Account Executive

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve. At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We are a growing, mission-driven company where smart, curious people come together to build technology that serves the public good.

About the Role

Public agencies are modernizing how they buy, and the demand in front of us is real. Cities, counties, school districts, and special districts across the country still run solicitations on manual, disconnected processes, and they are actively looking for a better way. We are growing our Account Executive team to meet that demand with sellers who can own a full cycle and win new business. This is a hunting role. You will identify the right agencies, open doors with procurement and contracting officers, run consultative discovery, deliver demonstrations that land, guide agencies through proposal and formal procurement steps, and close.

Responsibilities

• Pipeline Development & Prospecting
  • Own your pipeline from the top by identifying agencies worth pursuing, finding the right entry points, and opening doors with procurement officers, contracting officers, finance leaders, and department heads.
  • Maintain a consistent prospecting rhythm across calls, email, social outreach, events, and referrals to keep a healthy funnel of qualified opportunities.
  • Collaborate with SDR and Marketing teams to share field insights, refining targeting, messaging, and sequences.
• Discovery, Demo & Deal Management
  • Run consultative discovery to understand an agency’s current processes, funding cycles, compliance obligations, and internal dynamics before demonstrating the product.
  • Deliver demonstrations that connect capability to outcome, focusing on how the platform changes the agency’s workflow rather than listing features.
  • Own every stage through to signature, including building the business case, handling objections, managing pricing conversations, and maintaining momentum through proposal, evaluation, and approval.
• Public Sector Fluency
  • Learn how public agencies buy, including budget cycles, approval layers, cooperative contracts, sole source justifications, and formal solicitation requirements.
  • Multi-thread across the full buying group, engaging procurement leads, finance stakeholders, and leadership to ensure deal continuity.
  • Represent SOVRA with expertise and integrity, building a reputation that encourages repeat business and referrals.
• Forecasting & Account Planning
  • Maintain accurate and current Salesforce records to ensure reliable forecasting for activity, stages, next steps, and close dates.
  • Build strategic account plans that go beyond activity lists, articulating what must be true for each deal to close.
  • Flag risks early and consistently meet activity and pipeline commitments to avoid quarter-end surprises.

Requirements

• Full-cycle closing track record with 3+ years of quota-carrying experience selling SaaS or software end-to-end, from self-sourced first conversation through discovery, demo, proposal, and close.
• Hunting orientation with comfort generating your own pipeline; cold outreach and self-sourced opportunities are a normal part of your workflow.
• Experience with long, multi-stakeholder buying processes, including committee review, formal approval, or procurement sign-off.
• Consultative selling instincts, leading with questions rather than features, and adapting communication for hands-on users or executive audiences.
• Clear, credible, and professional written and verbal communication with strong English fluency (oral and written).
• Salesforce discipline and forecast accuracy, documenting deal progress and maintaining a clean pipeline.
• Curiosity, effort, and integrity—willingness to learn a new market, apply coaching, and win business ethically.
• US work authorization; SOVRA is not able to sponsor work visas or transfers at this time.

Nice to Have

• Public sector, GovTech, or procurement software experience, particularly selling to cities, counties, school districts, or special districts.
• RFP and formal solicitation experience, including contributing to structured proposals and positioning solutions competitively.
• Familiarity with modern sales tooling such as Gong (revenue intelligence) and sales engagement platforms.
• Experience selling in competitive markets, differentiating and winning attention against incumbents or familiar alternatives.

What Success Looks Like

• 3 months: Complete onboarding, speak credibly about the product and public procurement landscape, build a working pipeline, run discovery calls and demonstrations, and meet activity commitments.
• 6 months: Have active opportunities in late stages, maintain a reliable forecast, close or near-close new agency business, and refine a prospecting approach that produces steady engagement.
• 12 months: Deliver against your annual target, build a pipeline that carries into future quarters, and become a trusted, knowledgeable presence with the agencies you serve.