Account Executive

Responsibilities

• Own the full sales cycle from prospecting and lead generation through contract execution and close.
• Drive new logo acquisition by identifying, engaging, and building relationships with key decision-makers in prospective organizations.
• Build and maintain a healthy pipeline to consistently achieve or exceed quarterly and annual booking targets.
• Accurately forecast opportunities and maintain visibility into current and future bookings.
• Conduct discovery sessions to understand customer needs, business challenges, and desired outcomes.
• Deliver compelling product demonstrations, presentations, and proposals tailored to customer requirements.
• Develop ROI analyses and business cases that articulate the value of Xpress Bill Pay solutions.
• Articulate the business value of digital payments, including improved citizen engagement, increased payment adoption, operational efficiency, and revenue acceleration.
• Develop a deep understanding of electronic payment workflows, customer payment experiences, and industry trends.
• Navigate public sector procurement processes, including RFPs, RFIs, and contract negotiations.
• Maintain accurate customer, activity, and opportunity records within Salesforce CRM.
• Collaborate cross-functionally with Marketing, Product, Sales Engineering, Customer Success, Implementation, Support, Finance, and Executive Leadership teams.
• Represent Xpress Bill Pay and Springbrook at industry conferences, trade shows, and customer events.
• Provide customer and market feedback to help inform product strategy and competitive positioning.

Requirements

• 3+ years of experience in software, SaaS, fintech, or payments sales with a track record of meeting or exceeding quota.
• Experience selling payment solutions, ERP software, accounting software, utility billing solutions, or related technologies preferred.
• Strong prospecting, pipeline generation, and territory management skills.
• Demonstrated success managing complex sales cycles involving multiple stakeholders and longer buying processes.
• Strong discovery, negotiation, and consultative selling skills.
• Experience delivering presentations, software demonstrations, and business value discussions to customers.
• Proficiency using Salesforce or similar CRM platforms for opportunity management and forecasting.
• Excellent written, verbal, and presentation skills.
• Strong organizational and time management skills with the ability to manage competing priorities.
• Ability to work independently while collaborating effectively across teams.

Preferred Qualifications

• Experience selling into municipalities, utilities, local government agencies, or other public sector organizations.
• Familiarity with public sector procurement processes and RFP responses.
• Knowledge of electronic payments, merchant services, financial systems, or enterprise ERP solutions.

Ideal Candidate

• Demonstrates a customer-centric and consultative approach to selling.
• Strong business acumen and the ability to articulate measurable value.
• Curiosity and thoughtful discovery skills.
• Accountability, ownership, and a results-oriented mindset.
• Executive presence and the ability to build credibility with diverse stakeholders.
• Resilience, adaptability, and the ability to thrive in a fast-paced environment.
• Strong collaboration skills and the ability to leverage cross-functional partners to advance opportunities.