Senior Account Executive – Public Sector

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

📋 Description

• Take ownership of the entire sales cycle, from prospecting and discovery to negotiation and closing.

• Develop and oversee a robust pipeline of new business opportunities within the public sector, focusing mainly on state and local government.

• Seek opportunities across municipalities, counties, state agencies, special districts, water and utility districts, K–12, nonprofits, and related public-sector markets.

• Cultivate trusted, consultative relationships with senior and executive leaders.

• Utilize knowledge and connections within the government and public-sector markets to identify and nurture opportunities.

• Align public-sector priorities and challenges with Envisio’s value proposition.

• Establish Envisio as a strategic partner for strategy execution, organizational alignment, performance management, transparency, accountability, and public reporting.

• Navigate intricate, multi-stakeholder buying processes that include executive leadership, department heads, IT, procurement, finance, and other stakeholders.

• Manage government procurement processes, including RFPs/RFQs, purchasing requirements, budget cycles, and contracting.

• Collaborate with Solutions Consultants/Sales Engineers to provide customized demonstrations.

• Work cross-functionally with Marketing, Customer Success, Product, and other departments.

• Create business cases, proposals, and presentations that showcase measurable value.

• Negotiate and finalize new contracts while maintaining disciplined pipeline management and precise revenue forecasts.

• Represent Envisio at conferences, industry gatherings, and client meetings.

• Travel occasionally for industry events, roadshows, and client-facing engagements.

• Contribute to expanding Envisio’s footprint in the public sector and assist organizations in enhancing planning, performance measurement, communication of results, and delivery of community priorities.

⛳️ Requirements

• Over 7 years of B2B/B2G sales experience, with a proven history of meeting or surpassing quotas.

• Direct experience in selling software or technology solutions to the public sector, preferably to state and/or local government.

• In-depth understanding of the state and local government landscape, including municipalities, counties, state agencies, special districts, water districts, utility districts, or similar public entities.

• Experience navigating government procurement, RFP/RFQ processes, budget cycles, contracting requirements, and complex approval workflows.

• Proven track record in selling enterprise or SaaS solutions involving multiple stakeholders and longer, consultative sales processes.

• Demonstrated ability to establish credibility and trusted relationships with senior leaders and executive decision-makers.

• Proven experience in developing new business and building pipeline, not just managing inbound leads or existing accounts.

• Strong skills in discovery, value-selling, negotiation, and closing.

• Experience in managing a sales pipeline and accurately forecasting revenue.

• Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, GAP Selling, Sandler, SPIN, or equivalent.

• Proficient in using Salesforce or a comparable CRM along with modern prospecting and sales intelligence tools.

• Ability to remain focused, resourceful, and flexible in a rapidly growing environment.

• Nice to have: an established network within state and local government or the broader public sector.

• Nice to have: experience selling into adjacent public-sector and mission-driven markets such as K–12 education, nonprofits, utilities, or special districts.

• Nice to have: experience selling GovTech, enterprise SaaS, performance management, strategic planning, budgeting, ERP, civic engagement, or other solutions utilized across government organizations.

• Nice to have: experience working with special districts, including water, utility, transit, parks and recreation, or other independent public agencies.

• Nice to have: familiarity with cooperative purchasing vehicles, government contracts, and other public-sector procurement channels.

• Nice to have: experience with tools such as Outreach, GovSpend, and AI-driven sales tools.

• Consultative approach to understanding organizations and their challenges before recommending solutions.

• Expertise in public-sector sales and procurement.

• Ability to identify deal paths, build consensus among stakeholders, and develop convincing business cases.

• Capacity to maintain accurate forecasts and follow through on commitments.

• Ability to collaborate with Solutions Consultants and other teammates throughout the sales process.

🏝️ Benefits

• Competitive base salary along with a generous commission structure.

• Comprehensive health, dental, and vision insurance.

• Vacation and paid time off.

• A collaborative, high-performing team environment.

• An opportunity to make a significant impact within a growing GovTech company.