Account Executive, Mid-market

JustFOIA

14d•Remote

About The Position

We are seeking a results driven Account Executive to join a growing sales team. In this role, you’ll own the full sales cycle for mid-market public sector accounts across a defined territory, building trusted relationships and helping government agencies modernize and become more efficient and transparent. This is an opportunity for a consultative seller who thrives in a complex, purpose-driven sales environment and wants to make a real impact in the public sector. This is a remote position with up to 25% travel.

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 and 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

Responsibilities

Drive net-new revenue by selling to mid-market and large County and City governments across a defined territory
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