Account Executive, Public Sector

About the role

You’re a driven, results-oriented sales professional who thrives in a fast-paced environment and is motivated by uncapped earning potential. You’re excited by the opportunity to work with fascinating customers and prospects across the public sector. You’ll be responsible for sourcing and closing new business, influencing and owning the sales process while driving meaningful outcomes and ARR growth.

Responsibilities

• Create your business development plan and work to close new customers using strategic sales tactics (emails, phone calls, web-based demos, face-to-face meetings, etc.)
• Navigate complex organizational structures to identify and drive the sale process with multi-layer stakeholders in enterprise organizations: executive sponsors, champions, and buyers
• Develop a strategic business plan to source and close net new logos within a given territory
• Research and understand the business objectives of your customers and perform a value-driven sales cycle
• Collaborate with internal partners to move deals forward and ensure customer success
• Consistently deliver ARR revenue targets and drive success through a metric-based approach
• Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings
• Provide timely and insightful input back to other corporate functions, including Product Management, Customer Success and Account Management
• Create ROI and business justification reports based on a data-driven approach
• Run tight POCs based on business success criteria

Requirements

• 3+ years of experience successfully closing Public Sector sales opportunities
• 3+ years of experience carrying a $500k+ quota
• High proficiency in selling software as a service (SaaS) and cloud-based solutions to government customers
• Proven experience building relationships and selling face-to-face to Procurement groups, C-level executives, and public sector officials
• Proven track record of success in building a direct customer strategy and creating relationships across customer departments
• Clear examples of closing complex deals and selling into complex organizations
• Able to learn, pitch, and demonstrate a technical product and have the ability to adapt in a fast-growing and changing environment
• Effectively use a repeatable method for uncovering greenfield opportunities and building out a new territory

Qualifications

• Considered a plus: Domain expertise in fleet management, Experience selling in transportation, logistics, or construction

Skills

• Strong communication and interpersonal skills
• Ability to build and maintain strong relationships with clients and colleagues
• Proficiency in Microsoft Office Suite
• Experience with CRM tools

Benefits

• Multiple health/dental coverage options (100% coverage for employee, 50% for family)
• Vision insurance
• Incentive stock options
• 401(k) match of 4%
• PTO - 4 weeks (increases at year two!)
• 12 company holidays + 2 floating holidays
• Parental leave - birthing parent (16 weeks paid), non-birthing (4 weeks paid)
• FSA & HSA options
• Short and long term disability (short term 100% paid)
• Community service funds
• Professional development funds
• Wellbeing fund - $150 quarterly
• Business expense stipend - $125 quarterly
• Mac laptop + new hire equipment stipend
• Fully stocked kitchen with tons of drinks & snacks (BHM only)
• Remote working friendly since 2012

Pay

Competitive salary and bonus structure based on performance

Schedule

Flexible remote work schedule with occasional travel required (~20%)