State and Local Government Account Executive

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $100k - $130k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

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Softdocs

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1998

📚 Education

🏛️ Government

☁️ SaaS

Education • Government • SaaS

Softdocs is a document management and process automation platform focused on eliminating manual, paper-based workflows for higher education institutions, K-12 school districts, and government agencies. The cloud-native solution provides document storage, no-code workflow automation, user-friendly eForms, unlimited eSignatures, and intelligent document and transcript processing to digitize records, speed approvals, and improve security and business continuity. Softdocs serves over 1,000 public-sector customers and emphasizes secure, enterprise-grade cloud migration and long-term total cost of ownership improvements.

📋 Description

• Develop and execute a sales strategy across an assigned U.S. territory • Prioritize target accounts and departments and develop actionable account plans • Prospect into target accounts and create opportunities before formal RFPs • Uncover modernization initiatives and operational pain points • Develop champions and engage stakeholders early in the buying process • Maintain at least 4x qualified pipeline coverage • Progress opportunities and achieve or exceed assigned bookings quota • Build consultative relationships with government executives and administrators • Lead discovery and translate customer needs into business cases for Softdocs • Navigate RFP/RFI processes, cooperative purchasing, contract vehicles, budget cycles, and approvals • Lead sales cycles from prospecting and discovery through demonstrations, proposals, procurement, negotiation, and contract execution • Develop deal strategies, tailored proposals, executive summaries, and multi-year commercial agreements • Coordinate Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership • Build relationships with technology partners, consultants, procurement organizations, and associations • Maintain opportunity data, pipeline coverage, forecasts, and CRM hygiene in Salesforce • Develop expertise in Softdocs products, services, use cases, and value proposition • Represent Softdocs at customer meetings, industry events, conferences, and government associations • Share customer, market, procurement, and product insights with Softdocs • Maintain a professional home-office environment and travel as required • Perform other duties as assigned

🎯 Requirements

• 5+ years of quota-carrying B2B software or SaaS sales experience • Demonstrated experience selling technology solutions to state and/or local government • Proven success developing net-new business and achieving or exceeding quota • Proven ability to build pipeline through outbound prospecting, relationships, partners, events, and strategic account development • Experience managing and closing complex, multi-stakeholder software sales cycles • Working knowledge of government procurement, including RFP/RFI processes, public-sector contracting, cooperative purchasing, and approval cycles • Ability to build credibility with executive, IT, and operational stakeholders • Strong discovery, presentation, negotiation, and written communication skills • Ability to develop business cases and communicate value to technical and non-technical audiences • Strong territory planning, opportunity management, forecasting, and CRM discipline • Experience using Salesforce or a comparable CRM • Ability and willingness to travel within the assigned territory • Established relationships within state or local government preferred • Experience selling document management, enterprise content management, workflow automation, eForms, intelligent document processing, ERP, or adjacent GovTech solutions preferred • Experience helping government organizations replace or modernize legacy systems and manual processes preferred • Experience using cooperative purchasing agreements or other public-sector contract vehicles preferred • Familiarity with government ERP and business systems preferred • Experience developing business through partners, consultants, associations, or other public-sector channels preferred • Formal training in a consultative or enterprise sales methodology preferred

🏖️ Benefits

• Remote Position – this role is 100% remote with up to 35% travel • Direct Access to our CEO • Medical, Dental, Vision, 401K, Disability Insurance, $15,000 Life Insurance • Flexible PTO • 13 Holidays • Paid Parental Leave • Remote Work Office Setup stipend for a laptop and supporting equipment • Flexibility to set work hours while being available for clients • Professional Development opportunities • Mentorship and access to senior leaders • People First Company & Team Culture • Inclusivity initiatives, including Culture Club, company OKRs, and monthly company meetings • Retention record with average employee tenure of 5 to 8 years and employees with 10+ years at the company