Enterprise Account Executive - State Government
New
S
SubmittableGovernment grants software
Location: Remote, USFull-TimeExecutive
SalaryThe On-Target Earnings (OTE) range for this role is $170,000–$240,000, which includes base salary plus variable compensation tied to performance.
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Job Details
- Experience
- 5+ years of B2B SaaS or enterprise software sales experience
- Required Skills
- Salesforce
Requirements
- Have 5+ years of B2B SaaS or enterprise software sales experience.
- Demonstrate a track record of meeting quota and closing new business deals of $100K or more in annual recurring revenue.
- Have experience creating and responding to RFPs or similar formal solicitations.
- Have experience drafting MSAs and SOWs and coordinating contract and legal review through signature.
- Have experience delivering software demonstrations tailored to different audiences in complex sales with multiple decision makers and partners.
- Have experience using a CRM, such as Salesforce, to document deal progress and forecast accurately.
- Build account plans that map stakeholders, procurement steps, and decision criteria, and update them as deals progress.
- Hold a bachelor's degree or have equivalent practical experience.
- Experience with Salesloft and Gong is preferred.
- Experience selling to state or local government agencies, or working in or with government grant programs, is preferred.
Responsibilities
- Own a quota for new government business and expansion within assigned strategic accounts, and build and manage a pipeline against monthly, quarterly, and annual targets.
- Lead consultative sales cycles with state and local government agencies, including discovery, tailored product demonstrations, and pricing proposals.
- Manage public sector procurement requirements, partnering with the Proposal team on RFP and RFI responses and with Legal on contract terms through signature.
- Partner with Government Sales Development, Solutions Engineering, and Implementation to qualify opportunities, shape solutions, and hand off signed agencies to Customer Success.
- Maintain accurate forecasts and current account, opportunity, and activity data in Salesforce.
- Respond to agency questions throughout the sales cycle and share insights about agency needs, funding trends, and competitors with Marketing, Product, and Sales leadership.
- Build knowledge of government grantmaking, funding programs, and Submittable products, and recommend improvements to government sales plays, messaging, and processes.
- Maintain current Submittable Sales certifications and complete required training.
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