Senior Account Executive, Public Sector
New
N
NetDocumentsLegal technology
Location: Remote - USFull-TimeSenior
SalaryThe compensation range for this position is: $130,000.00- $150,000.00 + Variable. The posted cash compensation for this position includes on target earnings, base salary and variable if applicable.
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Job Details
- Experience
- 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal).
- Required Skills
- CRM
Requirements
- Have 7+ years of successful enterprise SaaS or software sales experience.
- Have at least 3–5 years of experience selling into public sector (SLED and/or Federal).
- Demonstrate consistent annual plan achievement.
- Have a track record of closing complex six-figure deals with multistakeholder buying groups and formal procurement processes.
- Have experience selling content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
- Have experience selling FedRAMP, StateRAMP, or similar security-sensitive SaaS solutions to government agencies.
- Use value-based and consultative selling methodologies and create business cases and ROI analyses.
- Demonstrate communication, presentation, and negotiation skills for executive and technical audiences.
- Be able to travel within the U.S. to meet customers, attend events, and support key opportunities as required.
Responsibilities
- 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.
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