State and Local Government Account Executive
New
S
SoftdocsGovTech software
This role is fully remote but is US-based. At this time, we require our team to be based in the United States.Full-TimeExecutive
Salary$100,000 - $295,000 a year. The compensation range above factors in a minimum base range of $100,000 to $130,000 based on experience. The on-target earnings with full goals hit would be around $295,000.
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Job Details
- Experience
- 5+ years of quota-carrying B2B software or SaaS sales experience
- Required Skills
- Salesforce
Requirements
- Have 5+ years of quota-carrying B2B software or SaaS sales experience.
- Demonstrate experience selling technology solutions to state and/or local government.
- Show success developing net-new business and achieving or exceeding quota.
- Have experience building pipeline through outbound prospecting, relationships, partners, events, and strategic account development.
- Have experience managing and closing complex, multi-stakeholder software sales cycles.
- Have working knowledge of government procurement, including RFP/RFI processes, public-sector contracting, cooperative purchasing, and approval cycles.
- Be able to develop champions and build credibility with executive, IT, and operational stakeholders.
- Bring discovery, presentation, negotiation, and written communication skills.
- Be able to develop business cases and communicate value to technical and non-technical audiences.
- Have territory planning, opportunity management, forecasting, and CRM discipline.
- Have experience using Salesforce or a comparable CRM.
- Be willing and able to travel within the assigned territory for customer meetings and industry events.
Responsibilities
- Develop and execute a sales strategy across an assigned U.S. territory.
- Prioritize target accounts, identify stakeholders and initiatives, and build actionable account plans.
- Prospect into target accounts, uncover modernization needs, develop champions, and engage before formal RFPs.
- Build qualified pipeline, progress opportunities, and achieve or exceed the assigned bookings quota.
- Lead consultative discovery and translate organizational needs into business cases for Softdocs.
- Manage sales opportunities from prospecting and discovery through demonstrations, proposals, procurement, negotiation, and contract execution.
- Navigate RFP/RFI processes, cooperative purchasing, contract vehicles, budget cycles, and government approvals.
- Coordinate Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership in sales opportunities.
- Maintain opportunity data, pipeline coverage, forecasts, and CRM hygiene in Salesforce.
- Represent Softdocs at customer meetings and industry events, travel as required, and share market and procurement insights.
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