Territory Manager

About Black Mountain Software

Black Mountain Software builds the accounting, payroll and utility billing software that small-town America runs on. Our customers are the towns, counties, water districts and rural utilities where the finance department is one or two people who also answer the phone, read the meters and cut the payroll. They are too small for enterprise ERP and too complicated for QuickBooks. We are built exactly for them.

BMS is part of Govineer Solutions, a family of govtech brands - Caselle, Black Mountain Software, Cascade, Fiscalsoft and TrueBill - serving more than 2,300 local government entities across 43 states. We are backed by TA Associates. BMS has deep roots in the Mountain West and Upper Midwest, a growing base along the East Coast and Southeast, customers who stay with us for decades and a reputation in these states that opens doors before you say a word.

Two things set us apart and you will sell both of them constantly. Our customer support is the best in this industry - a real person who knows fund accounting answers the phone, and our customers will tell you so without being asked. And our implementation speed is unmatched. While enterprise vendors quote a small town a year of professional services, we get them live and closing books in a fraction of that time. For a two-person finance office, that difference is not a feature comparison. It is the whole decision.

Why This Role Exists

There are thousands of small local government entities in our core states still running their books on spreadsheets, paper and consumer accounting software. They are not going to find us. Someone has to go get them.

This is a dedicated new logo role and the first of its kind at BMS. You are not inheriting a book of accounts to farm. You are being handed a territory, a phone, a Solutions Engineer and a brand that people in these states already trust, and asked to put new logos on the board.

This is a hunting job. If you want a role where pipeline shows up in your inbox, this is not it. If the best part of your week is a clerk picking up on the fourth ring and telling you what a nightmare their year-end close was, keep reading.

What You Will Own

Build your own pipeline

• Prospect relentlessly. Cold calls, cold emails, LinkedIn, association directories, referrals and drop-ins. The majority of your pipeline will come from outbound you personally created.
• Hold a real daily discipline of dials and conversations. In this market the phone still works - the person who signs the contract usually answers it themselves. That is an advantage most sellers never get and we expect you to use it.
• Work your territory list with intent. Know the entities in your states by name, know what they are running today, know when their fiscal year closes and know which ones just lost a clerk or failed an audit.
• Follow up longer than is comfortable. Budget cycles and council calendars mean the answer is often "not this year" - and next year is a deal if you are still there.

Run the full sales cycle

• Own the deal from first dial to signed contract. Discovery, qualification, demo coordination, proposal, pricing, objection handling, negotiation and close.
• Build the buyer coalition. These decisions are rarely made by one person. The clerk, the treasurer, the public works lead, the manager or mayor, the auditor and often an elected council all have a say. Your job is to find every voice, understand what each one needs to hear and get them aligned before the vote.
• Partner with your Solutions Engineer on demos and technical discovery. You set the strategy and the narrative for every demo. The SE brings the product depth. You stay in the room and you stay accountable for the outcome.
• Navigate public sector buying - budget timing, quotes versus formal RFPs, cooperative purchasing, board approval and public meeting calendars. Deals here are won by the seller who understands the process best.
• Displace the incumbent honestly. Most often that incumbent is QuickBooks, paper, or a regional legacy system. Make the cost of staying put clear without ever making the buyer feel foolish for how they got there.
• Lead with support and speed to live. These buyers have been burned or have watched a neighboring town get burned by a long implementation and a support line that goes to a ticket queue. Our advantage on both is real and provable - get references on the phone, put implementation timelines in writing and let the comparison do the work.

Get in front of people

• Travel your territory. Onsite visits, city hall drop-ins, coffee with a clerk who is on the fence and a truck-and-highway willingness to cover rural ground. Face time converts in this market at a rate nothing else touches.
• Work state and national conferences - municipal leagues, GFOA chapters, clerks and treasurers associations, rural water associations. Come home with named opportunities and scheduled next steps, not a stack of badges.
• Build referral and channel relationships in your territory. Auditors, CPAs, engineering and utility consultants, metering providers and state association leaders influence more of these decisions than any advertisement ever will. Cultivate them and bring the strongest ones to our partnerships team.
• Turn every win into the next three. Small-town buyers call their counterpart in the next county before they call a vendor. Build reference density on purpose.

Work the whole company

• Set honest expectations during the sale and hand off cleanly with full context. A customer who is surprised at kickoff is a reference you will never get.
• You will hear every objection, every gap and every competitor claim before anyone else does. Bring that back in a form the product team can act on.
• Tell us what is landing and what is not. Ask for the content and campaigns you need in your territory. Help build the enablement that makes the next rep faster.
• Keep HubSpot current. Accurate pipeline, real next steps and honest forecasts. We manage this business on your data.

What You Bring

Required

• Experience as a BDR or SDR where you carried an outbound activity and meetings-set number, plus subsequent experience as an Account Executive, Territory Manager or equivalent closing role. We want someone who learned to prospect the hard way and then learned to close.
• A demonstrated record of building your own pipeline. You can tell us what percentage of your closed business you self-sourced and you will not have to guess at the number.
• Genuine comfort on the phone with strangers. Not tolerance. Comfort. This role makes real dials every day and the candidates who succeed here treat that as the fun part.
• Relationship skill and multi-threading ability. You can hold five stakeholders with five different motivations inside one deal and move them together.
• Competitive selling instinct. You know how to create urgency where none exists and how to unseat a system a customer has used for fifteen years.
• Full-cycle ownership. You have run discovery, built a business case, priced a deal, handled procurement and closed it yourself.
• Willingness to travel 30 to 40 percent, including small markets that are not easy to reach.
• Resilience and self-direction. This is a remote role in a territory with no existing pipeline. Nobody is going to sit next to you and keep you going.

Strongly preferred

• Govtech experience - selling ERP, accounting, utility billing, payments or any software into cities, counties, school districts or special districts.
• Familiarity with small local government finance operations, fund accounting or utility billing.
• An existing network in the public sector in any of our markets - Mountain West, Upper Midwest or the East Coast and Southeast. A rep who already has relationships with clerks, treasurers, auditors or state association leaders somewhere in our footprint starts months ahead.
• Experience selling into an ecosystem where associations, auditors and peer references drive the decision.
• HubSpot proficiency.

Compensation & Benefits

This role offers a mix of base salary plus variable compensation in 50/50 split. Commission is uncapped. 

Benefits include medical, dental and vision coverage, Company paid short and long-term disability insurance, life insurance, 401(k) with company match, wellness benefits, paid time off, paid holidays and reimbursed travel, conference attendance and professional association memberships.

Who thrives in this role

The people who win here are competitive to the point of being a little uncomfortable about losing, and warm enough that a small-town clerk wants to keep talking to them. They are organized without being told to be. They are curious about how a water district actually bills its customers. And they would rather be told the truth about a hard quarter than be managed gently through it.

If you need a mature territory, a marketing-fed pipeline or a long ramp before you are expected to produce, this is the wrong role. If you want a defined territory, real support, an uncapped number and a brand people already trust, this is a very good one.

 

Why This Role Matters

BMS has spent decades earning trust in markets nobody else serves well. The limit on our growth is not product, it is not support and it is not reputation - it is that there are far more small governments who need us than know we exist. You will not be asked to oversell anything here. You will be asked to go find the people who do not know we exist and tell them the truth. This role closes that gap. Do it well and you build the territory, the playbook and the earnings that come with being the person who proved the motion works.

Black Mountain Software and Govineer Solutions are equal opportunity employers. We evaluate all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status or any other protected characteristic.