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, focusing on acquiring new logos and expanding within existing clients.

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

• Ensure accurate maintenance of pipelines, forecasts, and account plans within the CRM system.

• Manage intricate sales cycles from initial discovery to negotiation and closure, effectively navigating public-sector procurement, legal, and security processes.

• Conduct discovery sessions to identify agencies’ needs regarding document, email, and records management, including FOIA, case management, discovery, records retention, and compliance.

• Craft value propositions, ROI/TCO analyses, and comprehensive business cases for executives, business sponsors, legal teams, and IT/security stakeholders.

• Collaborate with Sales Engineering and Product teams to design solutions that incorporate security, governance, AI, and integrations such as Microsoft 365 and e-signature.

• Navigate public-sector contract vehicles and procurement pathways in collaboration with distribution and channel partners.

• Clearly communicate how NetDocuments’ FedRAMP-authorized offerings and compliance measures meet government security and regulatory requirements.

• Keep abreast of public-sector initiatives, regulations, and trends that influence document and content management.

• Establish multithreaded relationships across agencies, engaging with legal leadership, CIO/CTO/CISO, records managers, and program owners.

• Formulate long-term account strategies to land, expand, and retain strategic accounts.

• Work with Customer Success, Professional Services, Product, and Marketing teams to facilitate implementations and enhance customer value realization.

• Participate in marketing campaigns, events, and thought leadership initiatives aimed at public-sector legal and IT stakeholders.

• Align with strategic partners such as systems integrators, resellers, and consulting partners to co-sell and broaden NetDocuments’ market presence.

⛳️ Requirements

• A minimum of 7 years of proven experience in enterprise SaaS or software sales, with at least 3–5 years focused on the public sector (SLED and/or Federal).

• A demonstrated history of consistently achieving annual sales plans and successfully closing complex six-figure deals involving multistakeholder buying groups and formal procurement processes.

• Experience in successfully selling solutions related to content management, document management, collaboration, legal technology, records management, or related enterprise platforms.

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

• Strong expertise in value-based and consultative selling methodologies, including the ability to create business cases and conduct ROI analyses.

• Exceptional communication, presentation, and negotiation skills; comfortable delivering presentations to both executive and technical audiences.

• Willingness to travel within the U.S. to meet clients, participate in events, and support critical opportunities, as necessary.

• Optional: Experience in selling to legal teams.

• Optional: Knowledge of the Microsoft 365 ecosystem and its integrations (SharePoint, Teams, Outlook) within a government context.

• Optional: Understanding of FOIA processes, public records management, and government records retention requirements.

• Optional: Experience with major public sector distributors and contract vehicles.

• Optional: A hunter mindset, executive presence, outcome-oriented approach, collaborative spirit, and technical understanding of platform capabilities, integrations, and security/compliance concepts.

🏝️ Benefits

• Company covers 90% of healthcare premiums.

• Company contribution to HSA.

• 401K match at 4% with immediate vesting.

• Flexible PTO, typically amounting to 3 to 4 weeks annually.

• 10 paid holidays each year.

• Monthly contributions for wellness and life activities.

• Access to LinkedIn Learning with dedicated monthly time to explore educational resources.