Job Level
JuniorMid-Level
Tech Stack
SFDC
About the role
- Own and manage the full sales cycle within assigned SLED territory from prospecting and discovery through RFP response, negotiations, and close
- Develop and execute territory and account-based strategies that align with government buying cycles and budget timelines
- Build relationships with key decision-makers, influencers, and procurement stakeholders in state agencies, cities, counties, school districts, and universities
- Partner with Pre-Sales Engineers to deliver tailored product demonstrations highlighting Onit’s solutions for the public sector
- Respond to and manage SLED RFPs and government contracting requirements, collaborating with legal and compliance teams as needed
- Maintain a healthy pipeline with at least 4x quota coverage and consistently meet or exceed quarterly and annual revenue targets
- Manage the handoff from signed license agreement to the implementation delivery team and stay connected during the transition to account management
- Represent Onit at public sector trade shows, conferences, and networking events to enhance market visibility and lead generation
- Collaborate cross-functionally with Marketing, Strategic Alliances, and Professional Services to ensure successful sales execution and client onboarding
- Maintain detailed records in Salesforce including pipeline status, forecasts, key contacts, and engagement history
- Prepare and present periodic business reviews and account plans to senior leadership
Requirements
- 2+ years of enterprise SaaS sales experience
- 1+ year focused on SLED accounts or public sector clients
- Familiarity with public sector procurement processes, RFPs, government contracting vehicles, and compliance requirements
- Proven ability to manage long sales cycles and navigate complex bureaucratic environments
- Highly motivated and disciplined self-starter with excellent oral and written communication skills
- Demonstrated success in exceeding sales quotas and driving net new business in a defined territory
- Strong executive presence and ability to communicate effectively with legal, procurement, IT, and C-level stakeholders
- Experience using Salesforce.com, Outreach, and LinkedIn Sales Navigator
- Bachelor's degree or equivalent experience
- Preferred: existing relationships with state and local agencies or education institutions
- Preferred: experience selling legal tech, contract management, or workflow automation tools
- Preferred: knowledge of cooperative purchasing agreements or government contracting frameworks (e.g., NASPO, GSA, TX-DIR)