The Account Executive will drive revenue growth by helping special district governments modernize how they serve their communities.
This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory.
Building a market plan, proactive and intentional outreach, and continuing through all phases of the sales process culminating in sales win/close.
Identify and penetrate high-potential districts.
Develop comprehensive account strategies that map organizational structure, identify champions, understand procurement cycles, and create multi-year expansion roadmaps.
Lead the complete sales cycle: cold outreach through contract signature, including discovery, solution design, demonstration, proposal development, and negotiation.
Generate new pipeline through prospecting, association engagement, referrals, and market research.
Expand existing accounts by identifying cross-sell opportunities as districts' needs evolve and new products launch.
Conduct penetrating discovery that uncovers not just what districts say they need, but what they don't yet know they need—connecting current pain points to broader operational transformation.
Challenge district thinking by introducing best practices from peer districts, market trends they haven't considered, and innovative approaches to longstanding problems.
Deliver compelling demonstrations to groups of 1-25 stakeholders with varying technical sophistication and competing priorities—making complex solutions feel accessible and necessary.
Teach, don't just sell: position yourself as the expert who helps districts understand emerging compliance requirements, changing citizen expectations, and opportunities to operate more effectively.
Manage your territory like a business.
Meet aggressive activity metrics.
Collaborate across teams.
Establishing credibility in the special districts community and develop a referral engine.
Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively.

Requirements

5+ years of consistent quota overachievement in software or technical sales—we're looking for proof, not potential.
Government sales experience (special districts, municipalities, counties, or public sector)—you understand procurement cycles, multi-stakeholder decisions, and how public agencies buy.
Complex deal management expertise —you've successfully navigated 6-18-month sales cycles with a wide variety of deals ranging from $10K-$250K ARR.
Pipeline discipline —you manage forecasts within 10% accuracy and maintain healthy coverage ratios without being told.
Intellectual curiosity about how things work —you genuinely want to understand district governance, funding mechanisms, and operational challenges (or you're willing to become obsessed with learning).
Patience with purpose —you recognize that special districts operate on board meeting schedules and budget cycles, and you use longer timelines strategically rather than fighting them.
Political savvy without the politics —you can read room dynamics, navigate competing board member priorities, and build consensus without getting entangled in local politics.
Comfort with ambiguity —every district type is different (water ≠ fire ≠ library), and you enjoy figuring out what matters in each context.
Discovery expertise that uncovers what prospects don't yet know —you ask questions that make people think differently about their challenges.
Executive presence across all levels —equally comfortable presenting to a 3-person district management team or a 9-member elected board.
Teaching ability —you can make complex technology accessible to non-technical audiences and connect features to real operational outcomes.
Demonstration excellence —you've delivered compelling demos to groups of 1-20 or more with varying needs and walked away with clear next steps.
Technology fluency —you understand SaaS business models, cloud infrastructure, integrations, and security well enough to have credible conversations (you don't need to be an engineer, but you can't be intimidated by technical topics).
Fast learner —you can absorb product knowledge quickly and translate it into value propositions for different district types.
Platform thinking —you see how multiple solutions work together rather than selling point products.
CRM excellence —Salesforce is your system of record, not an administrative burden; your pipeline tells the truth.
Activity consistency —you hit daily and weekly metrics because you understand they're leading indicators, not bureaucracy.
Territory planning —you approach your market strategically, prioritizing high-value districts and building systematic coverage.
Coachability —you seek feedback, implement it quickly, and continuously refine your approach.
Mission alignment —you respect public service and find satisfaction in helping districts serve their communities more effectively.
Entrepreneurial drive —you're building something new and take ownership like it's your business.
Relationship builder —you establish trust quickly and maintain it through follow-through and integrity.
Resilience —you handle 'not right now' without losing momentum and see long sales cycles as relationship-building opportunities rather than obstacles.

Benefits

Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

quota overachievementcomplex deal managementpipeline disciplinediscovery expertisedemonstration excellencetechnology fluencyterritory planningrelationship buildingSaaS business modelscloud infrastructure

Soft skills

intellectual curiositypatience with purposepolitical savvycomfort with ambiguityexecutive presenceteaching abilityfast learnercoachabilityentrepreneurial driveresilience