Senior Sales Specialist – Government Risk State Business

Accountabilities:

• Own and grow an assigned state government territory by generating pipeline, advancing qualified opportunities, and consistently working toward or exceeding monthly and annual sales targets.
• Conduct proactive outbound prospecting through phone, email, social selling, and in-person engagement, targeting state agencies, departments, executive offices, cabinet-level organizations, and other government decision-makers.
• Independently generate, qualify, and advance opportunities from initial outreach through close or appropriate handoff, maintaining clear accountability for territory activity and pipeline development.
• Build trusted relationships with state government leaders, including agency directors, CIOs, chief procurement officers, cabinet secretaries, state legislature staff, and other senior stakeholders, identifying operational needs and aligning them with relevant technology solutions.
• Support Account Executives on active state-level opportunities when needed, contributing expertise in government markets, customer needs, procurement processes, and applicable solutions.
• Apply a strong understanding of state government procurement, including RFP requirements, cooperative purchasing agreements, procurement regulations, and state fiscal-year budget cycles, to effectively navigate sales opportunities.
• Conduct ongoing analysis of the state government technology landscape, using competitor intelligence, policy and legislative developments, customer feedback, and market trends to refine prospecting strategies and uncover new opportunities.
• Represent the organization at prospect meetings, agency visits, industry events, and conferences, with travel as required by territory and business needs.
• Maintain accurate and timely records of customer interactions, sales activities, and pipeline updates in Salesforce or a comparable CRM.
• Collaborate with sales leadership and teammates by sharing market intelligence, successful practices, and customer insights while actively participating in coaching and team development.

Requirements:

• Bachelor’s degree preferred, or equivalent professional experience in lieu of a degree.
• Demonstrated experience in a quota-carrying sales position with a consistent record of meeting or exceeding sales targets; experience in government, enterprise SaaS, or state-level sales is strongly preferred.
• Solid understanding of state government structures, including agencies, departments, cabinet offices, governor’s office staff, and state legislatures.
• Working knowledge of state government procurement processes, including RFPs, cooperative purchasing agreements, procurement laws, and fiscal-year budget cycles.
• Familiarity with state government policy priorities and challenges, such as public safety, economic development, healthcare, and justice operations, is a strong advantage.
• Excellent verbal and written communication skills, with the ability to tailor sales messaging to government agencies, executives, and other public-sector audiences.
• Strong relationship-building and interpersonal skills, with the ability to establish credibility and trust quickly with government executives and agency leadership.
• Strong active listening and consultative selling abilities, enabling you to identify customer challenges and connect them with appropriate solutions.
• Proficiency with Salesforce or comparable CRM platforms, along with familiarity with social selling platforms such as LinkedIn and AI-powered sales tools.
• Ability to align sales activity with government operating schedules, procurement timelines, and budget cycles.
• Willingness and ability to travel as required by the assigned territory and business needs.
• Motivated, competitive, self-directed, and collaborative, with the ability to operate independently while contributing effectively to a team environment.
• Familiarity with investigative, legal research, intelligence, or comparable government technology platforms is a plus but not required.

Benefits:

• Target total cash compensation: $199,500–$370,500 USD, including base pay and target sales incentive; actual compensation varies based on factors such as knowledge, skills, experience, and internal equity.
• Healthcare: Comprehensive medical, dental, and vision coverage, along with disability and life insurance programs.
• Retirement: Competitive 401(k) plan with company matching.
• Time off: Competitive vacation, sick and safe paid time off, paid holidays, and two company-wide mental health days.
• Work flexibility: Flexible work arrangements, including the opportunity to work from anywhere for up to 8 weeks per year, subject to applicable policies.
• Financial and wellbeing benefits: Flexible Spending Accounts, Health Savings Accounts, fitness reimbursement, Employee Assistance Program, and other resources supporting mental, physical, and financial wellbeing.
• Family support: Parental leave, adoption and surrogacy assistance, and additional work-life benefits.
• Professional development: Tuition reimbursement, skills-first development programs, and opportunities to grow in an AI-enabled working environment.
• Additional benefits: Employee Stock Purchase Plan, 529 Plan access, commuter benefits, optional insurance programs, and identity theft/legal protection options.
• Social impact: Two paid volunteer days annually, plus opportunities to participate in pro-bono consulting and environmental, social, and governance initiatives.