Account Executive

ePlanSoft; Chicago (IL); Remote; USD 100,000 - 240,000; Full time

Job summary

e-PlanSoft in the United States is seeking an experienced Account Executive to own a territory, land new agencies, and grow existing customers. You will prospect, conduct discovery, demos, and proposals, guiding procurement through to close.

This role is fully remote, with travel as needed, and focuses on delivering growth in a complex, multi-stakeholder environment. You will join a leadership-driven GTM function that values customers first and pipeline discipline.

Qualifications

• 2+ years as a full-cycle, quota-carrying account executive in B2B software.
• Experience selling to multiple stakeholders in regulated or bureaucratic environments.
• Proven ability to build own pipeline and meet or exceed quotas.

Responsibilities

• Own your number for a named territory, across new logos and expansion.
• Prospect regularly: calls, email, LinkedIn, events, and partner channels.
• Research accounts using public data to time and target the right people.
• Manage multi-thread deals with officials, reviewers, IT, finance, and procurement.
• Run discovery, demos, and proposals; guide customers through procurement and approvals.
• Grow existing customers by identifying new needs and paid feature adoption.
• Collaborate with partners on joint opportunities and travel for meetings.

Skills

Full-cycle AE

Quota-carrying

B2B software sales

Prospecting

Job description

If you want to join a company that's been riding a wave of success for years, this isn't it. If you want to be the seller at the front of a wave that's been building, keep reading.

A year from now, we'll be telling the story of how e-PlanSoft got its momentum back. We're hiring the Account Executive who gets to be a big part of that story.

About e-PlanSoft

e-PlanSoft makes electronic plan review software for the cities, counties, and third-party reviewers who approve what gets built in their communities. We were born as the best standalone plan review product on the market, and we've spent nearly two decades helping agencies move a slow, paper-heavy process online. We integrate with the permitting platforms our customers already use, and we're backed by ParkerGale, a growth-focused PE software investor.

Here's the honest version of where we are: over the past year, we did the hard work of rebuilding. We modernized our product and shipped the features that put us back where we started, at the top. That work is paying off:

• Our NPS jumped 20+ points in the last few months.

• Existing customers are raising their hands to adopt our new features AND they’re proactively asking to see demos of our new paid products.

• Our partnerships are stronger than they've been in years.

I can't sell you on a year of record growth. What I can tell you is that the seller who joins now gets to be the growth we talk about a year from now.

And you won't do it alone. I'm the CEO, and I'm a revenue executive by background. Our VP of Go-to-Market is world-class. Our R&D leaders, and the company as a whole, are deeply commercial. You will join a company with real respect for sales as a function.

Additionally, we're not a company where, when a deal needs something from product to close, the seller hits a wall. That doesn’t happen here. Every engineer and product manager is committed to growth. We won't say yes to every feature request, but you'll be met with 'how might we?' instead of a stonewall. That's curious before critical and customers first, always in action (see our full list of core behaviors below).

The role

You'll own a named territory of states that includes both existing customers and prospects. That means two ways to win: land new agencies and grow the ones who already trust us.

We work hard to send opportunities your way. Leads come from marketing, from our partners, from conferences, and from me, since I'm on the road constantly building awareness. But let's be clear: this is not an inbound-only job. You will cold call. You will prospect. You will build a meaningful share of your own pipeline.

What makes this market different

• Every deal is complex. Deals are multi-threaded with real procurement processes. A $10K deal can have the same dynamics as a $500K deal.

• Cycles are long. Expect 4 to 12 months. You need the hunger to build pipeline and the persistence to keep deals moving.

• The information is public. Budgets, buying cycles, council agendas, RFPs, competitors, and who has to approve are often a search away. Sellers who know how to use public information to run a deal will have an unfair advantage here.

What you'll do

• Own your number for a named territory, across new logos and expansion.

• Prospect every week: calls, email, LinkedIn, events, and partner channels.

• Research accounts using public data (budgets, agendas, RFPs, permit volumes) to find the right timing and the right people.

• Multi-thread every deal: building officials, plan reviewers, IT, finance, procurement, and elected leaders.

• Run your own discovery, demos, and proposals. We don't have solutions consultants, so you'll learn the product inside and out and demo it yourself. Then guide customers through procurement, contracting, and approvals.

• Grow existing customers by uncovering new needs and introducing our new paid features.

• Work closely with our partners on joint opportunities.

• Travel as needed for conferences and customer meetings. We are fully remote, and we always will be. No return-to-office plan is waiting in the wings. But you'll travel when it matters.

• Forecast accurately and keep your pipeline clean, every week.

Our two non-negotiables

1. You are obsessed with your pipeline. You know every deal cold: who's involved, where the budget sits, what's next, and what could kill it. You're all over your deals because you care about getting them closed, not because someone asked for an update.

2. You document. We don't want you spending your day in the CRM. But every week, you clean your pipeline and update the system. Deal information lives in our tools, not on your phone or your laptop. We use a lot of AI to make this close to painless, and we'll help you. But if this one feels like a burden, this isn't the role for you.

Who you are

You have

• 2+ years as a full-cycle, quota-carrying AE in B2B software, with a track record of hitting your number.

• Experience selling to multiple stakeholders in a regulated or bureaucratic environment, like government, healthcare, education, utilities, or financial services.

• A habit of prospecting. You've built your own pipeline, not just worked inbound.

• The patience to run 4 to 12 month cycles without letting deals go cold.

• The boldness to stay in control of your deals. You’ll pull back after you get the “yes” and you view your outreach to prospects as a service, not a burden. You’re helping your customers get what they want and you’re relentless in ensuring things keep moving.

Bonus points for

• GovTech or public sector sales experience. We want it, but we'll gladly talk to a great seller without it.

• Experience with permitting, plan review, building, or AEC software.

• Using public information (budgets, meeting minutes, RFPs) to plan and win deals.

• Using AI tools to work faster and smarter.

What it takes to be considered for Senior AE

Senior is earned with results, not years. To be considered, you'll need all of the following:

• Hit or exceeded quota in at least 3 of your last 4 years, and you can show the numbers. This means you have a minimum of 4 years sales experience (BDR/SDR experience is important but doesn’t count towards that tenure).

• Personally closed complex deals with 3+ stakeholders, formal procurement, and 6+ month cycles.

• Owned a territory end to end, including building most of your own pipeline.

• Demoed the product you were selling; you truly owned FULL sales cycle.

• Public sector or highly regulated industry experience.

Compensation

• Base salary: $100,000 (Account Executive) / Up to $120,000 (Senior Account Executive)

• On-target earnings: $200,000 (Account Executive) / Up to $240,000 (Senior Account Executive)

• Quota: Set to the role / Higher, to match

Commissions are uncapped. That's table stakes. Any company capping your earnings in this market is a company to run from.

What's different here is the combination: no cap and no floor. You earn commission on every dollar you sell, starting with your first, and your rate scales up meaningfully as you get closer to your target.

When we say we want our sellers to make life-changing money, we mean it. We want our best seller to be the highest-paid person at e-PlanSoft. We're very comfortable writing very large checks to people who perform.

How we work

We have high standards for ourselves and the people we work with. We want people who want to be pushed and who will push us back.

What we don't believe in is performative hustle. 'Perception is reality' is garbage here. Nobody's counting your hours or your green dot. We have high standards that we expect you to hit, but those standards aren’t measured by how many emails you respond to after hours. In fact, world-class talent is often able to meet or exceed high standards well inside working hours. That’s a feature, not a flaw.

So yes, we'll push you. And you can also see the dentist mid-day, pick up your kids from school, or leave early on Friday to get ready for a date. Having a life and doing the best work of your career aren't in tension here.

Our five core behaviors

We don't talk about core values. People with very different values can work brilliantly together. That's why we focus on core behaviors instead, because what matters is how we show up for each other.

1. Curious before critical. The easy move with a hard problem is listing why it won't work. We start with 'how might we?' instead. We still challenge and push back. The difference is where we start.
2. Speak up, even when your voice shakes. Disagreeing with someone more senior is scary, and hard things rarely come out perfectly. That's okay. It's on all of us, especially leaders, to make that safe. Once everyone's been heard, we commit fully.
3. Customers first, always. Doing exactly what's asked is easy. Our job is to understand customers well enough to solve the real problem. That's how we earn trust.
4. Make hard fun. Hard doesn't have to mean miserable. Joy is a choice we make on purpose. We don't slack off; we work hard and find the fun in it together.
5. Take the time to simplify. Complexity is a shortcut, and AI makes it easier than ever. Handing someone something complicated makes them do the work. Simplifying is the kind thing to do, and the smart thing for the business.