Account Executive

About SOVRA

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.

At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We are a growing, mission driven company where smart, curious people come together to build technology that serves the public good. Learn more at sovra.com.

About the Opportunity

Public agencies are modernizing how they buy, and the demand in front of us is real. Cities, counties, school districts, and special districts across the country still run solicitations on manual, disconnected processes, and they are actively looking for a better way. We are growing our Account Executive team to meet that demand with sellers who can own a full cycle and win new business.

This is a hunting role. You will identify the right agencies, open doors with procurement and contracting officers, run consultative discovery, deliver demonstrations that land, guide agencies through proposal and formal procurement steps, and close. You will have SDR support and a marketing engine behind you, and you will still be expected to generate a meaningful share of your own pipeline.

What You’ll Do

Pipeline Development & Prospecting

• You own your pipeline from the top. Identifying the agencies worth pursuing, finding the right entry points, and opening doors with procurement officers, contracting officers, finance leaders, and department heads.

• You don’t wait for inbound. You maintain a consistent prospecting rhythm across calls, email, social outreach, events, and referrals, and keep a healthy funnel of qualified opportunities in front of you.

• You work as one team with SDR and Marketing. Sharing what you are hearing in the field so that targeting, messaging, and sequences keep getting sharper.

Discovery, Demo & Deal Management

• You run consultative discovery that earns trust. Understanding an agency’s current processes, funding cycles, compliance obligations, and internal dynamics before you ever show a screen.

• You deliver demonstrations that connect capability to outcome. Showing procurement teams what changes about their week rather than walking through a feature list.

• You own every stage through to signature. Building the business case, handling objections, managing pricing conversations, and keeping momentum through proposal, evaluation, and approval.

Public Sector Fluency

• You learn how public agencies actually buy. Budget cycles, approval layers, cooperative contracts, sole source justifications, and formal solicitation requirements, and you work with that reality rather than against it.

• You multi-thread across the full buying group. From the procurement lead who will live in the platform to the finance and leadership stakeholders who approve the spend, so a deal survives a change in your main contact.

• You represent SOVRA with expertise and integrity. Building the kind of reputation that makes agencies want to work with us again and recommend us to their peers.

Forecasting & Account Planning

• You keep Salesforce accurate and current. So that your activity, stages, next steps, and close dates give a forecast the team can rely on.

• You build account plans that reflect real strategy. Not activity lists, and you can articulate what has to be true for each deal to close.

• You flag risk early. You hit your activity and pipeline commitments consistently, and you surface a slipping deal before it surprises anyone at quarter end.

What You’ll Bring

Requirements

• Full-cycle closing track record. 3+ years of quota-carrying experience selling SaaS or software end to end, from self-sourced first conversation through discovery, demo, proposal, and close, with specific examples of deals won and targets hit.

• A hunting orientation. You are comfortable generating your own pipeline and do not rely on leads arriving. Cold outreach and self-sourced opportunities are a normal part of how you work.

• Experience with long, multi-stakeholder buying processes. You have carried deals that required committee review, formal approval, or procurement sign-off, and you know how to keep them alive across multiple quarters.

• Consultative selling instincts. You lead with questions rather than features, and you can hold a room of agency directors as comfortably as you write a tight follow-up email.

• Clear, credible communication. Your written and verbal communication is precise and professional, and you can adjust your message for a hands-on user or an executive audience without losing the point. Strong English fluency required, both oral and written.

• Salesforce discipline and forecast accuracy. You document what is happening in your deals, keep your pipeline clean, and forecast honestly, including when the news is not good.

• Curiosity, effort, and integrity. You do the homework on a market you are new to, you take coaching and apply it, and you win business the right way.

• US work authorization. You are authorized to work in the United States. We are not able to sponsor work visas or transfers at this time.

Nice to Have

• Public sector, GovTech, or procurement software experience. Selling to cities, counties, school districts, or special districts is a real advantage, although we will help you learn the market and the buyer.

• RFP and formal solicitation experience. You have contributed to structured proposals and understand how to position a solution competitively inside a formal procurement process.

• Familiarity with modern sales tooling. Experience with revenue intelligence and call recording tools such as Gong, along with sales engagement platforms, means less time getting up to speed.

• Experience selling in competitive markets. You know how to differentiate and win attention when prospects already have an incumbent or a familiar alternative.

What Success Looks Like

• 3 months - You have completed onboarding, can speak credibly about the product and the public procurement landscape, and have built a working pipeline. You are running your own discovery calls and demonstrations and consistently meeting your activity commitments.

• 6 months - You have active opportunities in late stages, a forecast you stand behind, and new agency business closed or close to closing. Your prospecting approach is producing steady engagement and peers are borrowing what works for you.

• 12 months - You have delivered against your annual target, built a pipeline that carries into the following quarters, and become a trusted, knowledgeable presence with the agencies you serve.

If this sounds like the role you have been looking for, we would love to hear from you.

Thank you for your interest in SOVRA. However, only selected candidates will be contacted.

At SOVRA, we are committed to fostering an inclusive and equitable workplace. We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws. We provide a work environment free from discrimination and harassment. In addition, we are committed to ensuring pay equity across our organization and regularly review our compensation practices.

International Data Base Corp doing business under SOVRA™ participates in E-Verify. If selected for employment, you will be required to provide your Form I-9 information to confirm that you are authorized to work in the United States.

International Data Base Corp, que opera bajo el nombre comercial SOVRA™, participa en E-Verify. Si es seleccionado para el empleo, se le solicitará que proporcione la información de su Formulario I-9 para confirmar que está autorizado a trabajar en los Estados Unidos.