Senior Account Executive at Bridgeway Benefit Technologies

Job description

We're hiring a Senior Account Executive to drive new business within the public sector pension administration market, owning our largest, most complex net-new opportunities. This role sells our SaaS platform to benefit administrators, with a focus on state, county, and municipal retirement systems — a segment we're establishing from the ground up. The Senior Account Executive is a true hunter role: full-cycle ownership of a defined territory of large, complex public pension systems, from prospecting and RFP navigation through executive- and board-level presentations to close, with public sector or SLED sales experience required — ideally in pension or retirement systems. This is a remote position – east cost based preferred; travel is required for finalist presentations, conferences, and prospective customer visits. Key Responsibilities Full-Cycle, Net-New Sales Own the full sales cycle for net-new logos — prospecting, discovery, demos, proposal development, negotiation, and close — within an assigned territory or account list. Build and execute account and territory strategy to generate a robust, qualified pipeline, working closely with the VP of Sales and SDR function. Carry the largest, most complex opportunities in the segment and help shape territory strategy for the broader public sector team. Public Sector & Procurement Navigate public sector procurement — RFPs/RFIs, competitive bids, sole-source justifications, and state/local contracting rules — to keep deals moving and compliant. Serve as the team's go-to voice on public sector buyer priorities, competitive dynamics, and procurement nuances. Relationship & Stakeholder Management Build and maintain relationships with key decision-makers within prospective customer organizations. Lead executive- and board-level engagement with executive directors, CIOs, benefits administrators, and boards of trustees. Lead or support finalist presentations, product demonstrations, reference calls, and proof-of-concept processes, partnering with sales engineering as needed. Pipeline, Forecasting & Reporting Maintain accurate, disciplined pipeline management and forecasting in the CRM. Report on sales activities, progress, and outcomes to sales leadership. Consistently meet or exceed assigned quota for net-new bookings/ARR. Collaboration & Team Contribution Collaborate with sales operations, marketing, and customer success to deliver a seamless prospect and customer experience. Share customer and market feedback with the product team to help the SaaS solution evolve. Requirements 7–10+ years of Enterprise SaaS sales experience. Public sector/SLED (state, local, and education) sales experience, ideally in pension administration, retirement systems, or governmental benefits administration — required. Proven ability to prospect, qualify, and close full-cycle deals — a genuine hunter mentality, not solely account management. A proven track record closing complex, long-cycle, multi-stakeholder enterprise deals of significant contract value, and working knowledge of public sector procurement (RFP/RFI processes, competitive bidding, sole-source pathways, state/local contracting requirements). Comfort presenting to and building relationships with senior stakeholders; for the Senior Account Executive level, this extends to boards of trustees, C-level executives, and other senior government stakeholders. Strong verbal and written communication skills, with the ability to tailor a pitch to different audiences. Organizational discipline to manage multiple accounts and CRM hygiene at once. Experience using generative AI tools such as Claude and Copilot to improve productivity and deliver high-quality outcomes. Bachelor's degree. Bridgeway is an Equal Opportunity Employer.

Requirements

Must-haves

Full-Cycle, Net-New Sales
Own the full sales cycle for net-new logos — prospecting, discovery, demos, proposal development, negotiation, and close — within an assigned territory or account list.
Build and execute account and territory strategy to generate a robust, qualified pipeline, working closely with the VP of Sales and SDR function.
Carry the largest, most complex opportunities in the segment and help shape territory strategy for the broader public sector team.
Public Sector & Procurement
Navigate public sector procurement — RFPs/RFIs, competitive bids, sole-source justifications, and state/local contracting rules — to keep deals moving and compliant.
Serve as the team's go-to voice on public sector buyer priorities, competitive dynamics, and procurement nuances.
Relationship & Stakeholder Management
Build and maintain relationships with key decision-makers within prospective customer organizations.
Lead executive- and board-level engagement with executive directors, CIOs, benefits administrators, and boards of trustees.
Lead or support finalist presentations, product demonstrations, reference calls, and proof-of-concept processes, partnering with sales engineering as needed.
Pipeline, Forecasting & Reporting
Maintain accurate, disciplined pipeline management and forecasting in the CRM.
Report on sales activities, progress, and outcomes to sales leadership.
Consistently meet or exceed assigned quota for net-new bookings/ARR.
Collaboration & Team Contribution
Collaborate with sales operations, marketing, and customer success to deliver a seamless prospect and customer experience.
Share customer and market feedback with the product team to help the SaaS solution evolve.
7–10+ years of Enterprise SaaS sales experience.
Public sector/SLED (state, local, and education) sales experience, ideally in pension administration, retirement systems, or governmental benefits administration — required.
Proven ability to prospect, qualify, and close full-cycle deals — a genuine hunter mentality, not solely account management.
Comfort presenting to and building relationships with senior stakeholders; for the Senior Account Executive level, this extends to boards of trustees, C-level executives, and other senior government stakeholders.
Strong verbal and written communication skills, with the ability to tailor a pitch to different audiences.

Nice-to-haves

This is a remote position – east cost based preferred; travel is required for finalist presentations, conferences, and prospective customer visits.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: greenhouse
Effort: quick