Account Executive - State & Local Government (Remote, United States)

APPLICATION DEADLINE: This opportunity will be taken offline based on applicant volume. We encourage you to apply today if interested.We know the job search process can feel uncertain and want to be respectful of your time and interest. All candidates who apply online will receive application status updates via email. Thank you for considering M-Files as your next career opportunity. Who we are:M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance.Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries. At M-Files, our Guiding Principles unite us across diverse cultures and personalities:Make It Happen - We set bold goals, take ownership, learn from mistakes, and relentlessly pursue resultsHelp Others - We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins togetherLove Customers - We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed. To learn more about us we encourage you to visit http://www.m-files.com/careers Learn more about what earned us the https://www.greatplacetowork.com/certified-company/1419975 M-Files is seeking a dedicated State & Local Government Account Executive responsible for driving new business growth within public sector organizations across North America. This role will focus exclusively on net new opportunities within state governments, counties, municipalities, and special districts. The successful candidate will understand the unique challenges public sector organizations face around records management, transparency, compliance, digital services, procurement processes, and operational efficiency. This individual will serve as a trusted advisor while introducing M-Files as a modern platform for information management, workflow automation, governance, and digital transformation. This is a pure hunter role designed for an individual who thrives in creating opportunities where none exist today. The ideal candidate will be highly self-motivated, comfortable navigating complex government buying cycles, and capable of building executive-level relationships across multiple agencies and departments. Success in this role requires a disciplined approach to territory planning, prospecting, business development, and consultative solution selling. ResponsibilitiesProspect and acquire net new State and Local Government customersDevelop strategic territory and account plans targeting key agencies and departmentsNavigate government procurement processes and contract vehiclesEngage with department leaders, CIOs, clerks, records managers, compliance officers, and procurement teamsPosition M-Files solutions for records management, governance, workflow automation, public records requests, and modernization initiativesCollaborate with channel partners and system integrators serving the public sectorGenerate, maintain, and advance a healthy pipeline of opportunitiesExceed quarterly and annual bookings targetsForecast accurately and maintain opportunity hygiene within SalesforceDevelop executive relationships that create long-term strategic value for M-FilesSuccess ProfileThe ideal candidate is a self-starter who enjoys building territory from the ground up and possesses the persistence, discipline, and strategic mindset required to win complex government opportunities.Key Interfaces to Other M-Files Roles:Direct Sales team membersSales EngineersBusiness Development RepresentativesProfessional ServicesCustomer SuccessProduct ManagementMarketing Requirements 8+ years of enterprise software or SaaS sales experienceDemonstrated success selling into State and Local Government organizationsExperience navigating public sector procurement processes and RFP-driven buying cyclesProven history of consistently achieving or exceeding quota in a net new sales environmentExperience selling document management, records management, ECM, workflow automation, governance, compliance, or adjacent software solutionsStrong executive presence with exceptional communication and presentation skills Benefits What We Offer: As remote enabled company our employees enjoy the flexibility to establish their own life/work balance10 paid holidays annuallyUnlimited PTOMatching 401K Plan (25% of employee's contribution up to the IRS max)Health insurance (PPO and HDHP/HSA plans offered)Dental insuranceVision insuranceLife insurance (1x employee salary)Short-term disability (employer paid)Long-term disability (employer paid)Flexible Spending Plan (medical and dependent)