Sales Executive – Automation, Public Sector

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Develop new business opportunities within Federal civilian, Department of Defense, and State & Local government sectors

• Generate your own pipeline through outbound efforts, agency and program research, participation in industry events, and leads sourced from partners

• Create and uphold comprehensive territory plans that encompass target agencies, programs, funding sources, incumbents, and acquisition timelines

• Evaluate opportunities based on mission requirements, budget authority, acquisition pathways, and executive support

• Manage the entire sales process from initial meeting to award, including capture strategies, pricing, team collaboration, and contract vehicle selection

• Promote AI-driven intelligent automation as SaaS, deployed in FedRAMP-compliant cloud environments, and on-premises

• Conduct discovery sessions, demonstrations, and value-proof scoping

• Navigate government procurement processes through GSA MAS, NASA SEWP, state cooperative contracts, and partner-held vehicles

• Collaborate in sales efforts with GSIs, Federal and SLED resellers, aggregators, and other channel partners

• Execute joint pursuit plans and empower new channel partners on Public Sector positioning

• Represent SS&C Blue Prism at Public Sector events and associations within the National Capital Region

• Manage account and deal strategies, executive relationships, CRM updates, and ensure accurate forecasting

• Provide insights on market trends, competitive landscape, and product requirements to product, marketing, and leadership teams

• Travel 30–60% of the time, primarily within the DC area and to state capitals and partner locations

⛳️ Requirements

• Must reside in the Washington, DC metropolitan area (DC, Northern Virginia, or Maryland); relocation is not an option

• At least 7 years of experience in selling enterprise software, intelligent automation, AI, workflow, or SaaS solutions to U.S. Federal Government agencies

• Proven track record of generating your own pipeline and acquiring new logos in the government sector

• Experience in selling AI-based or machine-learning-driven SaaS products and services to government clients in both cloud and on-premises environments

• Consistent success in achieving a $1.5M+ annual new-business quota

• Familiarity with multi-year, six- and seven-figure government contracts

• Understanding of the Federal and State procurement lifecycle, budget processes, appropriations, FAR-based contracting, GSA MAS, SEWP, state cooperatives, set-asides, and teaming

• Experience working with and through Public Sector channel partners, resellers, aggregators, and systems integrators

• Technical knowledge in automation, AI/ML, integration patterns, identity and security controls, and cloud architecture

• Capability to lead discovery sessions, initial demonstrations, and proof-of-value scoping independently without engineering support

• Ability to manage territory strategy, deal strategy, and executive relationships on your own

• Proficient in selling to both business and IT stakeholders, including agency executives, program managers, and contracting officers

• Strong organizational skills, CRM management, and accurate forecasting capabilities

• Exceptional written and verbal communication abilities

• Competence in producing government-grade proposals, capability statements, and executive briefings

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage

• 401(k) plan with company matching contributions

• Paid time off

• Paid holidays

• Parental leave

• Opportunities for professional development reimbursement

• Uncapped commission potential

• Eligibility for discretionary annual bonuses

• Equity awards, including restricted stock units or stock options, based on individual and company performance