Senior Account Executive, Public Sector

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

📋 Description

• Take ownership of and implement a territory strategy across State & Local (SLED) and Federal accounts.

• Drive the acquisition of new logos and expand existing customer engagements.

• Develop and oversee a reliable pipeline of six-figure opportunities through prospecting, collaboration with partners, and leads generated from marketing efforts.

• Ensure accurate tracking of pipelines, forecasting, and account strategies in the CRM system.

• Guide intricate sales cycles from initial discovery to negotiation and closing phases.

• Navigate the procurement, legal, and security processes relevant to public sector environments.

• Perform discovery sessions to identify agencies’ needs related to document, email, and records management.

• Create value propositions, ROI/TCO analyses, and business cases for stakeholders in executive, business, legal, and IT/security roles.

• Collaborate with Sales Engineering and Product teams to develop solutions utilizing security, governance, AI, and integrations.

• Understand and navigate public sector contract vehicles and procurement methods.

• Clearly communicate how NetDocuments’ FedRAMP-authorized solutions meet government security and regulatory standards.

• Monitor public sector initiatives, regulations, and trends impacting document and content management.

• Establish relationships across agencies with legal leaders, CIO/CTO/CISO, records managers, and program directors.

• Formulate account strategies aimed at landing, expanding, and retaining key accounts.

• Work collaboratively with Customer Success, Professional Services, Product, and Marketing teams on implementations and customer value delivery.

• Assist in marketing campaigns, events, and thought leadership initiatives.

• Partner with strategic allies to co-sell and broaden NetDocuments’ reach.

⛳️ Requirements

• A minimum of 7 years of successful experience in enterprise SaaS or software sales.

• At least 3 to 5 years of experience selling to the public sector (SLED and/or Federal).

• A proven history of consistently achieving annual sales targets.

• Experience in closing complex six-figure deals involving multistakeholder buying groups and formal procurement processes.

• Demonstrated success in selling solutions related to content management, document management, collaboration, legal technology, records management, or similar enterprise platforms.

• Familiarity with selling FedRAMP, StateRAMP, or other security-sensitive SaaS solutions to government agencies.

• Strong expertise in value-based and consultative selling methodologies.

• Capability to construct compelling business cases and ROI analyses.

• Exceptional communication, presentation, and negotiation skills.

• Comfortable presenting to both executive and technical audiences.

• Willingness to travel within the U.S. to meet customers, attend events, and support key opportunities as needed.

🏝️ Benefits

• 90% of healthcare premiums covered by the company.

• Company contributions to HSA.

• 401K matching at 4% with immediate vesting.

• Flexible PTO policy, typically offering 3 to 4 weeks per year.

• 10 paid holidays annually.

• Monthly contributions for wellness and life activities.

• Access to LinkedIn Learning, with dedicated monthly time to explore courses.