Note: The job is a remote job and is open to candidates in USA. SOVRA is a public procurement platform serving government agencies and suppliers across North America. The Account Executive will own the full sales cycle for public-sector customers, from prospecting and consultative discovery through demonstrations, formal procurement processes, and closing. The role also involves account planning, Salesforce management, forecasting, and building relationships with procurement and agency stakeholders.
Responsibilities
- You own your pipeline from the top. Identifying the agencies worth pursuing, finding the right entry points, and opening doors with procurement officers, contracting officers, finance leaders, and department heads
- You don’t wait for inbound. You maintain a consistent prospecting rhythm across calls, email, social outreach, events, and referrals, and keep a healthy funnel of qualified opportunities in front of you
- You work as one team with SDR and Marketing. Sharing what you are hearing in the field so that targeting, messaging, and sequences keep getting sharper
- You run consultative discovery that earns trust. Understanding an agency’s current processes, funding cycles, compliance obligations, and internal dynamics before you ever show a screen
- You deliver demonstrations that connect capability to outcome. Showing procurement teams what changes about their week rather than walking through a feature list
- You own every stage through to signature. Building the business case, handling objections, managing pricing conversations, and keeping momentum through proposal, evaluation, and approval
- You learn how public agencies actually buy. Budget cycles, approval layers, cooperative contracts, sole source justifications, and formal solicitation requirements, and you work with that reality rather than against it
- You multi-thread across the full buying group. From the procurement lead who will live in the platform to the finance and leadership stakeholders who approve the spend, so a deal survives a change in your main contact
- You represent SOVRA with expertise and integrity. Building the kind of reputation that makes agencies want to work with us again and recommend us to their peers
- You keep Salesforce accurate and current. So that your activity, stages, next steps, and close dates give a forecast the team can rely on
- You build account plans that reflect real strategy. Not activity lists, and you can articulate what has to be true for each deal to close
- You flag risk early. You hit your activity and pipeline commitments consistently, and you surface a slipping deal before it surprises anyone at quarter end
Skills
- Full-cycle closing track record. 3+ years of quota-carrying experience selling SaaS or software end to end, from self-sourced first conversation through discovery, demo, proposal, and close, with specific examples of deals won and targets hit
- A hunting orientation. You are comfortable generating your own pipeline and do not rely on leads arriving. Cold outreach and self-sourced opportunities are a normal part of how you work
- Experience with long, multi-stakeholder buying processes. You have carried deals that required committee review, formal approval, or procurement sign-off, and you know how to keep them alive across multiple quarters
- Consultative selling instincts. You lead with questions rather than features, and you can hold a room of agency directors as comfortably as you write a tight follow-up email
- Clear, credible communication. Your written and verbal communication is precise and professional, and you can adjust your message for a hands-on user or an executive audience without losing the point
- Strong English fluency required, both oral and written
- Salesforce discipline and forecast accuracy. You document what is happening in your deals, keep your pipeline clean, and forecast honestly, including when the news is not good
- Curiosity, effort, and integrity. You do the homework on a market you are new to, you take coaching and apply it, and you win business the right way
- US work authorization. You are authorized to work in the United States. We are not able to sponsor work visas or transfers at this time
- Public sector, GovTech, or procurement software experience. Selling to cities, counties, school districts, or special districts is a real advantage, although we will help you learn the market and the buyer
- RFP and formal solicitation experience. You have contributed to structured proposals and understand how to position a solution competitively inside a formal procurement process
- Familiarity with modern sales tooling. Experience with revenue intelligence and call recording tools such as Gong, along with sales engagement platforms, means less time getting up to speed
- Experience selling in competitive markets. You know how to differentiate and win attention when prospects already have an incumbent or a familiar alternative
Company Overview