Account Executive

SOVRA

2d•Remote

About The Position

SOVRA is seeking to grow its Account Executive team to meet the increasing demand for public agencies modernizing their procurement processes. This is a full-cycle sales role focused on identifying and closing new business with government agencies. The Account Executive will be responsible for the entire sales process, from prospecting and pipeline development to discovery, demonstrations, proposal management, and closing deals. The role requires a proactive, consultative selling approach and a strong understanding of public sector buying cycles. Support will be provided through SDRs and a marketing engine, but the Account Executive is expected to generate a significant portion of their own pipeline.

Requirements

3+ years of quota-carrying, full-cycle closing experience selling SaaS or software.
Proven track record of hitting targets with specific examples of deals won.
Comfort generating own pipeline through cold outreach and self-sourced opportunities.
Experience with long, multi-stakeholder buying processes requiring committee review or formal approval.
Consultative selling skills, leading with questions and comfortable presenting to various audiences.
Clear, credible, precise, and professional written and verbal communication.
Strong English fluency, both oral and written.
Salesforce discipline, accurate documentation, clean pipeline management, and honest forecasting.
Curiosity, effort, and integrity.
Authorized to work in the United States; no visa sponsorship or transfers available.

Nice To Haves

Public sector, GovTech, or procurement software experience.
Experience selling to cities, counties, school districts, or special districts.
RFP and formal solicitation experience.
Familiarity with modern sales tooling such as Gong and sales engagement platforms.
Experience selling in competitive markets against incumbents or alternatives.

Responsibilities

Identify target agencies and the right entry points for engagement.
Open doors with procurement and contracting officers, finance leaders, and department heads.
Maintain a consistent prospecting rhythm across calls, email, social outreach, events, and referrals.
Run consultative discovery to understand agency processes, funding, compliance, and internal dynamics.
Deliver demonstrations that connect SOVRA's capabilities to agency outcomes.
Manage the entire sales process through to signature, including building business cases, handling objections, and managing pricing.
Understand public sector buying realities such as budget cycles, approval layers, cooperative contracts, and formal solicitation requirements.
Multi-thread across the full buying group within an agency.
Represent SOVRA with expertise and integrity.
Maintain accurate and up-to-date Salesforce records for forecasting.
Build strategic account plans.
Identify and flag risks early in the sales process.
Meet activity and pipeline commitments consistently.