Senior Account Executive, State and Local Government (SLG)

How you will impact the organization…

The Senior Account Executive – State & Local Government (SLG) will report directly to the Vice President of Public Sector Sales and will be responsible for driving revenue growth and expanding adoption of Consensus’s FedRAMP authorized solutions across the State and Local Government market.

This role requires a highly strategic and experienced sales professional with deep expertise in the State and Local Government sector, strong executive presence, and a proven track record of developing and closing complex public sector opportunities. The ideal candidate will possess an extensive network of relationships, specifically within State HHS agencies and understand the regulatory, operational, and procurement challenges facing government healthcare organizations.

The successful candidate must be tech savvy, thrive in ambiguity, take ownership of outcomes, and operate with a high degree of accountability. This individual will play a critical role in accelerating growth, expanding strategic partnerships, and positioning Consensus as a trusted solution provider within the SLG healthcare ecosystem.

The value you will deliver…

• Strategic Account Development - Develop and execute a comprehensive State & Local Government go-to-market strategy focused on State agencies, specifically HHS, Medicaid organizations, public health departments, and related healthcare entities. Identify key opportunities to drive significant revenue growth for Consensus’s secure cloud and digital document exchange solutions.
• Business Growth & Revenue Expansion - Build and maintain a robust pipeline of qualified opportunities within the SLG market. Develop strategic account plans, manage long sales cycles, and consistently exceed revenue targets through consultative solution selling.
• Relationship Management - Leverage existing relationships within State HHS agencies and the broader SLG ecosystem to create new business opportunities and strengthen strategic partnerships. Establish trusted advisor relationships with executive leadership, procurement officials, IT leaders, and healthcare program stakeholders.
• Partnership & Channel Development - Establish, manage, and expand relationships with systems integrators (SIs), value-added resellers (VARs), consultants, and other strategic public sector partners. Utilize partnerships as a force multiplier to increase market reach and accelerate sales cycles.
• Sales Leadership & Business Development - Actively engage in prospecting, opportunity development, contract negotiations, and deal closure activities. Serve as a subject matter expert and trusted representative of Consensus within the State & Local Government marketplace.
• Policy & Regulatory Alignment - Understand and align solutions to key healthcare and government regulations impacting State HHS agencies, including digital modernization initiatives, healthcare interoperability requirements, security mandates, and cloud adoption strategies.
• Product & Customer Advocacy - Act as the voice of the customer by providing actionable market feedback to product and technology teams regarding SLG specific requirements, regulatory needs, and competitive differentiators.
• Thought Leadership - Represent Consensus at State & Local Government industry events, conferences, webinars, and forums. Build credibility and brand awareness through executive engagement and public sector thought leadership.
• Cross Functional Collaboration - Partner closely with Marketing, Product, Engineering, Legal, and Compliance teams to ensure alignment of SLG strategies, messaging, and solution delivery. Assist in developing SLG-specific marketing collateral, case studies, and customer success stories.
• Assist in developing public sector-specific marketing materials and case studies.
• Collaborate with the legal and compliance teams to ensure all public sector activities adhere to regulations.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.
• Strategic Thinking: Ability to see the big picture and translate a vision into a clear, actionable plan.
• Problem-Solving: Resourcefulness to overcome unique challenges in the public sector sales cycle.
• Communication: Exceptional communication and diplomacy skills to manage varied internal and external stakeholders.
• Entrepreneurial Spirit: A proactive, "build-it" mentality with the ability to thrive in a high-growth, ambiguous environment.
• Tech-Savvy: Possess a strong technical acumen to understand and articulate the complexities of a FedRAMP High certified SaaS solution.
• Deep understanding of the Federal Acquisition Regulation (FAR) and other public sector procurement processes.
• Working knowledge of FedRAMP, HIPAA, and cloud security requirements within government healthcare environments.

What you will bring to the table…

• 10+ years of experience selling into the State & Local Government (SLG) market.
• Demonstrated experience working directly with State Health & Human Services (HHS) agencies is required.
• Experience with CRM and sales enablement platforms (e.g., Salesforce)
• Established relationships and existing networks within State HHS agencies and the broader SLG healthcare ecosystem strongly preferred.
• Demonstrated experience in selling software-as-service (SaaS) or cloud-based solutions to government entities.
• Proven track record of consistently exceeding sales quotas and driving revenue growth within public sector accounts.
• Demonstrated experience selling SaaS, cloud based, or enterprise technology solutions to government entities.
• Strong understanding of State procurement processes, contract vehicles, and public sector sales cycles.
• Knowledge of healthcare modernization initiatives, digital transformation strategies, and government compliance requirements.
• Experience working with channel partners, systems integrators, and consulting organizations supporting SLG agencies.
• Exceptional communication, presentation, and executive relationship management skills.
• Entrepreneurial mindset with the ability to thrive in a fast paced, high growth environment.
• Maintain accurate forecasting and pipeline management within CRM systems.
• Strong technical acumen with the ability to articulate complex SaaS and cloud solutions to both technical and business stakeholders.

You will stand out if you also have…

• Experience in both large, established companies and smaller, high-growth environments.
• Prior experience in a role with direct reporting responsibility to a senior executive.

Additional details…

• Location requirements: Fully remote within the U.S. 
• Travel requirements: Up to 30% Travel Domestic
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No
• Security clearance: This position is contingent upon satisfactory completion of a more extensive background check through the Federal Government as a Public Trust Position. Requirements include (subject to change), but are not limited to, active U.S. Citizenship or Green Card Holder residing in the U.S. for a minimum of 3 consecutive years and working location is in the U.S.

The salary range for this role is $145,000 - $160,000 USD annually. On Target Earnings are between $145,000 - $295,000 USD.  The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.