Account Executive

Role Overview
The Account Executive is responsible for managing the full sales cycle, from prospecting to closing deals, with government accounts. They meet or exceed monthly sales goals by effectively qualifying prospects, demonstrating the value of modern solutions for managing government compensation, and navigating the unique challenges of government procurement processes.

Success in this role relies on building strong relationships with prospects and customers, while taking full ownership of their assigned territory. Account Executives are fully accountable for their territory's performance, treating it as their own business to drive growth and results.

This role involves travel for in-person client meetings, attendance at conferences and trade shows, and close collaboration with internal stakeholders to ensure alignment and success.

KEY RESPONSIBILITIES

Business Growth

• Own prospecting efforts to uncover and create new opportunities, challenging prospects to rethink traditional approaches and embrace modern solutions.

• Leverage leads from marketing and SDRs to build and maintain a high-quality, results-driven pipeline.

• Conduct thorough discovery to identify pain points, align solutions to customer needs, and rigorously qualify opportunities to meet revenue and strategic goals.

• Drive revenue by leading negotiations, closing high-value deals with decision-makers, and structuring agreements for sustained mutual success.

Territory Ownership

• Develop and maintain strong, strategic relationships with key stakeholders to foster trust and collaboration.

• Proactively nurture and manage your own pipeline, ensuring consistent progress toward territory growth.

• Treat your territory as your own business, fully accountable for its performance, growth, and success.

Collaboration and Strategy

• Collaborate regularly with SDRs and marketing to align on account strategies, refine messaging, and optimize pipeline generation efforts.

• Proactively identify resources and support needed to succeed in your territory, and actively seek assistance. Own your number, and leverage team resources to achieve it.

• Share actionable insights and proven strategies to improve team performance and drive stronger engagement with government accounts.

• Contribute actively to team discussions by sharing best practices and innovative approaches for effectively engaging decision-makers in government agencies.

Process and Tools

• Use CRM and sales tools to track activities, manage leads, and report progress effectively.

• Maintain organized notes and updates on account activity to support a collaborative sales process.

• Follow the structured outreach cadence and maintain accurate records of touchpoints.

Core Competencies for Success

• Proven success in managing full sales cycles and consistently exceeding revenue targets.

• Expertise in discovery, qualification, and uncovering customer pain points to drive meaningful conversations that lead to pipeline and revenue.

• Demonstrated ability to close complex deals with strategic accounts, building long-term relationships and value.

• Experience working within the public sector, with a strong ability to navigate its unique challenges and processes.

• Exceptional skills in cold prospecting, consistently turning outreach into measurable wins.