Senior Account Executive, Public Sector

NetDocuments

. Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net-new logo acquisition and expansion in existing customers .

Posted 10/8/2026full-timeRemote • United StatesSenior💰 $130,000 - $150,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in enterprise SaaS sales, particularly within the public sector, with a strong focus on complex sales cycles and compliance requirements. Proficient in developing value propositions and navigating procurement processes while building strategic relationships across government agencies.

Highest-signal resume keywords

Enterprise SaaS Sales ExperiencePublic Sector Sales ExpertiseValue-Based Selling MethodologiesComplex Sales Cycle ManagementFedRAMP Compliance Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Document Management SolutionsContent Management SolutionsROI AnalysisBusiness Case DevelopmentNegotiation SkillsSales ForecastingPipeline ManagementConsultative SellingRecords ManagementCollaboration Solutions

Soft Skills

Excellent CommunicationPresentation SkillsNegotiation SkillsCollaborationHunter Mindset

Tools & Technologies

CRM SoftwareMicrosoft 365E-Signature SolutionsSharePointTeamsOutlook

Industry Keywords

Public Sector ProcurementFOIA ProcessesGovernment Records RetentionSLED AccountsFederal AccountsSecurity-Sensitive SolutionsLegal TechChannel PartnersStrategic PartnershipsPublic Records Management

About the role

Key responsibilities & impact

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 predictable pipeline of six-figure opportunities through prospecting, partner collaboration, and marketing-generated leads
Maintain accurate pipelines, forecasting, and account plans in CRM
Lead complex sales cycles from discovery through negotiation and close, navigating public-sector procurement, legal, and security processes
Conduct discovery to understand agencies’ document, email, and records management needs, including FOIA, case management, discovery, records retention, and compliance
Develop value propositions, ROI/TCO analyses, and business cases for executives, business sponsors, legal teams, and IT/security stakeholders
Partner with Sales Engineering and Product to design solutions involving security, governance, AI, and integrations such as Microsoft 365 and e-signature
Navigate public-sector contract vehicles and procurement pathways through distribution and channel partners
Articulate how NetDocuments’ FedRAMP-authorized offering and compliance posture address government security and regulatory requirements
Stay current on public-sector initiatives, regulations, and trends affecting document and content management
Build 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
Collaborate with Customer Success, Professional Services, Product, and Marketing to support implementations and customer value realization
Work with marketing campaigns, events, and thought leadership targeting public-sector legal and IT stakeholders
Align with strategic partners such as systems integrators, resellers, and consulting partners to co-sell and expand NetDocuments’ footprint

Requirements

What you’ll need

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 and 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, including creating 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
Optional: Experience selling into legal teams
Optional: Familiarity with Microsoft 365 ecosystem and integrations (SharePoint, Teams, Outlook) in a government context
Optional: Knowledge of FOIA processes, public records management, and government records retention requirements
Optional: Experience with major public sector distributors and contract vehicles
Optional: Hunter mindset, executive presence, outcome orientation, collaboration, and technical understanding of platform capabilities, integrations, and security/compliance concepts

Benefits

Comp & perks

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