State and Local Government (SLG) Account Executive

Softdocs · Remote, United States

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 were 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.Youll 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.
Were 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.
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.
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.
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.
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.
Understand the customers current environment, alternatives, stakeholders, decision criteria, and buying process, and position Softdocs around the business outcomes and capabilities that matter most.
Create tailored proposals, executive-level summaries, and multi-year commercial agreements that clearly communicate business value and expected outcomes.
Partner with Solutions Engineering, Marketing, Product, Customer Success, Legal, Finance, and executive leadership to bring the right resources into each opportunity and advance deals.
Develop productive relationships with technology partners, consultants, procurement organizations, associations, and other influencers that can expand Softdocs reach within your territory.
Maintain accurate opportunity data, next steps, pipeline coverage, and forecasts in Salesforce, with a high standard for forecast accuracy and CRM hygiene.
Develop a strong understanding of Softdocs products, services, customer use cases, and value proposition and communicate them beyond basic features and functionality.
Represent Softdocs at customer meetings, industry events, conferences, and relevant state and local government associations.
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.
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 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

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, youll 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.
Youll develop champions within target organizations, create opportunities ahead of formal procurements, and establish a repeatable approach to winning business across your territory.
Youll 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.
Remote Position – this role is 100% remote with

up to 35% travel

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

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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!

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

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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). The on-target earnings with full goals hit would be around $295,000.
This role is

fully remote

but is US-based. 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.
\We celebrate diversity and are committed to creating an inclusive environment for all employees.