Senior 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 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, multi-stakeholder SaaS deals, with average deal sizes in the six-figure range.

You will own the full sales cycle for a defined territory, selling the company 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 the company’ 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 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 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 the company’ 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

• 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 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: $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

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.