic sales decisions
• Lead and deliver compelling sales pitches, presentations, and product demonstrations to a broad range of audiences, from C-level executives to individual contributors
• Own and manage RFX (and similar solicitation) responses and submissions applicable to the assigned territory
• Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Finance, Marketing, Product) to efficiently navigate complex sales cycles
• Manage Salesforce data daily with meeting notes, accurate sales funnel update, etc
• Provide professional after-sales support to enhance the customers’ satisfaction
• Stay up-to-date with your customer’s industry and business to understand the customers’ environment and challenges, both present and future, and use the information to develop opportunities and value to the customer
• Comfort with technical software and SaaS products and become a subject matter expert, representing Incode in your target industry sector
• Travel to customer locations, industry events, and conferences – over 50%

Preferred Qualifications

• A technical degree or technical background and analytical mindset
• Experience in a government market where identity matters (such as state CIO’s office, DMV, Department of Labor, Department of Revenue, etc.) with an existing network
• A track record of building relationships with government CIO’s, CISO’s and CIO Offices
• Working with Salesforce.com (or a similar CRM) is a huge plus
• Strategic enterprise sales experience in other relevant sectors such as Security, Cyber and Fraud
• Experience responding to government RFX and similar solicitations
• Experience working for a venture capital company
• Familiarity with GovWin

Benefits

• Meaningful Equity
• Flexible Working Hours & Workplace
• Open Vacation Policy
• Wellness Program
• International Travel Opportunities
• Additional benefit package according to location (401k, medical insurance, etc.)