Public Sector Account Executive, Enterprise - West

Develop and execute a territory plan focused on state agencies, cities, counties, public safety organizations, and other large public-sector entities. Generate net-new pipeline and close strategic agreements, with an emphasis on opportunities of $500,000 or more in annual contract value. Engage governors' offices, agency leaders, CIOs, CHROs, CFOs, sheriffs, commissioners, procurement officials, and other senior decision-makers. Uncover workforce, operational, financial, compliance, and technology challenges and connect them to measurable business outcomes. Navigate complex government buying processes, including RFPs, RFIs, cooperative purchasing agreements, appropriations, budget cycles, security reviews, legal negotiations, and executive approvals. Develop compelling business cases, value assessments, proposals, and executive presentations. Build and maintain relationships with implementation partners, systems integrators, advisors, cooperative purchasing organizations, and other strategic partners. Coordinate internal resources across solution consulting, value engineering, professional services, legal, contracts, security, finance, marketing, customer success, and executive leadership. Lead opportunities from initial prospecting through contract execution, managing strategy, competition, risks, negotiations, and close plans. Maintain accurate opportunity data, forecasting, next steps, close dates, and required activities in Salesforce and Clari. Consistently achieve or exceed assigned revenue and bookings targets. Seven or more years of proven success selling complex cloud or SaaS solutions to enterprise or public-sector organizations. Demonstrated success selling to C-level executives and senior government leaders. Consistent achievement against a $2 million or greater annual quota, or equivalent enterprise sales target. Proven experience closing complex enterprise agreements of $500,000 or more in annual contract value. Experience managing sales cycles of 12 months or longer involving multiple executive, operational, technical, procurement, legal, and financial stakeholders. Demonstrated success generating net-new business and building pipeline within a defined territory. Direct experience selling to state or local government is strongly preferred. Experience selling HCM, payroll, workforce management, ERP, analytics, public safety, or other mission-critical enterprise software is preferred. Understanding of public-sector procurement, budget cycles, appropriations, RFP/RFI processes, and government contracting. Strong executive presence, negotiation skills, and written and verbal communication abilities.