Account Executive, Public Sector

Role Overview

• Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers.
• Build and manage a strong, predictable pipeline of six figure opportunities through targeted prospecting, partner collaboration, and marketing generated leads.
• Maintain accurate pipelines, forecasting, and account plans in CRM.
• Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments.
• Conduct deep discovery to understand each agency’s document, email, and records management needs (e.g., FOIA, case management, discovery, records retention, and compliance).
• Develop and deliver compelling value propositions, ROI/TCO analyses, and business cases tailored to executives, business sponsors, legal teams, and IT/security stakeholders.
• Partner closely with Sales Engineering and Product to design solutions leveraging NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).
• Navigate and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
• Articulate how NetDocuments’ FedRAMP authorized offering and compliance posture address government security and regulatory requirements at federal, state, and local levels.
• Stay up to date on key public sector initiatives, regulations, and trends that impact document and content management.
• Build strong, multithreaded relationships across agencies, including legal leadership, CIO/CTO/CISO, records managers, and program owners.
• Develop long-term account strategies to land, expand, and retain strategic accounts; act as a trusted advisor on modernizing document and email management.
• Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realization.
• Work closely with marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
• Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and expand NetDocuments’ footprint in target accounts.

Requirements

• 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal)
• Proven track record of consistent annual plan achievement, as well as closing complex six figure deals with multistakeholder buying groups and formal procurement processes.
• Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
• Experience selling FedRAMP, StateRAMP, or similar security sensitive SaaS solutions into government agencies.
• Strong command of value based and consultative selling methodologies, with the ability to create compelling business cases and ROI analyses.
• Excellent communication, presentation, and negotiation skills; comfortable presenting to executive and technical audiences.
• Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, as required.

Benefits

• 90% healthcare premiums company covered
• HSA company contribution
• 401K match at 4% with immediate vesting
• Flexible PTO (typically 3 to 4 weeks a year)
• 10 paid holidays
• Monthly contributions for life activities & wellness
• Access to LinkedIn learning with monthly dedicated time to explore