Account Executive, Mid-market

About the role

We are seeking a results-driven Account Executive to join a growing sales team. In this role, you’ll own the full sales cycle for mid-market public sector accounts across a defined territory, building trusted relationships and helping government agencies modernize and become more efficient and transparent. This is an opportunity for a consultative seller who thrives in a complex, purpose-driven sales environment and wants to make a real impact in the public sector. This is a remote position with up to 25% travel.

Responsibilities

• Drive net-new revenue by selling to mid-market and large County and City governments across a defined territory
• Consistently meet or exceed assigned sales targets through disciplined pipeline management and execution
• Prospect, engage, and build trusted relationships with C-level and senior government leaders, positioning yourself as a strategic advisor
• Develop and execute a thoughtful territory strategy aligned to market opportunity and account prioritization
• Lead sales conversations across the full cycle, including prospecting meetings, product demonstrations, and deal-advancement discussions—both virtually and in person
• Maintain accurate, timely, and compliant documentation of all sales activities in HubSpot CRM
• Deliver reliable sales forecasts with accuracy consistently within a 10% variance
• Quickly build product expertise and independently demonstrate the platform within the first 30 days
• Collaborate closely with inside sales and field partners through weekly lead-sharing and client strategy sessions
• Own and manage RFP responses within your assigned territory, coordinating inputs and driving timely submissions

Requirements

• Bachelor’s Degree, or equivalent work experience
• Exceptional verbal and written communication skills
• Ability to effectively communicate with stakeholders at all levels
• Track record of being results-oriented and highly motivated to make an impact and grow
• 2+ years experience selling SaaS solutions with complex buying cycles
• Strong relationships within the SLED market, with experience selling technical solutions to medium-to-large County & City government agencies
• Experience working with cooperative purchasing agreements and reseller partners in the Public Sector market
• Familiarity with the laws governing records management, understanding varying state interpretations of the federal Freedom of Information Act and ability to confidently converse with client SMEs on the topic of record requests
• Experience working with a CRM (HubSpot) and Microsoft Suite
• Ability to identify and build large buying teams
• Ability to achieve sales goals with a drive to deliver results
• Ability to effectively communicate and demonstrate SaaS concepts to key contacts and navigate software solution sales
• Strong problem-solving skills
• Ability to develop relationships and partnerships, both internally and with prospective clients
• Project management skills, using tools like Mutual Action Plans to keep alignment
• Adaptable and able to pivot quickly
• Strategic thinking
• Excitement to stay abreast of relevant technology applications and trends
• Able to navigate complex organizational structures
• Use metrics & reporting to identify areas for improvement and continuous development

Benefits

• We are approachable—want to talk to a member of management or leadership? Walk up and say hi.
• We trust you—no excessive rules, as we believe you will embrace our Culture Code and make good decisions.
• We embrace technology—we love it, sell it, support it, use it, and need it.
• We dress comfortably—work hard, not wear a tie.
• We are kind—being kind, forgiving, empathetic, and respectful can change your life and everyone around you.
• We enjoy our team—use your webcam, collaborate, build relationships, and recognize others for doing a great job.
• We virtualize everything—striving for 100% inclusion of our remote teammates.