Senior Account Executive, Public Sector
New
N
NetDocumentsLegal technology
Remote - USFull-TimeSenior
Salary$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 accounts (SLED and/or Federal).
- Demonstrate consistent annual plan achievement and experience closing complex six-figure deals with multistakeholder buying groups and formal procurement processes.
- Have experience selling content management, document management, collaboration, legal technology, records management, or adjacent enterprise platforms.
- Have experience selling FedRAMP, StateRAMP, or similar security-sensitive SaaS solutions to government agencies.
- Demonstrate command of value-based and consultative selling methodologies, including creating business cases and ROI analyses.
- Be able to present, negotiate, and communicate with 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 in existing customers.
- Build and manage a pipeline of six-figure opportunities through prospecting, partner collaboration, and marketing-generated leads.
- Maintain pipeline, forecasting, and account plans in CRM.
- Lead sales cycles from discovery through negotiation and close, navigating public sector procurement, legal, and security processes.
- Conduct discovery to understand agencies’ document, email, and records management needs, including FOIA, case management, records 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, working with distribution and channel partners.
- Build relationships across agencies and develop long-term account strategies to land, expand, and retain strategic accounts.
- Collaborate with Customer Success, Professional Services, Product, Marketing, and strategic partners to support implementations and account growth.
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