Account Executive, Public Sector

 

What You’ll Do

We are seeking an Account Executive, Public Sector to win new business within state & local government and U.S. federal agencies. This is an entry-level, quota-carrying role focused on new logo acquisition through prospecting and pipeline creation, with shorter, less complex sales cycles and smaller initial deal sizes than our senior Enterprise Account Executive role. You will receive structured onboarding, coaching, and close support from sales leadership, Sales Engineering, and senior public sector sellers.

You will own the sales cycle for a defined set of target accounts within a territory, selling the NetDocuments platform (including our public sector and FedRAMP-authorized offerings) to legal, IT, records, and line of business stakeholders across public sector organizations.

 

You will:

• Execute a territory plan, in partnership with your manager, focused on net new logo acquisition across State & Local (SLED) and Federal accounts.
• Build and manage a healthy pipeline through outbound prospecting (phone, email, LinkedIn, events), partner collaboration, and marketing generated leads.
• Maintain accurate pipeline, forecasts, and account notes in CRM.
• Manage new business sales cycles from initial discovery through close, with guidance from senior team members on navigating procurement, legal, and security processes typical in public sector environments.
• Conduct 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 tailored value propositions, demos, and business cases to business sponsors, legal teams, and IT/security stakeholders, with support from Sales Engineering and senior sellers.
• Partner closely with Sales Engineering and Product to position NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).
• Learn and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
• Communicate how NetDocuments’ 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 relationships across agencies, including legal leadership, IT and security leaders, records managers, and program owners, and expand contacts within each target account.
• Partner with Customer Success, Account Management, and Professional Services for smooth handoffs so new customers are set up for successful implementations.
• Participate in marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
• Work with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and open doors in target accounts.

 

What You’ll Need to be Successful

• 1–3 years of B2B SaaS or software sales experience in a quota-carrying or pipeline-generation role (e.g., SDR/BDR, Account Executive, or similar). Candidates with strong internships or related experience will be considered.
• Demonstrated track record of meeting or exceeding activity, pipeline, or quota targets.
• Exposure to or interest in selling content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
• Familiarity with CRM tools (e.g., Salesforce) and sales engagement platforms, with strong discipline in logging activity and keeping data current.
• Foundational knowledge of consultative and value based selling, and a willingness to learn and apply a formal sales methodology.
• Excellent written and verbal communication and presentation skills; comfortable engaging both business 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

• Prior experience selling into or supporting public sector (SLED and/or Federal), including SDR/BDR experience targeting government accounts.
• Experience or familiarity with government legal teams (e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar).
• Familiarity with the Microsoft 365 ecosystem and integrations (SharePoint, Teams, Outlook).
• Knowledge of FOIA processes, public records management, and government records retention requirements.
• Exposure to public sector distributors and contract vehicles (e.g., Carahsoft, NASA SEWP, ITESSW2, OMNIA Partners, etc.).
• Hunter mindset: resilient, persistent, and disciplined in prospecting and follow-through.
• Coachable and eager to learn, with a strong desire to grow into a senior Account Executive role.
• 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 NetDocuments

• 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: $75,000.00- $80,000.00 + 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