Account Executive

Role Overview

• Own the full sales cycle for SmartGov opportunities, from prospecting through close
• Sell to local government stakeholders including planning, building, IT, and executive leadership
• Develop and manage a pipeline of net‑new and expansion opportunities within assigned territories
• Conduct discovery to understand jurisdiction workflows, pain points, and modernization goals
• Position SmartGov as a strategic solution for permitting, licensing, inspections, and citizen self‑service
• Collaborate with Solutions Consulting, Product, and Professional Services on demos, proposals, and deal strategy
• Navigate public sector procurement processes, including RFPs and contract negotiations
• Maintain accurate forecasts and opportunity updates in Salesforce
• Contribute feedback from the field to inform product and go‑to‑market strategy
• Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications
• Use Salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close
• Effectively manage your sales funnel and sales forecasting
• Monitor and communicate target market information accurately to management
• Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc.
• Develop deep personal expertise and understanding of company solutions
• Identify opportunities for new solutions or functionality of Granicus software
• Stay current on industry trends and new or innovative approaches
• Participate in selected industry activities, organizations/associations, and trade-shows as needed

Requirements

• 3+ years of quota‑carrying SaaS sales experience (public sector or GovTech strongly preferred)
• Proven success selling complex, multi‑stakeholder solutions
• Experience selling into local government, public sector, or highly regulated industries
• Experience working with various levels of customer leadership teams, from Managers to Directors to C-Level Executives
• Strong discovery, presentation, and negotiation skills
• Ability to manage long sales cycles and navigate procurement requirements
• Comfort working cross‑functionally with product, services, and leadership teams
• Self‑starter mindset with strong pipeline management and forecasting discipline

Tech Stack

• SFDC

Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.
• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
• Work From Home Reimbursement – Support a productive home office environment.
• Multiple Health Plan Options – Including a 100% employer-paid plan.
• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
• Fitness Reimbursement Program – Stay active, your way.
• On-Demand Mental Health Support – Access to Headspace and other wellness tools.
• Paid Parental Leave – For both birthing and non-birthing parents.
• Traditional & Roth 401(k) – With a generous company match.
• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.