Account Executive, Public Sector

• Execute a territory plan, in partnership with your manager, focused on net new logo acquisition across State & Local (SLED) and Federal accounts.
• Build and manage a healthy pipeline through outbound prospecting (phone, email, LinkedIn, events), partner collaboration, and marketing generated leads.
• Maintain accurate pipeline, forecasts, and account notes in CRM.
• Manage new business sales cycles from initial discovery through close, with guidance from senior team members on navigating procurement, legal, and security processes typical in public sector environments.
• Conduct 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 tailored value propositions, demos, and business cases to business sponsors, legal teams, and IT/security stakeholders, with support from Sales Engineering and senior sellers.
• Partner closely with Sales Engineering and Product to position NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).
• Learn and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
• Communicate 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 relationships across agencies, including legal leadership, IT and security leaders, records managers, and program owners, and expand contacts within each target account.
• Partner with Customer Success, Account Management, and Professional Services for smooth handoffs so new customers are set up for successful implementations.
• Participate in marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
• Work with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and open doors in target accounts.
• What You’ll Need to be Successful
• Demonstrated track record of meeting or exceeding activity, pipeline, or quota targets.
• Exposure to or interest in selling content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
• Familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms, with strong discipline in logging activity and keeping data current.
• Foundational knowledge of consultative and value based selling, and a willingness to learn and apply a formal sales methodology.
• Excellent written and verbal communication and presentation skills; comfortable engaging both business and technical audiences.
• Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, as required.
• What Will Make You Stand Out
• Prior experience selling into or supporting public sector (SLED and/or Federal), including SDR/BDR experience targeting government accounts.
• Experience or familiarity with government legal teams (e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar).

None flagged.