Mid-Market Account Executive

Neighborly Software

About The Position

Neighborly Software is seeking a seasoned, mission-driven Account Executive to accelerate growth for its Housing & Community Development (HCD) solution. This mid-market, hunting role owns the full new-business sales lifecycle, from self-sourced outbound prospecting through close. The Account Executive builds relationships with cities, counties, states, councils of government, subrecipients, and other organizations administering federal, state, and local funding to strengthen communities. HCD is the initial focus. The role will expand in the coming months to include Neighborly Software’s Affordable Housing solution, with sales to public housing authorities alongside the HCD territory. The position requires public sector SaaS sales expertise and working knowledge of housing and community development funding and compliance programs, including CDBG, HOME, ESG, HOPWA, housing rehabilitation, and locally funded programs. The Account Executive will research a territory, generate opportunities, navigate multi-stakeholder negotiations and public procurement processes, and close business. The role also works cross-functionally to tailor demonstrations and solutions, represents the company at industry events, and maintains accurate CRM, forecast, and pipeline reporting.

Requirements

At least 5 years of public sector software sales experience with a record of consistently meeting or exceeding annual quotas, and/or comparable experience administering community development or housing programs in a public sector environment with consistent results.
Working knowledge of the housing and community development ecosystem, including federal, state, and local funding and compliance programs such as CDBG, HOME, ESG, and HOPWA, and related reporting and monitoring requirements.
Demonstrated success self-sourcing pipeline through outbound prospecting and generating a meaningful share of closed revenue from cold or lightly warmed outreach.
Comfort with high-volume cold outreach, disciplined daily and weekly prospecting, and maintaining momentum through long public sector buying cycles.
Ability and willingness to learn a second solution and buyer set, manage territory time across both, and tailor messaging as the portfolio expands.
Experience managing and filling a mid-market territory with a high volume of concurrent opportunities and comparatively faster sales cycles.
Passion for helping local governments and community organizations improve outcomes through technology.
Exceptional presentation, negotiation, and written communication skills, with the ability to build credibility and long-term relationships with senior executives and technical buyers.
Extensive experience using CRM platforms and maintaining strong data hygiene.
Ability to think strategically and develop and execute effective territory and sales plans.
Ability to travel up to 30% and/or as needed to meet stakeholders and attend industry events.

Nice To Haves

Experience working at or selling to cities, counties, states, councils of government, or nonprofit subrecipients administering HUD or locally funded programs.
Familiarity with grants management, housing rehabilitation, loan servicing, or compliance software used by public agencies.
Exposure to affordable housing, including housing authorities, housing finance agencies, Housing Choice Vouchers (Section 8), or LIHTC compliance.
Professional certifications in grants management (e.g., CGMS), affordable housing (e.g., HCCP, SHCM, TCS), or sales (e.g., Certified Sales Professional).
Existing contacts across the housing and community development industry, such as NACCED, NCDA, NAHRO, or NAHM.

Responsibilities

Build and own a self-sourced mid-market pipeline for the HCD solution, from first contact through close.
Conduct weekly outbound prospecting by researching accounts and decision-makers and using phone, email, and LinkedIn to create new opportunities.
Build and maintain a territory target-account list, using funding awards, Consolidated Plans, RFP calendars, budget cycles, and association membership data to guide outreach.
Develop expertise in the housing and community development landscape and the challenges and priorities of grantees, participating jurisdictions, and subrecipients.
Position Neighborly Software as a platform serving the range of programs an agency administers, rather than as a solution for only one funding stream.
Learn and sell the Affordable Housing solution as it enters the role’s scope, extending prospecting and sales activity to public housing authorities.
Collaborate with Sales, Marketing, Product, and Implementation teams on solution-oriented demonstrations tailored to buyers and program areas.
Manage multiple concurrent opportunities in a mid-market territory and navigate public procurement paths, including RFPs, cooperative contracts, and sole-source justifications.
Represent Neighborly Software at industry conferences, trade shows, and association events.
Maintain accurate CRM forecasts, prospecting activity, and pipeline reporting, and provide regular visibility into territory performance and opportunities.