Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify public agencies that are valuable targets and establish connections with procurement officers, contracting officers, finance leaders, and department heads.

• Create a sales pipeline through calls, emails, social outreach, events, referrals, and self-sourced opportunities.

• Work collaboratively with the SDR and Marketing teams to enhance targeting, messaging, and outreach sequences.

• Conduct consultative discovery to understand agency processes, funding cycles, compliance obligations, and internal dynamics.

• Provide demonstrations that link SOVRA capabilities to the outcomes desired by agencies.

• Manage opportunities from the initial conversation to final signature, including developing business cases, addressing objections, discussing pricing, drafting proposals, and gaining evaluations and approvals.

• Navigate the public-sector purchasing landscape, including budget cycles, approval hierarchies, cooperative contracts, sole-source justifications, and formal solicitations.

• Engage stakeholders in procurement, finance, leadership, and end-user roles across the buying group.

• Represent SOVRA with professionalism and integrity.

• Maintain accurate and up-to-date records in Salesforce regarding activity, stages, next steps, and close dates.

• Develop strategic account plans and clearly define conditions necessary for closing deals.

• Identify risks early on, fulfill activity and pipeline commitments, and highlight any deals at risk of slipping before the quarter ends.

• Complete the onboarding process, establish a working pipeline, conduct discovery calls and demonstrations, close agency business, and achieve annual targets.

⛳️ Requirements

• Minimum of 3 years of quota-carrying experience in selling SaaS or software end-to-end, from initial conversation through discovery, demonstration, proposal, and closing.

• Demonstrated history of successful deals and achieving sales targets.

• Capability to generate a personal pipeline through cold outreach and self-sourced opportunities.

• Experience in lengthy, multi-stakeholder buying processes that require committee reviews, formal approvals, or procurement sign-offs across multiple quarters.

• A consultative selling approach.

• Exceptional written and verbal communication skills, both precise and professional.

• Ability to tailor messaging for both hands-on users and executive audiences.

• Strong command of the English language, both spoken and written.

• Discipline in Salesforce usage and accuracy in forecasting.

• Curiosity, dedication, integrity, and receptiveness to coaching.

• Authorization to work in the United States.

• Experience in the public sector, GovTech, or procurement software is advantageous.

• Familiarity with RFPs and formal solicitation processes is a plus.

• Knowledge of Gong, revenue intelligence tools, call recording applications, and sales engagement platforms is a plus.

• Experience in selling within competitive markets is an advantage.

🏝️ Benefits

• Support from the SDR team and a robust marketing engine backing the Account Executive team.

• A workplace that is inclusive and equitable.

• Equal opportunity employment practices.

• Pay equity initiatives and regular reviews of compensation.