Sr. Sales Specialist, Govt. HighQ & Partnership Sales

Accountabilities:

• Drive sales of HighQ, CoCounsel, and current and future partnership solutions across government accounts, serving as a trusted subject matter expert and strategic sales lead.
• Lead full-cycle sales motions for partnership offerings, including prospecting, qualification, discovery, demonstrations, solution positioning, negotiation, and closing.
• Articulate the value of secure collaboration, document management, AI-powered legal capabilities, and workflow solutions for government legal and operational teams.
• Address government-specific considerations around AI adoption, data privacy, security, responsible AI governance, compliance, and agency requirements.
• Partner with territory owners and account executives to identify opportunities within strategic accounts and deliver coordinated client engagements.
• Lead complex, multi-stakeholder sales initiatives by coordinating product specialists, solution engineers, customer success, legal, pricing, marketing, partners, and executive stakeholders.
• Develop and maintain strong relationships with state attorneys general offices, federal agencies, legislative bodies, courts, and public legal departments.
• Navigate government procurement processes including RFPs, sole-source justifications, cooperative purchasing vehicles, and GSA or contract schedules.
• Collaborate with proposal, legal, pricing, government affairs, channel, and partner teams to develop competitive and compliant responses.
• Lead co-selling initiatives with partner organizations and progressively transition toward independent selling as product knowledge and enablement mature.
• Maintain current knowledge of partnership products and emerging solutions, completing required enablement and certifications.
• Use Salesforce and enablement tools to accurately manage pipeline activity, opportunity tagging, deal progression, and reporting.
• Engage with executive and agency leadership to position solutions as strategic technology investments aligned with broader government needs.
• Share pipeline insights, competitive intelligence, and market feedback while contributing to a collaborative team-selling culture.
• Stay informed on government technology trends, AI governance, regulatory developments, legal technology requirements, and agency modernization initiatives.
• Travel as needed to support strategic state and federal government accounts.

Requirements

• 7+ years of sales experience within the public sector, particularly state and/or federal government, with a demonstrated history of closing complex, high-value technology deals.
• Strong understanding of government procurement cycles, budgeting processes, compliance requirements, security considerations, and public-sector purchasing environments.
• Proven ability to manage multi-threaded enterprise opportunities from prospecting through close and coordinate complex cross-functional sales efforts.
• Demonstrated success in collaborative, team-based selling environments, particularly within matrixed organizations.
• Experience selling SaaS platforms, legal technology, AI-powered solutions, information services, or comparable enterprise technology is strongly preferred.
• Familiarity with public-sector AI adoption, responsible AI frameworks, data governance, and government security standards such as FedRAMP.
• Understanding of AI-enabled legal solutions, document intelligence, high-volume document environments, litigation workflows, and complex case management is preferred.
• Familiarity with file sharing, collaboration, project management, virtual data rooms, enterprise social networking, or knowledge-sharing platforms is a plus.
• Experience using Salesforce, conducting virtual demonstrations, and selling remotely is required.
• Exceptional executive presence and communication skills, with the ability to explain complex solutions to both technical and non-technical government stakeholders.
• Strong commercial and business acumen, including the ability to develop compelling ROI and value-based business cases.
• Ability to build trust with customers, partners, and internal stakeholders while consistently supporting team performance.
• Strong organizational skills and the ability to manage multiple strategic opportunities, stakeholders, and sales cycles simultaneously.
• Willingness and ability to travel as required across assigned state and federal territories.
• Must be based in the United States.

Benefits

• Target total cash compensation range of $136,500–$253,500 USD for eligible US locations, including base pay and target sales incentive.
• Compensation is positioned within the applicable range based on factors such as knowledge, skills, experience, and internal equity.
• Flexible work arrangements, including the ability to work from anywhere for up to 8 weeks per year.
• Flexible vacation and generous paid-time-off programs, including two company-wide mental health days.
• Comprehensive health, dental, vision, disability, and life insurance benefits.
• Competitive 401(k) retirement savings plan with company match.
• Access to Headspace and resources supporting mental, physical, and financial wellbeing.
• Tuition reimbursement and ongoing professional development opportunities.
• Employee incentive programs and access to an employee stock purchase plan.
• Adoption and surrogacy assistance, commuter benefits, and additional work-life support programs.
• Two paid volunteer days annually and opportunities to participate in community and pro-bono initiatives.
• Inclusive workplace and interview practices with accommodations available for qualified candidates with disabilities.
• Remote-first flexibility with an in-person onboarding experience for new hires