State and Local Government (SLG) Account Executive

2 hours, 19 minutes ago
Full-time
Senior
Sales and Business Development
Softdocs

Softdocs

Softdocs offers education-focused ECM solutions, electronic forms, and workflow automation to streamline processes and enhance productivity in higher education and K-12 markets.

Internet Software & Services
51-200
Founded 1998

Description

  • Develop and execute a territory sales strategy for state and local government organizations.
  • Build account plans, prioritize target accounts, and identify stakeholders and modernization initiatives.
  • Generate net-new opportunities through prospecting, early demand creation, and champion development.
  • Maintain at least 4x qualified pipeline coverage and achieve or exceed bookings quota.
  • Lead consultative discovery and translate operational challenges into compelling business cases.
  • Manage the full sales cycle from prospecting through proposals, procurement, negotiation, and contract execution.
  • Navigate RFP/RFI processes, contract vehicles, budget cycles, and government approval requirements.
  • Create tailored proposals, executive summaries, and multi-year commercial agreements.
  • Coordinate internal teams including Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and leadership.
  • Maintain accurate Salesforce opportunity data, forecasts, and pipeline reporting; represent Softdocs at customer and industry events.

Requirements

  • 5+ years of quota-carrying B2B software or SaaS sales experience.
  • Experience selling technology solutions to state and/or local government organizations.
  • Proven record of developing net-new business and meeting or exceeding quota.
  • Ability to build pipeline through outbound prospecting, partners, events, relationships, and strategic account development.
  • Experience managing complex, multi-stakeholder software sales cycles.
  • Working knowledge of government procurement, including RFP/RFI processes, public-sector contracting, cooperative purchasing, and approval cycles.
  • Strong discovery, presentation, negotiation, written communication, territory planning, forecasting, and CRM management skills.
  • Experience using Salesforce or a comparable CRM.
  • Ability to travel within the assigned territory for customer meetings and industry events, up to 35%.
  • Preferred: experience selling GovTech, document management, workflow automation, eForms, intelligent document processing, ERP, or related solutions; established government relationships; and formal consultative or enterprise sales training.

Benefits

  • 100% remote role with flexible work hours and up to 35% travel.
  • Medical, dental, vision, 401(k), disability insurance, and $15,000 life insurance.
  • Flexible PTO, 13 paid holidays, and paid parental leave.
  • Home-office stipend for a laptop and supporting equipment.
  • Professional development and mentorship from senior leaders.
  • Direct access to the CEO and a collaborative, inclusive team culture.

Interested in this position?

Apply directly on the company website

Apply Now

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