• Qualifying business owners • Running product demos • Handling objections • Closing deals and onboarding partners

Title: Strategic Account Executive, Federal Sales Location: US - Remote VA United States Job Description: Procore is seeking an Account Executive, Federal Sales to join our Sales Team, focusing on acquiring and growing high-value accounts within the U.S. federal government market. In this strategic role, you will be essential in expanding Procore's footprint in a critical sector. You will apply an understanding of Procore's products, our sales methodology, and the complex federal procurement landscape to drive adoption of our world-class construction management platform across key federal agencies. This position's primary function is new account acquisition and expansion. This role reports to the Director of Federal Sales and can be based remotely. We're looking for someone to join us immediately! What you'll do: - Lead Federal Sales Strategy: Develop and execute strategic territory and account plans to achieve revenue targets within designated federal agencies (Civilian and DoD). - Pipeline Generation: Build and manage a robust federal pipeline from the ground up by identifying, pursuing, and closing new business opportunities. - Federal Expertise: Utilize a strong understanding of the federal government sales cycle and procurement landscape to accelerate complex, multi-stakeholder deals. - Consultative Selling: Employ solution-based selling techniques to understand mission requirements and articulate Procore's value proposition against agency budget appropriations, mission requirements, and industry trends. - Build Executive Relationships: Cultivate strong, trust-based relationships with key stakeholders, federal decision-makers, and C-level executives. - Collaborate and Partner: Work closely with internal teams and external System Integrators and Channel Partners to drive new client acquisition and account expansion. - Compliance Awareness: Ensure deals adhere to federal compliance requirements (e.g., FAR/DFARS) and emphasize that Procore is FedRAMP compliant. - Sales Documentation: Maintain detailed records, accurate forecasting, and reporting of all sales activities in the CRM system. What we're looking for: - 6+ years of successful SaaS sales experience, with at least 4 years selling enterprise SaaS to U.S. federal government agencies. - Proven record of consistent quota attainment in strategic field sales targeting large, complex accounts. - Demonstrated success in the full RFP process from initial bid to contract award. - Experience managing complex deal cycles and coordinating internal stakeholders (e.g., Legal, Contracting, Solutions Engineering, Inside Sales, Customer Success Engineers). - Experience working with System Integrators and Government Affairs Firms to drive federal sales strategy and deal flow. - Strong understanding of federal contract vehicles (e.g., GSA, GWACs) and acquisition regulations (FAR/DFARS). - Executive presence and proven ability to communicate and negotiate with government executive-level decision makers. - A passion for public sector innovation and mission-driven work. Additional Information Base Pay Range: On Target Earning Range: This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation. Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location. This position requires access to technology, software, and data that is controlled or restricted under U.S. law, regulation, executive order, or government contract. For Los Angeles County (unincorporated) Candidates: Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

• Own a targeted account list of key enterprise accounts, overseeing the full sales cycle from prospecting to close. • Achieve and exceed revenue targets and key sales metrics. • Build strong, trust-based relationships with key decision-makers by providing thought leadership, understanding their business needs, and aligning Fieldguide’s solutions accordingly. • Develop and implement sales strategies aligned with goals and targets by leveraging the MEDDICC sales methodology. • Collaborate cross-functionally with teams including Solutions, Finance, Product, and Marketing to ensure customer needs and expectations are met throughout the sales process. • Set strategic direction to maximize market potential within your assigned territory through effective planning and execution. • Present compelling solution walkthroughs to prospects using insights uncovered during discovery. • Own the creation, ideation, and execution of key account and territory plans. • Maintain CRM diligence, forecasting accuracy, and clear communication with internal stakeholders related to your territory. • Attend networking events and conferences to build relationships that generate new business opportunities. • Up to 30% regional and national travel.

• Gain the trust of engineers, senior IT and business executives within key accounts and create long-term partnerships. • Qualify leads and opportunities with MEDDPICC framework. • Proactive research, networking and prospecting into top prospect companies in your assigned territory. • Responsible for building and managing a sales pipeline cross selling solutions into customers and prospects. • Understand and focus on the named account, customer and top prospect, territory list to drive enterprise growth. • Present and demonstrate CloudBees value and offerings to prospective customers. • Work closely and collaboratively with Regional SIs, AWS and GCP.