Senior Account Executive, Public Sector

NetDocuments; United States; Remote; USD 130.000 - 150.000; Vollzeit

Benefits dieser Stelle

Healthcare premiums

HSA contribution

401K match

Flexible PTO

Paid holidays

Wellness stipend

Zusammenfassung

NetDocuments is expanding its Public Sector team and seeks an experienced Senior Enterprise Account Executive to drive new business and expansion with state & local and federal agencies. You will own the full sales cycle, build a strong pipeline, and deliver compelling business cases to executives and IT leaders.

In this role, you’ll collaborate with Sales Engineering and Product, navigate complex procurement, and leverage NetDocuments’ FedRAMP–authorized offerings to meet government security

Qualifikationen

• 7+ years of successful enterprise SaaS or software sales experience, with 3–5 years selling into public sector (SLED and/or Federal).
• Proven track record of closing complex six-figure deals with multi-stakeholder buying groups and formal procurement processes.
• Demonstrated selling of content/document management, collaboration, or related enterprise platforms.
• Experience selling FedRAMP, StateRAMP, or similar security-sensitive SaaS solutions into government agencies.

Aufgaben

• Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving new logo acquisition.
• Build and manage a strong, predictable pipeline of six-figure opportunities through targeted prospecting and partner collaboration.
• Maintain accurate pipelines, forecasting, and account plans in CRM.
• Lead complex sales cycles from discovery through negotiation and close in public sector environments.
• Develop and deliver compelling business cases, ROI analyses, and value propositions tailored to executives and IT/security stakeholders.
• Collaborate with Sales Engineering and Product to design solutions leveraging platform capabilities, including security and integrations.

Kenntnisse

Enterprise SaaS sales

Public sector selling

Value-based selling

Executive communication

Territory planning

Multi-stakeholder sales

Negotiation skills

Jobbeschreibung

NetDocuments is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity without phone, video, and in person meetings and communications from emails using the @netdocuments.com domain. If you have any concerns or questions about communications you have received, please send them to [e-mail] so our team members can review.

About NetDocuments

At NetDocuments, we’re shaping the future of legal work. We believe legal professionals should spend less time searching for information and managing documents, and more time solving complex problems, serving clients, and delivering meaningful outcomes. That’s why we’re building technology that helps organizations work smarter, collaborate more effectively, and unlock the full value of their institutional knowledge.

Our team is redefining what’s possible for legal technology. NetDocuments is the trusted intelligent document management platform for legal professionals and the company behind the industry’s first and only legal context graph—a breakthrough that gives legal professionals and AI a richer understanding of how matters, documents, people, and knowledge connect across an organization while respecting enterprise-grade security, governance, permissions, and ethical walls.

Innovation is only part of our story. We believe our greatest strength is our people. We foster a collaborative, inclusive, and high-performing culture where curiosity is encouraged, diverse perspectives are valued, and employees are empowered to make a meaningful impact. Whether you’re building products, serving customers, or supporting the business, your work helps shape the future of one of the world’s most trusted legal technology platforms.

That commitment to our employees and customers has earned us recognition as one of the nation’s top workplaces, including:

• Four consecutive appearances on the Inc. 5000 list of America’s Fastest-Growing Private Companies
• Five-time Top Workplace USA winner
• Five-time Salt Lake Tribune Top Workplace
• Multiple Top Workplaces Culture Excellence awards recognizing innovation, employee appreciation, work-life flexibility, and compensation & benefits

If you’re excited to solve meaningful challenges, work alongside talented colleagues, and help define the next generation of legal technology, we’d love to meet you.

WhatYou’llDo

We are 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.

You will own the full sales cycle for a defined territory, selling the NetDocuments platform (including our public sector and FedRAMP-authorized offerings) into legal, IT, records, andline of businessstakeholders across public sector organizations.

You will:

• Own and execute a territory plan acrossState & Local (SLED)andFederalaccounts, drivingnet newlogo acquisition and expansion in existing customers.
• Build and manage a strong, predictable pipeline ofsix figureopportunities through targeted prospecting, partner collaboration, andmarketing generatedleads.
• Maintainaccuratepipelines, forecasting, and account plans in CRM.
• Lead complex sales cycles frominitialdiscovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments.
• Conduct deepdiscoveryto understand each agency’s document, email, and records management needs (e.g., FOIA, case management,discovery, records retention, and compliance).
• 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 (e.g., Microsoft 365,esignature).
• Navigate andleveragepublic sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
• Articulate how NetDocuments’ FedRAMP authorized offering and compliance posture address government security and regulatory requirements at federal, state, and local levels.
• Stay up to date on key public sector initiatives, regulations, and trends that impact document and content management.
• Build strong, multithreaded relationships across agencies,includinglegal leadership, CIO/CTO/CISO, records managers, and program owners.
• Developlong-termaccount strategies to land, expand, andretainstrategic accounts; act as a trusted advisor on modernizing document and email management.
• Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realization.
• Work closely withmarketingcampaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
• Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) toco-selland expand NetDocuments’ footprint in target accounts.

WhatYou’llNeed to be Successful

• 7+ yearsof successful enterprise SaaS or software sales experience, with at least3–5 years selling into public sector (SLED and/or Federal**)**.
• Proventrack recordofconsistent annual plan achievement, as well asclosing complexsix figuredeals with multistakeholder buying groups and formal procurement processes.
• Demonstratedsuccessfulselling solutions related tocontent management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
• Experience selling FedRAMP,StateRAMP, or similarsecurity sensitiveSaaS solutionsintogovernment agencies.
• Strong command ofvalue basedand consultative selling methodologies, with the ability to create compelling business cases and ROI analyses.
• Excellent communication, presentation, and negotiation skills; comfortable presenting to executive and technical audiences.
• Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, asrequired.

What Will Make You Stand Out (optional)

• Experience selling intolegal teams(e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar government legal entities).
• Familiarity withMicrosoft 365 ecosystemand integrations (SharePoint, Teams, Outlook) in a government context.
• Knowledge of FOIA processes, public records management, and government records retention requirements.
• Experience working with or through major public sector distributors and contract vehicles (e.g., Carahsoft, NASA SEWP, ITESSW2, OMNIA Partners, etc.).
• Hunter mindsetwith strong discipline in territory planning, prospecting, andfollow-through.
• Executive presenceand the ability to lead strategic conversations with senior public sector stakeholders.
• Outcome orientedand comfortable owning a sizable quota withsix figuredeal expectations.
• Collaborative teammatewho works well with presales,post sales, and partner ecosystems.
• Curious and technical enoughto understand platform capabilities, integrations, and security/compliance concepts, and to translate them into business value.

WhatYou’llLove AboutNetDocuments

• The People!
• 90%healthcarepremiums company covered
• HSA company contribution
• 401K match at 4% with immediate vesting
• Flexible PTO (typically 3 to 4 weeks a year)
• 10paid holidays
• Monthly contributions forlife activities &wellness
• Access to LinkedIn learning with monthly dedicated time to explore

Compensation Transparency

The compensation range for this position is:$130,000.00- $150,000.00 + Variable

The posted cash compensation for this positionincludesontarget earnings, base salary and variable if applicable. Some roles may qualify for overtime pay. Individual compensation packages aredeterminedbased onvarious factorsspecific to each candidate, such as career level, skills, experience, geographic location, qualifications, and other job-related considerations

Equal Opportunity

NetDocuments is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, individual qualifications, without regard to race, color, religion, sex, (including pregnancy), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity and/or expression, military and veteran status, or any other status protected by laws or regulations in the locations where we operate. NetDocuments believes diversity and inclusion among our employees is critical to our success, and we are committed to providing a work environment free of discrimination and harassment.