Drive net-new revenue by selling to mid-market and large County and City governments across PA, NJ, DE, MD, OH, WV, and KY
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

2+ years' experience selling SaaS solutions with complex buying cycles
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 an impact and grow
Bachelor’s Degree, or equivalent work experience
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

WE ARE APPROACHABLE. Want to talk to a member of management or leadership, walk up and say hi.
WE TRUST YOU. We don’t have a million rules because we believe you will embrace our Culture Code and make good decisions.
WE EMBRACE TECHNOLOGY! We love it, sell it, support it, use it, and need it.
WE DRESS COMFORTABLY. We need you to work hard, not wear a tie.
WE ARE KIND. Being kind, forgiving, empathetic, and respectful can change your life and everyone around you.
WE ENJOY OUR TEAM. Use your webcam, collaborate, build relationships, and recognize others for doing a great job. You work a lot; make the most of your time here.
WE VIRTUALIZE EVERYTHING. We strive for 100% inclusion of our remote teammates.

Account Executive, Mid-Market

Key skills