Geographic Account Executive

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

📋 Description

• Develop and implement an annual strategy for the territory, taking into account local government market dynamics, penetration of the installed base, whitespace opportunities, competitive presence, and key segments.

• Prioritize geographic markets, agencies, buyer personas, and solution offerings; maintain plans for accounts and prospects.

• Generate qualified leads through outreach efforts, referrals, conferences, partnerships, marketing initiatives, and customer success stories.

• Lead discovery sessions, quantify business challenges, identify triggers for replacement, build consensus among stakeholders, and manage opportunities through to negotiation and closure.

• Position Schneider solutions against existing processes and competing platforms effectively.

• Cultivate relationships with current customers to uncover cross-sell, expansion, and reference opportunities.

• Monitor customer health and renewal risks, collaborating with internal teams to resolve issues.

• Lead commercial discussions for assigned accounts, encompassing expansion, contract transitions, and renewal opportunities.

• Maintain precise records of accounts, activities, opportunities, next steps, and forecasts in Salesforce and sales engagement tools.

• Oversee pipeline creation, ensure qualified coverage, manage opportunity progression, and facilitate ARR bookings.

• Collaborate with Marketing, Sales Operations, product specialists, Support, and Professional Services on proposals, pricing, approvals, and contracts.

• Own the commercial strategy and customer relationships within the designated geography, with support from specialist sales roles as needed.

⛳️ Requirements

• Proven track record in consultative B2B or B2G software sales, including prospecting, competitive selling, negotiation, and closing.

• Ability to manage both new customer acquisition and strategic expansion of existing accounts.

• Strong skills in territory planning, account prioritization, business acumen, and disciplined CRM/forecast management.

• Capability to navigate complex sales processes involving multiple stakeholders.

• Experience selling to county or municipal government is highly preferred.

• Knowledge of local government workflows, GIS, parcel management, permitting, or asset management is advantageous.

• Excellent skills in discovery, presentation, relationship-building, and cross-functional collaboration.

• Willingness to travel regularly, typically 25%-30%, within the assigned territory and attend industry events.

• Bachelor’s degree or equivalent relevant experience required.

• 3–5+ years of relevant sales experience preferred.

🏝️ Benefits

• Full-time employment.

• Equal Opportunity Employer committed to diversity and inclusion.