As an Account Executive for State & Local Government Accounts, you will be crucial in building and closing deals within the SLG sector. You will develop and nurture relationships with key stakeholders, identify opportunities, and drive the sales process from lead generation to deal closure across your accounts. This role requires in-depth knowledge of the hiring needs and challenges of large and small SLG agencies and an acute understanding of how they function. It will also require strategic thinking, relationship building, and a strong focus on achieving revenue targets.

Responsibilities

• Develop and cultivate deep relationships with senior executives at executive levels
• Meet or exceed annual quota by generating high volume of meetings with SLG and its large departments and agencies
• Understand a department or agencies’ business drivers, challenges and pain points
• Navigate SLG acquisition processes and contracting
• Schedule, manage and run large department meetings with senior economic buyers within large SLG Departments
• Create proposals, executive briefings, and conduct executive roundtables for HR and business leaders at SLG agencies
• Generate scalable pipeline and revenue to achieve 100% of annual quota attainment
• Lead participation in industry events to drive new business development
• Coordinate large-scale efforts across various departments to drive enterprise-wide agreements
• Utilize Salesforce.com on a daily basis to manage activity, leads, follow-up and pipeline
• Execute new sales activities in support of our market pursuit when requested

Qualifications

• Proven knowledge of US government acquisition process and contracting
• 3-5+ years of Account Executive experience selling Saas based solutions into the SLG space
• Success in pitching and closing six-figure deals
• Experience navigating and building relationships within large departments and agencies within the SLG
• Proven ability to negotiate large government contracts while developing off-cycle pipeline and new lead generation
• Proven success selling enterprise-wide solutions
• Excellent customer-facing skills and ability to manage a room of senior government officials
• Ability to navigate complex contract structures
• A strong history of quota attainment and excellent performance
• Experience preparing account plans and business value narratives
• Proven ability to collaborate successfully with a go-to-market team

Compensation range

• $260,000 – $280,000 OTE