Public Sector Account Executive - NAVY

LIFE AT the company

The people at the company believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power.

To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about the company, and about our larger purpose.

Could that be you?

Life at the company

The people at the company believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power.

To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about the company, and about our larger purpose.

Could that be you?

Account Executive - NAVY

Job Overview

The company is seeking a dynamic and results-driven Account Executive to join our Public Sector NAVY sales team. This role will be responsible for driving new business acquisition and expanding existing relationships within the public sector, focusing on state and local government agencies and educational institutions. The ideal candidate will have a proven track record of exceeding sales targets and a passion for helping public sector organizations transform through intelligent automation.

Key Responsibilities

Sales & Revenue Generation

• Achieve and exceed quarterly and annual sales quotas for new business and expansion revenue within Navy focused client

• Develop and execute strategic account plans to penetrate new accounts and expand footprint in existing customers

• Manage full sales cycle from prospecting through contract negotiation and closure

• Build and maintain a robust pipeline of qualified opportunities

Relationship Management

• Establish and nurture C-level and executive relationships within state, local government, and education organizations

• Act as a trusted advisor to customers, understanding their business challenges and aligning the company solutions to their needs

• Collaborate with customer success teams to ensure seamless handoffs and long-term customer satisfaction

Territory & Market Development

• Develop deep understanding of NAVY market dynamics, procurement processes, and compliance requirements

• Identify and pursue strategic opportunities within assigned customer

• Represent the company at industry events, conferences, and customer meetings

Cross-Functional Collaboration

• Partner with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling customer experiences

• Work closely with marketing to develop territory-specific campaigns and demand generation activities

• Collaborate with legal and finance teams on contract negotiations and deal structuring

Required Qualifications

Experience

• 5+ years of successful enterprise software sales experience, with at least 2+ years selling to NAVY accounts

• Proven track record of consistently meeting or exceeding sales quotas ($1M+ annually)

• Experience navigating complex procurement processes and government contracting requirements

• Demonstrated ability to close six and seven-figure deals

Skills & Competencies

• Strong understanding of NAVY buying cycles, budget processes, and decision-making structures

• Excellent presentation, communication, and negotiation skills

• Ability to articulate complex technical concepts to both technical and non-technical audiences

• Strategic thinking with strong business acumen

• Self-motivated with ability to work independently and as part of a team

• Proficiency with Salesforce or similar CRM platforms

Education

• Bachelor's degree required; MBA or advanced degree preferred

Preferred Qualifications

• Experience selling automation, AI, or digital transformation solutions

• Existing relationships within NAVY focus

• Knowledge of RPA (Robotic Process Automation) and AI technologies

• Understanding of public sector compliance requirements (FedRAMP, StateRAMP, etc.)

• Experience with cooperative purchasing agreements (NASPO, E&I, etc.)

#LI-BS1

Maybe you don’t tick all the boxes above—but still think you’d be great for the job? Go ahead, apply anyway. Please. Because we know that experience comes in all shapes and sizes—and passion can’t be learned.

Many of our roles allow for flexibility in when and where work gets done. Depending on the needs of the business and the role, the number of hybrid, office-based, and remote workers will vary from team to team. Applications are assessed on a rolling basis and there is no fixed deadline for this requisition. The application window may change depending on the volume of applications received or may close immediately if a qualified candidate is selected.

We value a range of diverse backgrounds, experiences and ideas. We pride ourselves on our diversity and inclusive workplace that provides equal opportunities to all persons regardless of age, race, color, religion, sex, sexual orientation, gender identity, and expression, national origin, disability, neurodiversity, military and/or veteran status, or any other protected classes. Additionally, the company provides reasonable accommodations for candidates on request and respects applicants' privacy rights. To review these and other legal disclosures, visit our privacy policy [link for members]