Senior Account Executive

<p>We're hiring a Senior Account Executive to drive new business within the public sector pension administration market, owning our largest, most complex net-new opportunities. This role sells our SaaS platform to benefit administrators, with a focus on state, county, and municipal retirement systems — a segment we're establishing from the ground up.</p> <p>The Senior Account Executive is a true hunter role: full-cycle ownership of a defined territory of large, complex public pension systems, from prospecting and RFP navigation through executive- and board-level presentations to close, with public sector or SLED sales experience required — ideally in pension or retirement systems.</p> <p>This is a remote position – east cost based preferred; travel is required for finalist presentations, conferences, and prospective customer visits.</p> <p> </p> <p><strong><u>Key Responsibilities</u></strong></p> <p>Full-Cycle, Net-New Sales</p> <ul> <li>Own the full sales cycle for net-new logos — prospecting, discovery, demos, proposal development, negotiation, and close — within an assigned territory or account list.</li> <li>Build and execute account and territory strategy to generate a robust, qualified pipeline, working closely with the VP of Sales and SDR function.</li> <li>Carry the largest, most complex opportunities in the segment and help shape territory strategy for the broader public sector team.</li> </ul> <p>Public Sector & Procurement</p> <ul> <li>Navigate public sector procurement — RFPs/RFIs, competitive bids, sole-source justifications, and state/local contracting rules — to keep deals moving and compliant.</li> <li>Serve as the team's go-to voice on public sector buyer priorities, competitive dynamics, and procurement nuances.</li> </ul> <p>Relationship & Stakeholder Management</p> <ul> <li>Build and maintain relationships with key decision-makers within prospective customer organizations.</li> <li>Lead executive- and board-level engagement with executive directors, CIOs, benefits administrators, and boards of trustees.</li> <li>Lead or support finalist presentations, product demonstrations, reference calls, and proof-of-concept processes, partnering with sales engineering as needed.</li> </ul> <p>Pipeline, Forecasting & Reporting</p> <ul> <li>Maintain accurate, disciplined pipeline management and forecasting in the CRM.</li> <li>Report on sales activities, progress, and outcomes to sales leadership.</li> <li>Consistently meet or exceed assigned quota for net-new bookings/ARR.</li> </ul> <p>Collaboration & Team Contribution</p> <ul> <li>Collaborate with sales operations, marketing, and customer success to deliver a seamless prospect and customer experience.</li> <li>Share customer and market feedback with the product team to help the SaaS solution evolve.</li> </ul> <p> </p> <p><strong><u>Requirements</u></strong></p> <ul> <li>7–10+ years of Enterprise SaaS sales experience.</li> <li>Public sector/SLED (state, local, and education) sales experience, ideally in pension administration, retirement systems, or governmental benefits administration — required.</li> <li>Proven ability to prospect, qualify, and close full-cycle deals — a genuine hunter mentality, not solely account management.</li> <li>A proven track record closing complex, long-cycle, multi-stakeholder enterprise deals of significant contract value, and working knowledge of public sector procurement (RFP/RFI processes, competitive bidding, sole-source pathways, state/local contracting requir