Account Executive – High Markets

We are looking for outstanding High-Market Account Executives (AE), with experience selling software solutions to Public Sector, State, and Local Government Agencies. This role will be focused specifically on selling our Licensing and Tax solutions to net new prospects. The AE is the “CEO” of their territory and acts as a sales hunter who thrives on relentless prospecting, relationship building, and is viewed as an industry expert in their assigned professions. The candidate will be experienced in complex sales and have experience with a traditional selling methodology (SPIN, GAP, Challenger, Sandler, Edge, etc.). The ideal candidate is exceptional at new business development and leverages a strong selling process and prospecting cadences to generate new revenue opportunities. The candidate is looking to grow in their career and seeking opportunities to move into a more senior selling role or leadership position.   

The AE works in partnership with an assigned Business Development Representative and collaborates with Sales Engineers, SMEs, and Sales Leadership to focus on an assigned territory and convert leads and opportunities into sales. The AE is responsible for the full sales cycle and provides prospective clients with the appropriate products & services offered, conducts discovery meetings, product demonstrations, and additional presentations as needed. The ideal candidate knows how to work with clients to create solutions for their needs and is a value-based or visionary seller. 

 Role & Responsibilities   

• Account Executives are the “CEOs” of their assigned territories.  
• AE’s Segment and Prioritize Customers Based Upon ICP Potential Use Cases & Budgets.  
• AE’s target city and county governments within their assigned territory. 
• AE’s sell our Licensing, Tax, and Short-Term Rental Solutions.  
• AE’s is responsible for self-sourcing 70% of their territory.  
• They develop messaging and utilize cadences to prospect into new government agencies within their assigned territory.  
• Lead all aspects of the sales process, calling upon others to assist in solution development, support, and proposal delivery when needed. 
• Conduct Introductory Meetings, Discovery Meetings, Business Case Analysis, and Proposal Reviews with customers.  
• Maintain a high level of relevant product and industry knowledge to have meaningful conversations with customers.  
• Manage your territory utilizing CRM and other internal systems. 
• Accurately Forecast Quarterly and Monthly Sales Performance. 
• Participate in organizational training sessions, team meetings, and other company events when required. 

 Minimum Qualifications  

• Minimum of 5 years of SaaS Sales Experience as a full cycle Account Executive, meeting or exceeding sales quotas, while fostering long-term relationships with high-market or enterprise clients.  
• Strong history of closing ARR contracts above 6-figures.  
• Strong history of self-sourcing pipelines and elite time management skills.  

  Preferred Qualifications  

• You are a results-oriented Sales Hunter who relentlessly prospects for new business 
• You are growth minded and never stop learning new industry trends or new sales strategies/skills. 
• You are a competitive, hard worker who never loses because of lack of effort.  
• You have great organizational skills and consistently track your progress in CRM. 
• You thrive on presenting to customers and love having conversations with new people. 
• You work well as part of a team and are familiar with team selling.  
• Bonus points for formal sales training.  
• Experience selling into SLED Markets  
• Experience with RFPs.  

 Accountabilities & Performance Expectations:  

• Achieve assigned sales quotas and pipeline generation quotas.  
• Meets assigned leading metrics for introductory meetings, discovery meetings, and product demos.  
• Completes required training and development objectives within assigned timeframes. 
• Accurately forecast sales performance and maintain pipeline hygiene. 

Compensation & Benefits  

• $90,000 - $100,000 annual base + 50/50 SPlut  
• Remote Opportunities (Some state restrictions – see below) 
• Leadership and career development opportunities  
• Competitive insurance (medical, dental, vision, and voluntary life & disability)  
• Mental health benefits  
• 401(k) plan with company match  
• Paid holidays  
• Flexible PTO - no accruals  
• Generous paid parental leave  
• Monthly work from home stipend  

 While we are a remote organization we do have restrictions in a few states: Unfortunately, we cannot hire in these select locations: Arizona, Alaska, Arkansas, Delaware, Hawaii, Idaho, Indiana, Iowa, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Montana, Nebraska, New Hampshire, New Jersey, New Mexico, New York, North Dakota, Oklahoma, Oregon, Rhode Island, South Carolina, South Dakota, Tennessee, Vermont, West Virginia, Wisconsin