Northwoods

Account Executive

• Own strategic account development and growth across Ohio priority accounts, with emphasis on Health and Human Services and related public-sector domains.
• Serve as Northwoods' market-facing account leader for assigned Ohio relationships, building credibility with executive, operational, and procurement stakeholders.
• Develop and execute account strategies that include relationship mapping, stakeholder engagement, whitespace analysis, and opportunity planning, translating market insight, client signals, and relationship intelligence into actionable plans.
• Identify, qualify, and shape new business opportunities aligned to Northwoods' strengths, market priorities, and long-term growth strategy.
• Build and maintain trusted relationships with state leaders, agency stakeholders, procurement contacts, and partner organizations; represent Northwoods through meetings, industry events, and ongoing client engagement across Ohio.
• Partner with internal leaders across sales, delivery, product, and executive leadership to align account strategy, pursuit priorities, and client engagement plans.
• Monitor policy, funding, procurement, and organizational developments within Ohio agencies and translate them into business implications and action.
• Maintain disciplined pipeline management, including opportunity tracking, CRM hygiene, forecasting, and internal reporting.
• Contribute to capture planning, proposal strategy, teaming discussions, and executive-level pursuit decisions as opportunities mature.

Strategic Account Director

• Own and deliver annual revenue targets primarily driven by net-new state-level deals and strategic expansion within assigned accounts
• Build and maintain a qualified pipeline aligned to territory priorities and modernization opportunities
• Lead the full sales lifecycle for complex public-sector pursuits, from qualification and deal shaping through contract execution
• Develop and execute territory and account plans tied to state priorities, funding cycles, and county-led compliance initiatives
• Drive structured forecasting, maintain accurate data in HubSpot, create mutual action plans, and apply disciplined qualification throughout the sales process
• Own the message and lead value-based selling for a mission-driven product in a complex regulated environment
• Collaborate with leadership, product, delivery, and implementation teams to position, close, and onboard new customers
• Represent Northwoods in executive briefings, state and county relationship-building, and industry forums

Senior Enterprise Account Executive

Account Manager

• Design and implement a structured, tiered partner program spanning channel, referral, technology, and consulting alliances from near zero.
• Define partner segmentation, value propositions, and engagement models aligned to the company’s target markets and sales motion.
• Identify, recruit, and activate high-impact partners across the human services ecosystem, including advisory firms, system integrators, technology providers, and niche specialists.
• Establish clear governance, operating cadence, and rules of engagement to enable scale while protecting sales integrity.
• Lead partner contracting and negotiations in close coordination with internal stakeholders, including Legal, Sales, and Finance.
• Own partner-sourced and partner-influenced pipeline targets with explicit accountability for revenue impact.
• Launch and execute joint go-to-market initiatives, account-based strategies, and campaigns with priority partners.
• Support strategic pursuits where partners materially affect differentiation, credibility, or deal structure.
• Develop and deliver partner onboarding, enablement, certification, and sales training programs.
• Build and maintain relationships with senior external stakeholders, including: Federal, State and county human services leaders, National and regional associations, Policy influencers, advisory bodies, and ecosystem conveners.
• Collaborate with Marketing and Sales on thought leadership, conference strategy, and external messaging aligned to policy and market dynamics.

VP of Partnerships – Public Affairs

Sales

• Build and Lead a High-Performing Sales Team (45%)
• Recruit, coach, and develop a high-performing sales team aligned to Northwoods' public-sector strategy across current and target geographies.
• Set clear expectations for activity, pipeline creation, stage discipline, forecast quality, and quota attainment, and hold the team accountable through a rigorous operating cadence.
• Conduct regular 1:1s, pipeline reviews, and account reviews to strengthen rep performance, sharpen execution, and accelerate momentum.
• Build a culture of accountability, ownership, and execution where high performance is recognized and rewarded, and where gaps are addressed directly and constructively.
• Develop the team's capabilities in state-level and enterprise-style selling, navigating multiple stakeholders, longer buying cycles, and formal procurement requirements, while preserving productive customer relationships and market credibility.
• Evaluate team structure and make talent decisions as needed to ensure the organization is positioned to meet the company's growth targets.
• Build Pipeline, Improve Forecasting, and Win Complex Deals (40%)
• Drive consistent pipeline creation across the sales team, ensuring opportunity development aligns with the company's 12- to 18-month sales cycle and revenue targets, while actively looking for ways to compress timelines and accelerate when possible.
• Improve forecast quality by refining stage definitions, strengthening inspection rigor, enforcing qualification standards, and driving evidence-based deal management.
• Partner directly on select strategic opportunities where executive engagement, deal strategy, or cross-functional coordination can materially improve win probability.
• Use data and operating discipline to identify opportunities early, strengthen conversion across the pipeline, and improve overall bookings performance.
• Serve as a Core Leadership Team Member (15%)
• Contribute to company strategy as a core leadership team member by bringing market insight, sales signal, and commercial judgment into executive decisions.
• Partner with Product, Marketing, Delivery, Finance, and executive leadership to improve go-to-market execution, messaging, pricing alignment, and customer feedback loops.
• Help shape growth strategy by identifying market opportunities, capability gaps, and the commercial priorities required to scale. First-Year Expectations
• First 90 days : Build relationships across the team, establish operating cadence, identify quick wins, and make talent decisions where needed.
• Within 6 months: Strengthen pipeline quality, tighten stage discipline, improve forecast reliability, and show stronger early-stage opportunity creation consistent with a long sales cycle.
• Within 12 months: Improve bookings trajectory, advance state-level and enterprise-style selling, and build an organization capable of sustaining larger quota targets.

Strategic Account Director

Senior Enterprise Account Executive

VP of Partnerships – Public Affairs

Head of Sales