Account Executive

SOVRA

Account Executive selling SOVRA’s public procurement platform to U.S. government agencies.

Posted 8/20/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in consultative selling and pipeline generation within the public sector, leveraging strong communication skills and Salesforce discipline to drive successful outcomes. Capable of navigating complex procurement processes and engaging multiple stakeholders to close deals effectively.

Highest-signal resume keywords

3+ Years Quota-Carrying ExperienceConsultative Selling ApproachSalesforce DisciplinePublic Sector ExperiencePipeline Generation

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

SaaS SalesBusiness Case DevelopmentObjection HandlingProposal DevelopmentFormal Solicitation ExperienceRFP ExperienceMulti-Stakeholder EngagementBudget Cycle NavigationDeal ClosingForecast Accuracy

Soft Skills

Professional CommunicationCuriosityIntegrityCoachabilityAdaptability

Tools & Technologies

SalesforceGongRevenue Intelligence ToolsCall Recording ToolsSales Engagement Platforms

Industry Keywords

Public SectorGovTechProcurement SoftwareCold OutreachSelf-Sourced Opportunities

About the role

Key responsibilities & impact

Identify public agencies worth pursuing and find entry points with procurement officers, contracting officers, finance leaders, and department heads
Generate pipeline through calls, email, social outreach, events, referrals, and self-sourced opportunities
Collaborate with SDR and Marketing teams to improve targeting, messaging, and sequences
Conduct consultative discovery covering agency processes, funding cycles, compliance obligations, and internal dynamics
Deliver demonstrations connecting SOVRA capabilities to agency outcomes
Own opportunities from first conversation through signature, including business case development, objection handling, pricing discussions, proposals, evaluations, and approvals
Navigate public-sector purchasing processes, including budget cycles, approval layers, cooperative contracts, sole-source justifications, and formal solicitations
Engage procurement, finance, leadership, and end-user stakeholders across the buying group
Represent SOVRA with expertise and integrity
Keep Salesforce activity, stages, next steps, and close dates accurate and current
Build strategic account plans and articulate deal-closing conditions
Flag risks early, meet activity and pipeline commitments, and surface slipping deals before quarter end
Complete onboarding, build a working pipeline, run discovery calls and demonstrations, close agency business, and deliver against annual targets

Requirements

What you’ll need

3+ years of quota-carrying experience selling SaaS or software end to end, from self-sourced first conversation through discovery, demo, proposal, and close
Proven examples of deals won and targets hit
Ability to generate own pipeline through cold outreach and self-sourced opportunities
Experience with long, multi-stakeholder buying processes involving committee review, formal approval, or procurement sign-off across multiple quarters
Consultative selling approach
Precise and professional written and verbal communication
Ability to adapt messaging for hands-on users and executive audiences
Strong English fluency, both oral and written
Salesforce discipline and forecast accuracy
Curiosity, effort, integrity, and coachability
Authorized to work in the United States
Public sector, GovTech, or procurement software experience is a plus
RFP and formal solicitation experience is a plus
Familiarity with Gong, revenue intelligence tools, call recording tools, and sales engagement platforms is a plus
Experience selling in competitive markets is a plus

Benefits

Comp & perks

SDR support and a marketing engine behind the Account Executive team
Inclusive and equitable workplace
Equal opportunity employment
Pay equity practices and regular compensation reviews