Account Executive – Public Sector SaaS (Hybrid – Okemos, MI) [AE-2026-10]

Agate Software • Okemos, MI

13d • $50,000 - $100,000 • Hybrid

About The Position

Agate Software is hiring an Account Executive to manage and grow a portfolio of public-sector and enterprise customers using its grant-management SaaS solutions. The role owns the commercial relationship across renewals, expansions, cross-sells, and new business within assigned territories and agencies. The Account Executive works with public-sector and enterprise stakeholders and partners with Project Management, Solutions, Product, and Marketing teams, maintaining clear boundaries between commercial ownership and implementation delivery.

The position involves full-cycle sales, including prospecting, discovery, business cases, proposals and pricing, negotiation, and closing. The successful candidate will maintain an accurate HubSpot pipeline and forecast, contribute to account plans and executive business reviews, represent Agate at industry events, and share customer and competitive insights. The role is suited to a resilient, data-driven salesperson ready to take ownership in a growing company and develop larger deals, longer sales cycles, and a national territory.

The position is onsite initially and becomes eligible for a hybrid schedule of three required onsite days and two remote days after the first 90 days. The listed base salary is $55,000–$60,000 per year, with first-year on-target earnings of $70,000–$80,000, uncapped commission, and bonuses for meeting or exceeding targets. The posting also lists a $50,000–$100,000 annual range and notes that successful representatives may grow to $100,000–$150,000+ in total compensation as they build their book of business.

Requirements

• 2–5+ years of hunter-based business or sales development experience, such as BDR/SDR, inside sales, or Account Executive work.
• Documented quota-carrying responsibilities and solid quota attainment.
• Experience running or contributing to a structured sales process, including discovery, demos, proposals, and multi-stakeholder decision-making.
• Comfort prospecting into new accounts, opening cold doors, and developing warm relationships.
• Strong CRM habits, including opportunity qualification, note-taking, next steps, and pipeline management.
• Clear, confident communication with directors, CIOs, program owners, and business stakeholders, including the ability to translate technical capabilities into business value.
• Collaborative working style with PMO, Product, and Marketing; respects delivery boundaries and keeps colleagues informed without taking ownership of implementation.
• Builder mindset, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
• Willingness to use warm leads and persistent cold-calling strategies.

Nice To Haves

• HubSpot experience.
• Experience selling to public-sector or enterprise stakeholders.
• Experience navigating public-sector procurement processes, including RFI/RFPs, contract amendments, and renewals; guidance and support are available.

Responsibilities

• Own revenue for an assigned book of business, including renewals, expansions, cross-sells, and net-new sales within assigned territories and agencies.
• Prospect, engage multiple stakeholders, develop executive- and program-level relationships, and identify whitespace and funding sources across agencies and programs.
• Run the sales cycle from discovery and business-case development through SOW and pricing, negotiation, and close; learn public-sector procurement processes such as RFI/RFPs, contract amendments, and renewals with peer guidance and support.
• Maintain an accurate HubSpot CRM pipeline, including opportunity details, next steps, dates, stakeholders, and dependable forecasts.
• Contribute to strategic account plans and support or lead quarterly business reviews with executive sponsors, translating insights into opportunities.
• Coordinate commercial-to-delivery handoffs with PMO and Solutions while maintaining focus on commercial health and growth.
• Represent Agate at industry events, association forums, and virtual conferences, developing relationships into pipeline and closed business.
• Capture customer feedback, competitive intelligence, and win/loss insights to improve messaging and offers.
• Build customer relationships and support retention, expansion, and new-revenue goals.
• Maintain accurate sales data and reliable forecasts, and ensure clear cross-functional handoffs.

Benefits

• Uncapped commission.
• Bonuses for on-target and over-performance.
• Hybrid schedule eligibility after the first 90 days, with three onsite days and two remote days.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed