Senior Account Executive, Public Sector
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Job Description
Senior Account Executive selling NetDocuments’ legal document management platform to state, local, and federal agencies. Owning complex SaaS sales cycles, public-sector procurement, and strategic account expansion.
Responsibilities:
- Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net-new logo acquisition and expansion in existing customers
- Build and manage a predictable pipeline of six-figure opportunities through prospecting, partner collaboration, and marketing-generated leads
- Maintain accurate pipelines, forecasting, and account plans in CRM
- Lead complex sales cycles from discovery through negotiation and close, navigating public-sector procurement, legal, and security processes
- Conduct discovery to understand agencies’ document, email, and records management needs, including FOIA, case management, discovery, records retention, and compliance
- Develop value propositions, ROI/TCO analyses, and business cases for executives, business sponsors, legal teams, and IT/security stakeholders
- Partner with Sales Engineering and Product to design solutions involving security, governance, AI, and integrations such as Microsoft 365 and e-signature
- Navigate public-sector contract vehicles and procurement pathways through distribution and channel partners
- Articulate how NetDocuments’ FedRAMP-authorized offering and compliance posture address government security and regulatory requirements
- Stay current on public-sector initiatives, regulations, and trends affecting document and content management
- Build multithreaded relationships across agencies, including legal leadership, CIO/CTO/CISO, records managers, and program owners
- Develop long-term account strategies to land, expand, and retain strategic accounts
- Collaborate with Customer Success, Professional Services, Product, and Marketing to support implementations and customer value realization
- Work with marketing campaigns, events, and thought leadership targeting public-sector legal and IT stakeholders
- Align with strategic partners such as systems integrators, resellers, and consulting partners to co-sell and expand NetDocuments’ footprint
Requirements:
- 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal)
- Proven track record of consistent annual plan achievement and closing complex six-figure deals with multistakeholder buying groups and formal procurement processes
- Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms
- Experience selling FedRAMP, StateRAMP, or similar security-sensitive SaaS solutions into government agencies
- Strong command of value-based and consultative selling methodologies, including creating business cases and ROI analyses
- Excellent communication, presentation, and negotiation skills; comfortable presenting to executive and technical audiences
- Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, as required
- Optional: Experience selling into legal teams
- Optional: Familiarity with Microsoft 365 ecosystem and integrations (SharePoint, Teams, Outlook) in a government context
- Optional: Knowledge of FOIA processes, public records management, and government records retention requirements
- Optional: Experience with major public sector distributors and contract vehicles
- Optional: Hunter mindset, executive presence, outcome orientation, collaboration, and technical understanding of platform capabilities, integrations, and security/compliance concepts
Benefits:
- 90% healthcare premiums company covered
- HSA company contribution
- 401K match at 4% with immediate vesting
- Flexible PTO (typically 3 to 4 weeks a year)
- 10 paid holidays
- Monthly contributions for life activities & wellness
- Access to LinkedIn learning with monthly dedicated time to explore
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