Account Executive, Mid-market
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Job Description
Account Executive for JustFOIA, responsible for selling SaaS solutions to mid-market public sector agencies across the Northeast U.S. Driving revenue growth and building relationships with government leaders.
Responsibilities:
- Drive net-new revenue by selling to mid-market and large County and City governments across ME, NH, VT, MA, CT, NY, PA, NJ, DE, OH, IN, and MI
- Consistently meet or exceed assigned sales targets through disciplined pipeline management and execution
- Prospect, engage, and build trusted relationships with C-level and senior government leaders, positioning yourself as a strategic advisor
- Develop and execute a thoughtful territory strategy aligned to market opportunity and account prioritization
- Lead sales conversations across the full cycle, including prospecting meetings, product demonstrations, and deal-advancement discussions—both virtually and in person
- Maintain accurate, timely, and compliant documentation of all sales activities in HubSpot CRM
- Deliver reliable sales forecasts with accuracy consistently within a 10% variance
- Quickly build product expertise and independently demonstrate the platform within the first 30 days
- Collaborate closely with inside sales and field partners through weekly lead-sharing and client strategy sessions
- Own and manage RFP responses within your assigned territory, coordinating inputs and driving timely submissions
Requirements:
- Bachelor’s Degree, or equivalent work experience
- Exceptional verbal and written communication skills
- Ability to effectively communicate with stakeholders at all levels
- Track record of being results-oriented and highly motivated to make and impact and grow
- 2+ years experience selling SaaS solutions with complex buying cycles
- Strong relationships within the SLED market, with experience selling technical solutions to medium-to-large County & City government agencies
- Experience working with cooperative purchasing agreements and reseller partners in the Public Sector market
- Familiarity with the laws governing records management
- Understanding varying state interpretations of the federal Freedom of Information Act
- Ability to confidently converse with client SMEs on the topic of record requests
- Experience working with a CRM (Hubspot) and Microsoft Suite
- Ability to identify and build large buying teams
- Ability to achieve sales goals with a drive to deliver results
- Ability to effectively communicate and demonstrate SaaS concepts to key contacts and navigate software solution sale
- Strong problem-solving skills
- Ability to develop relationships and partnerships, both internally and with prospective clients
- Project management skills, using tools like Mutual Action Plans to keep alignment
- Adaptable and able to pivot quickly
- Strategic thinking
- Excitement to stay abreast of relevant technology applications and trends
- Able to navigate complex organizational structures
- Use metrics & reporting to identify areas for improvement and continuous development.
Benefits:
- We really ARE more than a company!
- WE ARE APPROACHABLE.
- WE TRUST YOU.
- WE EMBRACE TECHNOLOGY!
- WE DRESS COMFORTABLY.
- WE ARE KIND.
- WE ENJOY OUR TEAM.
- WE VIRTUALIZE EVERYTHING.
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