- Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving new-logo acquisition and expansion.
- Build and manage a predictable pipeline of six-figure opportunities through prospecting, partner collaboration, and marketing-generated leads.
- Maintain accurate pipelines, forecasts, and account plans in CRM.
- Lead complex sales cycles from discovery through negotiation and close, navigating public sector procurement, legal, and security processes.
- Understand agency document, email, and records management needs, including FOIA, case management, discovery, retention, and compliance.
- Develop value propositions, ROI/TCO analyses, and business cases for executive, business, legal, and IT/security stakeholders.
- Partner with Sales Engineering and Product to design solutions using platform capabilities, including security, governance, AI, and integrations.
- Navigate public sector contract vehicles and procurement pathways, and articulate the FedRAMP-authorized offering and compliance posture.
- Build relationships and long-term account strategies across agencies and collaborate with Customer Success, Professional Services, Product, Marketing, and partners.
CRM