State and Local Government (SLG) Account Executive

Softdocs; United States; Remote; USD 100,000 - 130,000; Full time

Benefits offered by this job

Remote position

Direct access to CEO

Medical, Dental, Vision

401K + life insurance

Flexible PTO

Remote work setup stipend

Professional development

Mentorship

Job summary

Softdocs seeks an experienced public-sector Account Executive to drive new-logo growth across a U.S. territory.

You’ll build champion networks, navigate public-sector procurement, and convert opportunities into durable pipelines, partnering with cross-functional teams to advance complex government deals. You will engage CIOs and city/county administrators, understand procurement cycles, and articulate Softdocs’ modern document management and workflow solutions to modernize public-sector

Qualifications

• 5+ years quota-carrying B2B software or SaaS sales.
• Experience selling to state and local government.
• Proven ability to develop net-new business and hit quotas.
• Strong pipeline development via outbound prospecting and partnerships.
• Closing complex multi-stakeholder software deals.
• Knowledge of government procurement and RFP/RFI processes.
• Ability to gain champions and executive credibility.
• Excellent discovery, presentation, negotiation, and written communication.
• Territory planning and CRM discipline.
• Salesforce or similar CRM experience.
• Willingness to travel within the territory.

Responsibilities

• Own and develop your territory across a U.S. state and local government landscape.
• Build and execute target account and department plans.
• Create opportunities before RFPs by early engagement and champion building.
• Maintain and progress a healthy pipeline toward bookings quota.
• Sell both top-down and bottom-up with executive stakeholders.
• Lead consultative discovery and translate needs into a business case.
• Navigate RFP/RFI processes and public-sector procurement requirements.
• Manage the full sales cycle from demo to contract.
• Collaborate with Solutions Engineering, Marketing, and Legal to win deals.

Skills

Quota-carrying B2B SaaS sales

Public-sector government sales

Net-new business development

Pipeline development

Complex multi-stakeholder closing

Government procurement knowledge

Champion development & credibility

Discovery & negotiation skills

Territory planning & CRM

Salesforce / CRM experience

Willingness to travel

Tools

Salesforce

CRM systems

Job description

About Softdocs

Softdocs helps public-sector organizations modernize the way they capture, manage, secure, and move information.

Our cloud-based platform brings together document management, electronic forms, workflow automation, electronic signatures, and intelligent document processing—helping organizations replace paper, manual processes, and legacy systems with simpler, more connected digital experiences.

More than 1,000 education and government organizations rely on Softdocs to modernize operations and better serve their communities.

The Opportunity

State and Local Government is an important growth market for Softdocs, and we're looking for an experienced public-sector Account Executive to help us scale our presence.

This is a quota-carrying, territory-building role focused on driving new-logo growth across an assigned U.S. territory. You'll be responsible for creating new opportunities, developing champions, navigating complex public-sector buying processes, and closing new business across state agencies, counties, cities, municipalities, courts, utilities, special districts, and other government organizations.

You’ll identify where legacy systems, paper-based processes, and disconnected workflows are creating friction, build relationships with the people responsible for improving them, and position Softdocs as a partner in their modernization efforts.

Success in this role requires more than responding to RFPs. We're looking for someone who understands how government buys technology and knows how to create demand, engage early in the buying process, navigate procurement, build consensus across departments, and turn a territory into a durable pipeline.

Role Responsibilities

• Own and develop your territory. Develop and execute a sales strategy across an assigned U.S. territory, focusing on state agencies, counties, cities, municipalities, courts, utilities, special districts, and other state and local government organizations.
• Build and execute account plans. Prioritize target accounts and departments, identify key stakeholders and initiatives, and develop actionable account strategies that create new-logo opportunities.
• Create opportunities before the RFP. Prospect into target accounts, uncover modernization initiatives and operational pain points, develop champions, and engage early enough to help customers define needs and evaluate potential solutions.
• Build pipeline and close new business. Maintain at least 4x qualified pipeline coverage, consistently progress opportunities, and achieve or exceed assigned bookings quota.
• Sell top-down and bottom-up. Build consultative relationships with CIOs, CFOs, City Managers, County Administrators, IT Directors, HR leaders, Clerks, Finance leaders, Program Managers, department heads, and other government executives and administrators.
• Lead consultative discovery. Understand each organization's current systems, manual processes, challenges, strategic priorities, decision criteria, and desired outcomes. Translate those needs into a compelling business case for Softdocs.
• Navigate public-sector procurement. Understand and effectively manage RFP/RFI processes, cooperative purchasing and contract vehicles, budget and fiscal-year cycles, council or board approvals, and other requirements that shape government technology purchases.
• Own the sales cycle. Lead opportunities from prospecting and discovery through demonstrations, solution development, proposals, procurement, negotiation, and contract execution.
• Develop winning deal strategies. Understand the customer's current environment, alternatives, stakeholders, decision criteria, and buying process, and position Softdocs around the business outcomes and capabilities that matter most.
• Develop compelling proposals and business cases. Create tailored proposals, executive-level summaries, and multi-year commercial agreements that clearly communicate business value and expected outcomes.
• Orchestrate the Softdocs team. Partner with Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership to bring the right resources into each opportunity and advance deals.
• Build relationships across the SLG ecosystem. Develop productive relationships with technology partners, consultants, procurement organizations, associations, and other influencers that can expand Softdocs' reach within your territory.
• Run a disciplined business. Maintain accurate opportunity data, next steps, pipeline coverage, and forecasts in Salesforce, with a high standard for forecast accuracy and CRM hygiene.
• Become a Softdocs expert. Develop a strong understanding of Softdocs' products, services, customer use cases, and value proposition and communicate them beyond basic features and functionality.
• Represent Softdocs in the market. Represent Softdocs at customer meetings, industry events, conferences, and relevant state and local government associations.
• Bring the market back to Softdocs. Share customer, market, procurement, and product insights that help strengthen our State and Local Government go-to-market strategy.
• Maintain a professional home-office environment, operate effectively in a remote setting, and travel as required to support customers, prospects, and industry events.
• Perform other duties as assigned.

What You Bring

• 5+ years of quota-carrying B2B software or SaaS sales experience
• Demonstrated experience selling technology solutions to state and/or local government
• Proven success developing net-new business and achieving or exceeding quota
• Proven ability to build pipeline through outbound prospecting, relationships, partners, events, and strategic account development
• Experience managing and closing complex, multi-stakeholder software sales cycles
• Working knowledge of government procurement, including RFP/RFI processes, public-sector contracting, cooperative purchasing, and approval cycles
• Ability to develop champions and build credibility with executive, IT, and operational stakeholders
• Strong discovery, presentation, negotiation, and written communication skills
• Ability to develop business cases and communicate value to both technical and non-technical audiences
• Strong territory planning, opportunity management, forecasting, and CRM discipline
• Experience using Salesforce or a comparable CRM
• Ability and willingness to travel within the assigned territory for customer meetings and industry events

Preferred Experience

• Established relationships within state or local government
• Experience selling document management, enterprise content management, workflow automation, eForms, intelligent document processing, ERP, or adjacent GovTech solutions
• Experience helping government organizations replace or modernize legacy systems and manual processes
• Experience using cooperative purchasing agreements or other public-sector contract vehicles to accelerate procurement
• Familiarity with government ERP and business systems and how document management and workflow solutions integrate with them
• Experience developing business through partners, consultants, associations, or other public-sector channels
• Formal training in a consultative or enterprise sales methodology

What Success Looks Like

In your first year, you'll establish a clear strategy for your territory, develop relationships across priority accounts, build and maintain at least 4x qualified pipeline coverage, and convert opportunities into new Softdocs customers.

You'll develop champions within target organizations, create opportunities ahead of formal procurements, and establish a repeatable approach to winning business across your territory.

You'll also contribute customer, market, procurement, and competitive insights that help Softdocs continue to scale its State and Local Government business.

Why Softdocs

Government organizations are under pressure to modernize operations, improve services, and replace outdated processes without adding unnecessary complexity.

Softdocs brings document management, electronic forms, workflow automation, electronic signatures, and intelligent document processing together in one platform—giving organizations practical ways to eliminate manual work, modernize legacy processes, protect critical information, and improve experiences for employees and constituents.

For the right seller, this is an opportunity to join an established public-sector technology company, own a meaningful territory, and play an important role in scaling a growing State and Local Government business.

What We Offer

• Remote Position – this role is 100% remote with up to 35% travel

• Direct Access to our CEO – direct access to ask our CEO anything starting day 1!

• Benefits- Medical, Dental, Vision, 401K, Disability Insurance, $15,000 Life Insurance, flexible PTO, 13 Holidays, paid Parental Leave

• Remote Work Office Setup – we give you a stipend to purchase the laptop you’d like and supporting equipment you need to do your best work!

• Flexibility – set your work hours while cognizant of work priorities, and being available for clients is critical

• Professional Development – you will develop your skill sets within and outside the role and have opportunities to excel professionally and personally

• Mentorship – direct access to collaborate and learn from senior leaders within and outside your team. Collaboration drives innovation

• People First Company & Team Culture – we want you to bring your professional and personal skills through our virtual doors and we champion having quality time with your family (however you define family). Authenticity is one of our core values!

• Retention Record – the average number of years an employee stays at Softdocs is 5 to 8 years with employees who have been at the company for 10+ years

• Inclusivity – we are conscious of and continuously strive to be proactive in improving how we are creating an equitable and inclusive environment through initiatives such as our Culture Club, company OKRs, and monthly company meetings

$100,000 - $295,000 a year

The compensation range above factors in a minimum base range of $100,000 to $130,000 based on experience. The on-target earnings with full goals hit would be around $295,000.

This role is fully remote but is US-based. At this time, we require our team to be based in the United States. The responsibilities of the role, your experience and skills, and internal equity across our team determine compensation. We use market data and real-world performance to make sure pay is fair, competitive, and aligned with impact.

Softdocs is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.