Account Executive, Public Sector

What You’ll Do 

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, multistakeholder 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, and line of business stakeholders across public sector organizations. 

 

You will: 

• Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers. 
• Build and manage a strong, predictable pipeline of six figure opportunities through targeted prospecting, partner collaboration, and marketing generated leads. 
• Maintain accurate pipelines, forecasting, and account plans in CRM. 
• Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments. 
• Conduct deep discovery to 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 and leverage public 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, including legal leadership, CIO/CTO/CISO, records managers, and program owners. 
• Develop long-term account strategies to land, expand, and retain strategic 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 with marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders. 
• Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and expand NetDocuments’ footprint in target accounts. 

 

What You’ll Need to be Successful 

• 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal). 
• Proven track record of consistent annual plan achievement, as well as closing complex six figure deals with multistakeholder buying groups and formal procurement processes. 
• Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.  
• Experience selling FedRAMP, StateRAMP, or similar security sensitive SaaS solutions into government agencies.  
• Strong command of value based and 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, as required. 

 

What Will Make You Stand Out (optional) 

• Experience selling into legal teams (e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar government legal entities).  
• Familiarity with Microsoft 365 ecosystem and 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 mindset with strong discipline in territory planning, prospecting, and follow-through. 
• Executive presence and the ability to lead strategic conversations with senior public sector stakeholders. 
• Outcome oriented and comfortable owning a sizable quota with six figure deal expectations. 
• Collaborative teammate who works well with presales, post sales, and partner ecosystems. 
• Curious and technical enough to understand platform capabilities, integrations, and security/compliance concepts, and to translate them into business value. 

 

What You’ll Love About NetDocuments 

• The People! 
• 90% healthcare premiums company covered 
• HSA company contribution 
• 401K match at 4% with immediate vesting 
• Flexible PTO (typically 3 to 4 weeks a year) 
• 10 paid holidays 
• Monthly contributions for life 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 position includes on target earnings, base salary and variable if applicable. Some roles may qualify for overtime pay. Individual compensation packages are determined based on various factors specific to each candidate, such as career level, skills, experience, geographic location, qualifications, and other job-related considerations