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

Agate Software • Okemos, MI

11d • Hybrid

About The Position

Agate Software is hiring an Account Executive to manage a portfolio of public-sector and nonprofit SaaS accounts and drive renewals, expansions, cross-sells, and new-logo sales. The role owns the commercial relationship from prospecting through close, including discovery, business cases, proposals and statements of work, pricing, negotiation, and navigating public-sector procurement with support from peers and experienced team members. The Account Executive develops executive and program-level relationships, identifies whitespace and funding sources, contributes to account plans and QBRs, and maintains accurate pipeline and forecasts in HubSpot. The role also coordinates commercial-to-delivery handoffs with PMO and Solutions, represents Agate at industry events, and shares customer, competitive, and win/loss insights. The position is onsite initially and becomes eligible for a hybrid schedule of three onsite days and two remote days after the first 90 days.

Compensation includes a base salary of $55,000–$60,000 per year and first-year on-target earnings of $70,000–$80,000, with uncapped commission and bonuses for on-target and above-target performance. Successful representatives may grow into total compensation of $100,000–$150,000 or more as they build their books of business.

Requirements

• 2–5+ years of hunter-based business or sales development experience in a BDR/SDR, inside sales, or Account Executive role.
• 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.
• Ability to prospect into new accounts, open cold doors, and develop warm relationships; the posting emphasizes persistent cold calling.
• Strong CRM habits, including opportunity qualification, notes, 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; respect for delivery boundaries and clear communication with colleagues.
• High ownership, bias to action, resilience under pressure, comfort with ambiguity, and a builder mindset.

Nice To Haves

• HubSpot experience.
• Experience selling to public-sector or enterprise stakeholders and navigating public-sector procurement processes.

Responsibilities

• Own revenue for an assigned book of business, including renewals, expansions, cross-sells, and net-new sales within assigned territories or agencies.
• Prospect into accounts, develop executive and program-level relationships, map whitespace and funding sources, and build opportunities.
• Run the sales cycle from discovery through business case, SOW and pricing, negotiation, and close; learn public-sector procurement processes such as RFI/RFPs, contract amendments, and renewals.
• Maintain accurate CRM records, opportunity qualification, next steps, dates, stakeholders, pipeline, and forecasts in HubSpot.
• Contribute to strategic account plans and support or lead QBRs with executive sponsors, translating insights into opportunities.
• Coordinate commercial-to-delivery handoffs with PMO and Solutions, maintaining clarity around commercial ownership and implementation responsibilities.
• Represent Agate Software at industry events, association forums, and virtual conferences, generating pipeline and closed business.
• Capture voice-of-customer feedback, competitive intelligence, and win/loss insights to improve messaging and offers.
• Maintain customer relationships and retention, grow existing accounts, and meet pipeline, forecast, and revenue goals.

Benefits

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

What This Job Offers

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