JustFOIA

• Partner with Account Executives on deals, providing technical support, discovery, and product demonstrations. • Serve as the liaison between Sales and internal stakeholders (Implementation, Product, Security) for client success. • Take ownership of Scope of Work (SOW) documents, technical/security questionnaires, and RFP technical responses. • Translate client requirements into actionable insights for internal teams and product development. • Build, document, and refine solutioning processes and support materials. • Own product demonstration processes and training. • Act as the subject matter expert (SME) for Sales on solution and technical matters. • Test and validate new product features and releases.

Role Description We are seeking a results driven Account Executive to join a growing sales team. In this role, you’ll own the full sales cycle for mid-market public sector accounts across the Mid-Atlantic U.S., building trusted relationships and helping government agencies modernize and become more efficient and transparent. This is an opportunity for a consultative seller who thrives in a complex, purpose-driven sales environment and wants to make a real impact in the public sector. This is a remote position with up to 25% travel. What you'll do - Drive net-new revenue by selling to mid-market and large County and City governments across PA, NJ, DE, MD, OH, WV, and KY. - Consistently meet or exceed assigned sales targets through disciplined pipeline management and execution. - Prospect, engage, and build trusted relationships with C-level and senior government leaders, positioning yourself as a strategic advisor. - Develop and execute a thoughtful territory strategy aligned to market opportunity and account prioritization. - Lead sales conversations across the full cycle, including prospecting meetings, product demonstrations, and deal-advancement discussions—both virtually and in person. - Maintain accurate, timely, and compliant documentation of all sales activities in HubSpot CRM. - Deliver reliable sales forecasts with accuracy consistently within a 10% variance. - Quickly build product expertise and independently demonstrate the platform within the first 30 days. - Collaborate closely with inside sales and field partners through weekly lead-sharing and client strategy sessions. - Own and manage RFP responses within your assigned territory, coordinating inputs and driving timely submissions. Qualifications - 2+ years' experience selling SaaS solutions with complex buying cycles. - Exceptional verbal and written communication skills. - Ability to effectively communicate with stakeholders at all levels. - Track record of being results-oriented and highly motivated to make an impact and grow. Requirements - Bachelor’s Degree, or equivalent work experience. - Strong relationships within the SLED market, with experience selling technical solutions to medium-to-large County & City government agencies. - Experience working with cooperative purchasing agreements and reseller partners in the Public Sector market. - Familiarity with the laws governing records management, understanding varying state interpretations of the federal Freedom of Information Act and ability to confidently converse with client SMEs on the topic of record requests. - Experience working with a CRM (Hubspot) and Microsoft Suite. Benefits - We really ARE more than a company! We have a passion for growth and hitting goals, but we want to do it together as a team and enjoy the ride as we go. - WE ARE APPROACHABLE. Want to talk to a member of management or leadership, walk up and say hi. - WE TRUST YOU. We don’t have a million rules because we believe you will embrace our Culture Code and make good decisions. - WE EMBRACE TECHNOLOGY! We love it, sell it, support it, use it, and need it. - WE DRESS COMFORTABLY. We need you to work hard, not wear a tie. - WE ARE KIND. Being kind, forgiving, empathetic, and respectful can change your life and everyone around you. - WE ENJOY OUR TEAM. Use your webcam, collaborate, build relationships, and recognize others for doing a great job. You work a lot; make the most of your time here. - WE VIRTUALIZE EVERYTHING. We strive for 100% inclusion of our remote teammates.

• Prospecting through phone calls, email or other avenues to generate new sales opportunities • Research prospective customers and align their priorities with our solutions • Conduct initial qualification of prospect • Set discovery meetings for Account Executives • Track all activities, metrics and lead data within HubSpot CRM • Partner with Account Executives on strategic outreach and growth plans • Meet or exceed activity and deal generation KPIs • Follow through on inbound leads from Marketing

• Drive net-new revenue by selling to mid-market and large County and City governments across ME, NH, VT, MA, CT, NY, PA, NJ, DE, OH, IN, and MI • Consistently meet or exceed assigned sales targets through disciplined pipeline management and execution • Prospect, engage, and build trusted relationships with C-level and senior government leaders, positioning yourself as a strategic advisor • Develop and execute a thoughtful territory strategy aligned to market opportunity and account prioritization • Lead sales conversations across the full cycle, including prospecting meetings, product demonstrations, and deal-advancement discussions—both virtually and in person • Maintain accurate, timely, and compliant documentation of all sales activities in HubSpot CRM • Deliver reliable sales forecasts with accuracy consistently within a 10% variance • Quickly build product expertise and independently demonstrate the platform within the first 30 days • Collaborate closely with inside sales and field partners through weekly lead-sharing and client strategy sessions • Own and manage RFP responses within your assigned territory, coordinating inputs and driving timely submissions

• Act as the project subject matter expert for the development team • Understand/Track project budget, scope, and timeline and work to maintain a balance • Translate product strategy and vision into detailed requirements • Work with the stakeholders to define the scope included in the project • Get answers for the team to clarify details as they are developing the application • Be aware of client commitments and communicate timelines internally to assist with managing those commitments • Work with the stakeholders to prioritize the backlog • Prioritize support work as needed • Manage dependencies in and across releases • Distribute information to stakeholders while managing expectations and scope of the project(s) • Facilitate work across development teams to ensure that work is completed efficiently and consistently • Lead backlog refinement to decompose/estimate stories • Drive Iteration Priorities via prioritized stories • Demonstrate the latest product to customers and gathers feedback • Follow the Development Life Cycle of the project as defined • Track project Impediments and progress to solving them • Be the subject matter expert for Scrum Master Process • Handle projects varying in size from $100 to $1,000,000 • Run the Theory of Constraints daily on our processes to see how we improve • QA Completed Stories to ensure they meet the Definition of Done • Hold team accountable to processes • Lead Scrum Ceremonies

• Review and understand project deliverables outlined in contracts • Gather all necessary information to configure the client’s site according to their specifications • Coordinate and manage project timelines, deliverables, and milestones • Conduct comprehensive training sessions for clients on how to utilize their new system effectively • Act as the primary point of contact for clients during the onboarding phase • Collaborate with the Sales and Client Success teams to ensure a consistent client experience • Provide feedback to product and development teams to enhance client experience and product functionality • Identify and address any issues or challenges that arise during the onboarding process • Manage and execute multiple implementation projects simultaneously at different stages, ensuring top-quality delivery and exceptional client satisfaction • Keep meticulous records for all projects to ensure organization and accountability