Enterprise Sales Executive, Capital Planning

Fortive; United States; Remote; USD 176,000 - 294,000; Full time

Benefits offered by this job

Medical, dental, vision

Life & LTD insurance

HSA

401(k)

Job summary

Gordian, part of Fortive, is seeking an Enterprise Sales Executive to drive new client acquisition and revenue growth in US state and local government and higher education. You will own the sales cycle from prospecting to closing, partnering with internal teams to meet aggressive targets.

The role requires strategic selling, MEDDPICC qualification, and travel up to 20%, with a focus on building long-term relationships and cross-sell opportunities across multi-state territories.

Qualifications

• Bachelor’s degree or equivalent work experience.
• 5 years of experience selling technology, information services, or business solutions to the US state and local government sector.
• Proven track record of meeting or exceeding sales quotas and developing new business in a similar role.
• Experience navigating complex deals and relationships in the US State and Local government sector.
• Strong presentation and written communication skills.
• Ability to conduct effective in-person and virtual customer meetings.
• Up to 20% travel required.

Responsibilities

• Meet or exceed sales quotas for bookings, pipeline growth, and related activity metrics.
• Position Gordian as a leader, offering unique, value-added services in the market.
• Conduct face-to-face and virtual selling activities with prospective and current customers across assigned regions.
• Manage complex deals and relationships to maximize impact across a multi-state territory.
• Develop territory plans, prospecting strategies, and client action plans.
• Collaborate with Marketing and Business Development teams to strategize target lists and lead generation.
• Identify, qualify, pursue, and close net new opportunities for customers, leveraging resources as needed.
• Coordinate with operational and sales support groups to ensure successful implementation and delivery.
• Identify cross-sell opportunities and engage overlay resources.
• Utilize MEDDPICC and other sales qualification methods to maintain a healthy funnel.
• Maintain accurate records in Salesforce.
• Schedule and attend daily face-to-face and virtual appointments with buyers.
• Stay updated on market conditions, needs, and competitor strategies.
• Participate in industry conferences, trade shows, and networking events.

Skills

State & Local gov sales

Technology sales

Public sector prospecting

Executive presenting

Travel up to 20%

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide. We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan.

Gordian is the leading provider of Building Intelligence™ Solutions, delivering unrivaled insights, robust technology and comprehensive expertise that fuel customers’ success during every phase of the building lifecycle. Gordian created Job Order Contracting (JOC) and delivers industry standard RSMeans Estimating Data as well as Facilities Optimization Services and Software. We empower organizations to optimize capital investments, improve project performance and minimize long-term operating expenses.

Join Gordian’s dynamic team as a Enterprise Sales Executive, Capital Planning focusing on new client acquisition and revenue growth within US State and local government departments and agencies and our Higher Education space. As a key player, you will drive sales engagement from prospecting to closing, working closely with internal resources to achieve aggressive business goals.

Working with Business Development Representatives and other internal resources, Enterprise Sales Executives actively drive and manage the sales engagement through a complex buying cycle, from prospecting through closing. Enterprise Sales Executives must be able to prospect, qualify, and define customer requirements. They are expected to effectively articulate Gordian’s value proposition for various solution features and benefits and recommend appropriate solutions to customer stakeholders.

Key Responsibilities

• Meet or exceed sales quotas for bookings, pipeline growth, and related activity metrics.
• Position Gordian as a leader, offering unique, value-added services in the market.
• Conduct face-to-face and virtual selling activities with prospective and current customers across assigned regions.
• Manage complex deals and relationships to maximize impact across a multi-state territory.
• Develop territory plans, prospecting strategies, and client action plans.
• Collaborate with the Marketing and Business Development Representative teams to strategize effective target lists and lead generation.
• Identify, qualify, pursue, and close net new opportunities for customers, leveraging resources as needed.
• Coordinate with operational and sales support groups to ensure successful implementation and delivery.
• Identify cross-sell opportunities and engage appropriate overlay resources.
• Utilize MEDDPICC and other sales qualification methods to maintain a healthy funnel.
• Maintain accurate and up-to-date records of sales activities, forecasts, and customer interactions in Salesforce.
• Schedule and attend daily face-to-face and virtual appointments with current or prospective buyers.
• Stay updated on market conditions, needs, and competitor strategies.
• Participate in industry conferences, trade shows, and networking events to expand Gordian’s presence.

Required Skills & Experience

• Bachelor’s degree or equivalent work experience.
• 5 years of experience selling technology, information services, or business solutions to the US state and local government sector.
• Proven track record of meeting or exceeding sales quotas and developing new business in a similar role.
• Experience navigating complex deals and relationships in the US State and Local government sector.
• Strong presentation and written communication skills.
• Ability to conduct effective in-person and virtual customer meetings.
• Up to 20% travel required.

Preferred Skills & Experience

• Familiarity with the construction project lifecycle.
• Familiarity with facilities management and capital planning

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Gordian

Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide.We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [e-mail].

Pay Range

The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 176000 - 293900