State and Local Government Account Executive

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

📋 Description

• Create and implement a sales strategy for a designated U.S. territory.

• Identify priority target accounts and departments, developing actionable plans for each.

• Engage in prospecting activities within target accounts to generate opportunities prior to formal RFPs.

• Discover modernization initiatives and identify operational challenges.

• Cultivate champions and involve stakeholders early in the purchasing journey.

• Ensure a minimum of 4x qualified pipeline coverage.

• Advance opportunities and meet or surpass assigned booking quotas.

• Establish consultative relationships with government executives and administrators.

• Conduct discovery sessions and convert customer needs into business cases for Softdocs.

• Navigate the RFP/RFI process, cooperative purchasing, contract structures, budget cycles, and approval processes.

• Manage sales cycles from initial prospecting and discovery to demonstrations, proposals, procurement, negotiation, and contract finalization.

• Formulate deal strategies, customized proposals, executive summaries, and multi-year commercial contracts.

• Collaborate with Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership.

• Foster relationships with technology partners, consultants, procurement organizations, and associations.

• Maintain opportunity data, pipeline coverage, forecasts, and CRM cleanliness in Salesforce.

• Acquire deep knowledge of Softdocs products, services, use cases, and value propositions.

• Represent Softdocs at customer meetings, industry events, conferences, and governmental associations.

• Share insights regarding customers, market trends, procurement, and product developments with Softdocs.

• Maintain a professional home-office setting and travel as necessary.

• Undertake additional responsibilities as assigned.

⛳️ Requirements

• Minimum of 5 years in quota-carrying B2B software or SaaS sales.

• Proven experience in selling technology solutions to state and/or local governments.

• Demonstrated success in generating new business and meeting or exceeding quotas.

• Proven ability to build a pipeline via outbound prospecting, relationship-building, partnerships, events, and strategic account development.

• Experience in managing and closing intricate, multi-stakeholder software sales cycles.

• Familiarity with government procurement processes, including RFP/RFI procedures, public-sector contracting, cooperative purchasing, and approval cycles.

• Capacity to establish credibility with executive, IT, and operational stakeholders.

• Strong skills in discovery, presentation, negotiation, and written communication.

• Ability to formulate business cases and convey value propositions to both technical and non-technical audiences.

• Proficient in territory planning, opportunity management, forecasting, and CRM discipline.

• Experience with Salesforce or a similar CRM platform.

• Willingness and ability to travel within the assigned territory.

• Established connections within state or local government are preferred.

• Experience in selling document management, enterprise content management, workflow automation, eForms, intelligent document processing, ERP, or related GovTech solutions is preferred.

• Background in assisting government entities in transitioning from or modernizing legacy systems and manual processes is preferred.

• Familiarity with using cooperative purchasing agreements or other public-sector contract vehicles is preferred.

• Knowledge of government ERP and business systems is preferred.

• Experience in developing business through partnerships, consultants, associations, or other public-sector channels is preferred.

• Formal training in a consultative or enterprise sales methodology is preferred.

🏝️ Benefits

• Fully remote position with up to 35% travel required.

• Direct access to our CEO.

• Comprehensive medical, dental, and vision benefits, along with 401K, disability insurance, and $15,000 life insurance.

• Flexible paid time off (PTO).

• 13 designated holidays.

• Paid parental leave.

• Stipend for remote work office setup, including a laptop and necessary equipment.

• Flexibility to establish work hours while ensuring availability for clients.

• Opportunities for professional development.

• Mentorship and access to senior leadership.

• Commitment to a people-first company culture and team environment.

• Inclusivity initiatives, including a Culture Club, company OKRs, and monthly meetings.

• Strong retention record with average employee tenure of 5 to 8 years, including employees with over 10 years at the company.