Account Executive - Lake Erie Region (New York/Pennsylvania)

About the role

BS&A Software, established in 1987, is a trailblazer in delivering exceptional municipal software solutions to over 2,100 local governments. We specialize in streamlining critical municipal functions such as budgets, tax assessments, ordinances, and more with an intuitive, cloud-based platform. As a boutique provider exclusively serving the local government sector, we boast a 100% implementation success rate driven by experience, ownership, and teamwork.

We are seeking a high-performing Enterprise Account Executive to drive growth with a focus on New York and Pennsylvania. This strategic, hunter-focused role is responsible for expanding new logo acquisition while building long-term, trusted relationships within the public sector. You will play a key role in shaping territory strategy, influencing go-to-market execution, and accelerating BS&A’s next phase of growth.

Responsibilities

• Drive new business growth by identifying, engaging, and closing net-new municipal clients across assigned territories.
• Build strategic relationships with key stakeholders across local government agencies.
• Own territory strategy by partnering with sales leadership and marketing to execute targeted account plans and pipeline strategies.
• Lead consultative sales cycles to diagnose client challenges and position BS&A solutions to transform municipal operations.
• Leverage insight-driven selling by conducting deep research to understand organizational priorities, funding dynamics, and decision structures.
• Maintain pipeline discipline by accurately managing opportunities and forecasting within Salesforce.
• Engage across channels using a multi-threaded approach (email, phone, video, social) to drive engagement and progression.
• Represent BS&A in market by participating in industry events, trade shows, and presentations.
• Deliver results by consistently meeting and exceeding quarterly and annual revenue targets.
• Travel up to 20% for client meetings and industry events.
• Forge and strengthen relationships with prospective clients in the governmental sector.
• Work closely with enterprise sales colleagues and the marketing team to develop and execute sales plans to acquire new accounts and achieve set targets.
• Skillfully utilize research to gain insights into customer challenges, identify key stakeholders, and present compelling cases for how BS&A Software can revolutionize their operations.
• Be instrumental in maintaining accurate Salesforce data to craft strategies for future growth.
• Meet and exceed monthly and quarterly quotas for pipeline development and closed business.
• Recognize potential clients, establish key relationships, and participate in industry trade shows and presentations as needed.

Requirements

• 10+ years of sales experience, preferably within the governmental or related software space.
• Solid experience in prospecting, territory planning, and cold-calling.
• Demonstrated history of surpassing sales quotas.
• Ability to thrive in a fast-paced and dynamic environment.
• Exceptional verbal and written communication skills.
• Capacity to build and maintain relationships with prospects.
• Positive and proactive attitude, with the ability to navigate through ambiguity and collaborate effectively with a growing team.
• Commitment to continuous learning, growth, and receptiveness to feedback.

Benefits

• Competitive salary, commission, and bonus structure.
• Comprehensive benefits package, including health insurance and 401K.
• Generous PTO and work-life balance.
• A culture that values diversity, inclusion, and balance.
• Continuous learning and development opportunities.
• A supportive and collaborative working environment with opportunities for career growth.