Account Executive, Public Sector

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About the company

At the company, 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. The company 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.

What You’ll Do

We are seeking an Account Executive, Public Sector to win new business within state & local government and U.S. federal agencies. This is an entry-level, quota-carrying role focused on new logo acquisition through prospecting and pipeline creation, with shorter, less complex sales cycles and smaller initial deal sizes than our senior Enterprise Account Executive role. You will receive structured onboarding, coaching, and close support from sales leadership, Sales Engineering, and senior public sector sellers.

You will own the sales cycle for a defined set of target accounts within a territory, selling the company platform (including our public sector and FedRAMP-authorized offerings) to legal, IT, records, and line of business stakeholders across public sector organizations.

You will

• Execute a territory plan, in partnership with your manager, focused on net new logo acquisition across State & Local (SLED) and Federal accounts.

• Build and manage a healthy pipeline through outbound prospecting (phone, email, LinkedIn, events), partner collaboration, and marketing generated leads.

• Maintain accurate pipeline, forecasts, and account notes in CRM.

• Manage new business sales cycles from initial discovery through close, with guidance from senior team members on navigating procurement, legal, and security processes typical in public sector environments.

• Conduct 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 tailored value propositions, demos, and business cases to business sponsors, legal teams, and IT/security stakeholders, with support from Sales Engineering and senior sellers.

• Partner closely with Sales Engineering and Product to position the company’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).

• Learn and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).

• Communicate how the company’ 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 relationships across agencies, including legal leadership, IT and security leaders, records managers, and program owners, and expand contacts within each target account.

• Partner with Customer Success, Account Management, and Professional Services for smooth handoffs so new customers are set up for successful implementations.

• Participate in marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.

• Work with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and open doors in target accounts.

What You’ll Need to be Successful

• 1–3 years of B2B SaaS or software sales experience in a quota-carrying or pipeline-generation role (e.g., SDR/BDR, Account Executive, or similar). Candidates with strong internships or related experience will be considered.

• Demonstrated track record of meeting or exceeding activity, pipeline, or quota targets.

• Exposure to or interest in selling content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.

• Familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms, with strong discipline in logging activity and keeping data current.

• Foundational knowledge of consultative and value based selling, and a willingness to learn and apply a formal sales methodology.

• Excellent written and verbal communication and presentation skills; comfortable engaging both business 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

• Prior experience selling into or supporting public sector (SLED and/or Federal), including SDR/BDR experience targeting government accounts.

• Experience or familiarity with government legal teams (e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar).

• Familiarity with the Microsoft 365 ecosystem and integrations (SharePoint, Teams, Outlook).

• Knowledge of FOIA processes, public records management, and government records retention requirements.

• Exposure to public sector distributors and contract vehicles (e.g., Carahsoft, NASA SEWP, ITESSW2, OMNIA Partners, etc.).

• Hunter mindset: resilient, persistent, and disciplined in prospecting and follow-through.

• Coachable and eager to learn, with a strong desire to grow into a senior Account Executive role.

• 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 the company

• 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: $75,000.00- $80,000.00 + 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

Equal Opportunity

The company 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. The company 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.