Account Executive
4.2025
Function: Sales
Reports to: Director, Sales
Position Summary
The Account Executive will lead and execute the complete sales lifecycle・・from prospecting through contract closure・・focused on local governments, including municipalities and City Clerk offices. This role is instrumental in expanding adoption of our industry-leading, cloud-based meeting management software. The ideal candidate will act as a trusted advisor, helping public sector organizations streamline operations and improve transparency. Success in this role requires a combination of strategic thinking, strong relationship-building skills, a consultative sales approach, and the ability to thrive in a fast-paced, target-driven environment.
Key Responsibilities
- Full-Cycle Sales Ownership: Drive the end-to-end sales process, including lead generation, discovery, presentations, negotiation, and closing new business.
- Prospecting and Outreach: Proactively identify, qualify, and engage high-value prospects through cold calling, industry networking, events, trade shows, inbound lead follow-up, and other outreach methods.
- Client Engagement: Deliver compelling, needs-based presentations and demonstrations・・virtually or in-person・・tailored to the workflows and challenges of local government clients.
- Pipeline Management: Maintain a robust sales pipeline using a consultative methodology. Leverage your understanding of buying committees and decision-makers to accelerate deals and align with client timelines.
- Data Integrity and Forecasting: Utilize CRM tools (e.g., Salesforce) to meticulously track activities, maintain data hygiene, and produce accurate sales forecasts and reports.
- Collaboration: Work closely with Customer Success to ensure seamless onboarding and long-term retention of new clients. Partner with Product and Marketing to relay client insights that inform roadmap and campaign development.
- Thought Leadership: Serve as a subject matter expert and industry advocate by staying informed about trends in government technology and meeting management.
- Client Relationship Management: Cultivate ongoing relationships to support upsell opportunities, referrals, and renewals through continuous engagement and support.
- Engage with the Product and Marketing teams to validate product strategy and serve as a thought partner based on your discovery in customer conversations.
Skills and Experience Needed
- Bachelor・・s degree
- 5・・7 years of demonstrated success in B2B software sales or enterprise lead generation with consistent quota attainment.
- 3・・5 years of experience selling into local governments, municipalities, or to City Clerk offices・・strong understanding of their processes and procurement cycles is essential.
- Preferred: Demonstrated knowledge and hands-on experience with artificial intelligence tools and concepts (such as machine learning, NLP, or automation)
- High level of resilience, self-motivation, and a proven track record of working independently to exceed goals.
- Exceptional communication, negotiation, and presentation skills・・both written and verbal.
- Proficiency with Microsoft Office Suite and familiarity with online presentation platforms (e.g., Zoom, MS Teams).
- Experience with Salesforce or other leading CRM platforms required.
- Knowledge of formal sales methodologies (e.g., MEDDIC, SPIN Selling, Challenger) is a plus.
Competencies
- Accountability
- Adaptability
- Applied Learning
- Business Acumen
- Coaching and Developing Others
- Collaboration
- Creating an Inclusive Environment
- Customer Focus
- Dealing w/Ambiguity
- Decision Making
- Driving for Results
- Initiating Action
- Planning and Organizing
- Technical/Professional Knowledge/Skill