Account Executive

Summary

Join our Public Sector team as a dynamic Account Executive focused on State, Local Government, Education (SLED), and regulated utilities. This role demands a strong sales background in these sectors, with Federal experience a plus. You will manage named accounts, acquire new business, and expand existing ones. Success requires building relationships, driving pipeline growth, and closing deals. Cross-functional collaboration with internal teams is crucial. The position offers a competitive benefits package, including bonus opportunities and unlimited vacation, and is remote with optional office access.

Requirements

• Possess 5+ years of successful SaaS or recurring software sales experience, preferably within the SLED or regulated utilities sectors
• Demonstrate exceptional ability to establish trust and credibility with customers at all levels
• Demonstrate success in new business acquisition, account expansion, and achieving/exceeding sales targets
• Possess familiarity with public sector sales cycles, procurement processes, and compliance requirements
• Have experience selling into the CMO, head of Digital Experience and/or Dev Ops
• Have experience working cross-functionally with internal teams such as Customer Success, Marketing, and Deal Desk
• Possess excellent verbal and written communication skills, with the ability to create and deliver impactful presentations
• Demonstrate proficiency in using CRM systems (e.g., Salesforce) and other sales tools

Responsibilities

• Manage a set of named accounts within the SLED and regulated utilities sectors
• Develop deep relationships with key decision-makers and stakeholders
• Serve as a trusted advisor, understanding customer needs and aligning solutions accordingly
• Identify, qualify, and develop new business opportunities to achieve or exceed sales targets
• Build and execute a territory plan to drive pipeline growth
• Collaborate with SDRs to ensure effective lead generation and nurturing
• Own the end-to-end sales process, including prospecting, pitching, negotiating, and closing deals
• Deliver compelling business presentations and proposals tailored to customer needs
• Manage expansion opportunities by identifying additional use cases and upsell/cross-sell opportunities within existing accounts
• Partner with Customer Success to ensure seamless onboarding and ongoing value realization for customers
• Work closely with Renewals Specialists to support contract renewals and minimize churn
• Collaborate with Deal Desk to structure competitive and profitable deals
• Engage with Field Marketing to leverage campaigns and events that drive demand
• Maintain accurate and up-to-date records in the CRM system, ensuring pipeline data, account details, and deal progress are current
• Forecast sales performance and provide regular updates to leadership
• Stay informed about market trends, competitor activities, and industry developments

Preferred Qualifications

• Possess knowledge of state and local government procurement policies, current regulation and higher education systems
• Possess familiarity with regulated utilities and their operational needs

Benefits

• Competitive benefits package
• Bonus opportunities
• Unlimited vacation/FTO
• Remote work
• Optional access to Arlington, VA office