Description
NetDocuments is seeking a Senior Enterprise Account Executive – Public Sector to drive new business and expansion within state & local government and U.S. federal agencies.
This is a high-impact, quota-carrying role focused on complex, multi-stakeholder SaaS deals, with average deal sizes in the six-figure range.
Responsibilities:
- Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers.
- Build and manage a strong, predictable pipeline of six-figure opportunities through targeted prospecting, partner collaboration, and marketing-generated leads.
- Maintain accurate pipelines, forecasting, and account plans in CRM.
- Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments.
- Conduct deep discovery to understand each agency’s document, email, and records management needs.
- Develop and deliver compelling value propositions, ROI/TCO analyses, and business cases tailored to executives, business sponsors, legal teams, and IT/security stakeholders.
- Partner closely with Sales Engineering and Product to design solutions leveraging NetDocuments’ platform capabilities, including security, governance, AI, and integrations.
- Navigate and leverage public sector contract vehicles and procurement pathways.
- Articulate how NetDocuments’ FedRAMP-authorised offering and compliance posture address government security and regulatory requirements.
- Stay up-to-date on key public sector initiatives, regulations, and trends that impact document and content management.
- Build strong, multithreaded relationships across agencies.
- Develop long-term account strategies to land, expand, and retain strategic accounts.
- Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realisation.
Requirements:
- 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector.
- Proven track record of consistent annual plan achievement and closing complex six-figure deals.
- Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
- Experience selling FedRAMP, StateRAMP, or similar security-sensitive SaaS solutions into government agencies.
- Strong command of value-based and consultative selling methodologies.
- Excellent communication, presentation, and negotiation skills.
Benefits:
- 90% healthcare premiums company covered
- HSA company contribution
- 401K match at 4% with immediate vesting
- Flexible PTO
- 10 paid holidays
- Monthly contributions for life activities & wellness
- Access to LinkedIn learning with monthly dedicated time to explore