State and Local Government (SLG) Account Executive

State and Local Government is an important growth market for Softdocs, and we're looking for an experienced public-sector Account Executive to help us scale our presence.

This is a quota-carrying, territory-building role focused on driving new-logo growth across an assigned U.S. territory. You'll be responsible for creating new opportunities, developing champions, navigating complex public-sector buying processes, and closing new business across state agencies, counties, cities, municipalities, courts, utilities, special districts, and other government organizations.

You'll identify where legacy systems, paper-based processes, and disconnected workflows are creating friction, build relationships with the people responsible for improving them, and position Softdocs as a partner in their modernization efforts.

Success in this role requires more than responding to RFPs. We're looking for someone who understands how government buys technology and knows how to create demand, engage early in the buying process, navigate procurement, build consensus across departments, and turn a territory into a durable pipeline.

• Own and develop your territory. Develop and execute a sales strategy across an assigned U.S. territory, focusing on state agencies, counties, cities, municipalities, courts, utilities, special districts, and other state and local government organizations.
• Build and execute account plans. Prioritize target accounts and departments, identify key stakeholders and initiatives, and develop actionable account strategies that create new-logo opportunities.
• Create opportunities before the RFP. Prospect into target accounts, uncover modernization initiatives and operational pain points, develop champions, and engage early enough to help customers define needs and evaluate potential solutions.
• Build pipeline and close new business. Maintain at least 4x qualified pipeline coverage, consistently progress opportunities, and achieve or exceed assigned bookings quota.
• Sell top-down and bottom-up. Build consultative relationships with CIOs, CFOs, City Managers, County Administrators, IT Directors, HR leaders, Clerks, Finance leaders, Program Managers, department heads, and other government executives and administrators.
• Lead consultative discovery. Understand each organization's current systems, manual processes, challenges, strategic priorities, decision criteria, and desired outcomes. Translate those needs into a compelling business case for Softdocs.
• Navigate public-sector procurement. Understand and effectively manage RFP/RFI processes, cooperative purchasing and contract vehicles, budget and fiscal-year cycles, council or board approvals, and other requirements that shape government technology purchases.
• Own the sales cycle. Lead opportunities from prospecting and discovery through demonstrations, solution development, proposals, procurement, negotiation, and contract execution.
• Develop winning deal strategies. Understand the customer's current environment, alternatives, stakeholders, decision criteria, and buying process, and position Softdocs around the business outcomes and capabilities that matter most.
• Develop compelling proposals and business cases. Create tailored proposals, executive-level summaries, and multi-year commercial agreements that clearly communicate business value and expected outcomes.
• Orchestrate the Softdocs team. Partner with Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership to bring the right resources into each opportunity and advance deals.
• Build relationships across the SLG ecosystem. Develop productive relationships with technology partners, consultants, procurement organizations, associations, and other influencers that can expand Softdocs' reach within your territory.
• Run a disciplined business. Maintain accurate opportunity data, next steps, pipeline coverage, and forecasts in Salesforce, with a high standard for forecast accuracy and CRM hygiene.
• Become a Softdocs expert. Develop a strong understanding of Softdocs' products, services, customer use cases, and value proposition and communicate them beyond basic features and functionality.
• Represent Softdocs in the market. Represent Softdocs at customer meetings, industry events, conferences, and relevant state and local government associations.
• Bring the market back to Softdocs. Share customer, market, procurement, and product insights that help strengthen our State and Local Government go-to-market strategy.
• Maintain a professional home-office environment, operate effectively in a remote setting, and travel as required to support customers, prospects, and industry events.
• Perform other duties as assigned.

• 5+ years of quota-carrying B2B software or SaaS sales experience
• Demonstrated experience selling technology solutions to state and/or local government
• Proven success developing net-new business and achieving or exceeding quota
• Proven ability to build pipeline through outbound prospecting, relationships, partners, events, and strategic account development
• Experience managing and closing complex, multi-stakeholder software sales cycles
• Working knowledge of government procurement, including RFP/RFI processes, public-sector contracting, cooperative purchasing, and approval cycles
• Ability to develop champions and build credibility with executive, IT, and operational stakeholders
• Strong discovery, presentation, negotiation, and written communication skills
• Ability to develop business cases and communicate value to both technical and non-technical audiences
• Strong territory planning, opportunity management, forecasting, and CRM discipline
• Experience using Salesforce or a comparable CRM
• Ability and willingness to travel within the assigned territory for customer meetings and industry events

• Established relationships within state or local government
• Experience selling document management, enterprise content management, workflow automation, eForms, intelligent document processing, ERP, or adjacent GovTech solutions
• Experience helping government organizations replace or modernize legacy systems and manual processes
• Experience using cooperative purchasing agreements or other public-sector contract vehicles to accelerate procurement
• Familiarity with government ERP and business systems and how document management and workflow solutions integrate with them
• Experience developing business through partners, consultants, associations, or other public-sector channels
• Formal training in a consultative or enterprise sales methodology