Senior Account Executive

bridgeway; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Bridgeway seeks a Senior Account Executive to drive new business in the public sector pension administration market, owning large net-new opportunities. This remote, east-coast based role requires leading full-cycle sales to retirement systems while navigating RFPs and engaging boards of trustees.

You will prospect, demo, propose, and negotiate to close multi-stakeholder deals, collaborating with VP of Sales and SDR teams while maintaining CRM discipline and delivering top-tier customer outcomes.

Qualifications

• 7-10+ years of enterprise SaaS sales experience in public sector markets.
• Experience selling to pension administration / retirement systems preferred.
• Proven track record closing long-cycle, multi-stakeholder deals.
• Strong knowledge of RFP/RFI processes and state/local procurement.
• Ability to present to senior stakeholders and boards.
• Experience using AI tools to boost productivity.

Responsibilities

• Own the full sales cycle for net-new logos within an assigned territory.
• Develop and execute territory strategies to build a robust pipeline.
• Lead executive-director and board-level presentations and demos.
• Navigate RFPs/RFIs, bids, and procurement rules to keep deals moving.
• Collaborate with sales ops, marketing, and CS to ensure a seamless customer experience.
• Maintain accurate pipeline and forecasting in the CRM and report to leadership.
• Consistently meet or exceed net-new bookings and ARR quotas.

Skills

Enterprise SaaS sales

Public sector / SLED sales

Hunter mentality

Complex multi-stakeholder deals

Public sector procurement knowledge

Executive communication

CRM hygiene

AI-assisted productivity

Education

Bachelor's degree

Job description

We're hiring a Senior Account Executive to drive new business within the public sector pension administration market, owning our largest, most complex net-new opportunities. This role sells our SaaS platform to benefit administrators, with a focus on state, county, and municipal retirement systems - a segment we're establishing from the ground up.

The Senior Account Executive is a true hunter role: full-cycle ownership of a defined territory of large, complex public pension systems, from prospecting and RFP navigation through executive- and board-level presentations to close, with public sector or SLED sales experience required - ideally in pension or retirement systems.

This is a remote position - east cost based preferred; travel is required for finalist presentations, conferences, and prospective customer visits.

Key Responsibilities

• Full-Cycle, Net-New Sales
• Own the full sales cycle for net-new logos - prospecting, discovery, demos, proposal development, negotiation, and close - within an assigned territory or account list.
• Build and execute account and territory strategy to generate a robust, qualified pipeline, working closely with the VP of Sales and SDR function.
• Carry the largest, most complex opportunities in the segment and help shape territory strategy for the broader public sector team.
• Public Sector & Procurement
• Navigate public sector procurement - RFPs/RFIs, competitive bids, sole-source justifications, and state/local contracting rules - to keep deals moving and compliant.
• Serve as the team's go-to voice on public sector buyer priorities, competitive dynamics, and procurement nuances.
• Relationship & Stakeholder Management
• Build and maintain relationships with key decision-makers within prospective customer organizations.
• Lead executive- and board-level engagement with executive directors, CIOs, benefits administrators, and boards of trustees.
• Lead or support finalist presentations, product demonstrations, reference calls, and proof-of-concept processes, partnering with sales engineering as needed.
• Pipeline, Forecasting & Reporting
• Maintain accurate, disciplined pipeline management and forecasting in the CRM.
• Report on sales activities, progress, and outcomes to sales leadership.
• Consistently meet or exceed assigned quota for net-new bookings/ARR.
• Collaboration & Team Contribution
• Collaborate with sales operations, marketing, and customer success to deliver a seamless prospect and customer experience.
• Share customer and market feedback with the product team to help the SaaS solution evolve.

Requirements

• 7-10+ years of Enterprise SaaS sales experience.
• Public sector/SLED (state, local, and education) sales experience, ideally in pension administration, retirement systems, or governmental benefits administration - required.
• Proven ability to prospect, qualify, and close full-cycle deals - a genuine hunter mentality, not solely account management.
• A proven track record closing complex, long-cycle, multi-stakeholder enterprise deals of significant contract value, and working knowledge of public sector procurement (RFP/RFI processes, competitive bidding, sole-source pathways, state/local contracting requirements).
• Comfort presenting to and building relationships with senior stakeholders; for the Senior Account Executive level, this extends to boards of trustees, C-level executives, and other senior government stakeholders.
• Strong verbal and written communication skills, with the ability to tailor a pitch to different audiences.
• Organizational discipline to manage multiple accounts and CRM hygiene at once.
• Experience using generative AI tools such as Claude and Copilot to improve productivity and deliver high-quality outcomes.
• Bachelor's degree.
• Bridgeway is an Equal Opportunity Employer.