Development position to prepare individuals for Sales Representative roles in First American's Agency Division. Focus on learning sales processes, building relationships, and conducting market research.
About the role
- SaaS Account Executive responsible for managing a portfolio of public sector accounts. Driving renewals, expansions, and new sales at Agate Software to enhance grant management efficiency.
Responsibilities
- Own revenue for your book of business: renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
- Hunt and expand: prospect, multi‑thread, and develop executive and program‑level relationships; map whitespace and fund sources across agencies and programs.
- Run a full sales cycle end‑to‑end: discovery, tailored demos, business case, SOW/pricing, negotiation, close; learn to navigate public‑sector procurement (RFI/RFP, contract amendments, renewals) with support from more senior teammates.
- Maintain a healthy, accurate pipeline in our CRM with clear next steps, dates, and stakeholders so your forecast is dependable.
- Drive account strategy: contribute to Strategic Account Plans; support and lead QBRs with executive sponsors; convert insights into tangible opportunities.
- Partner without confusion: ensure clean commercial‑to‑delivery handoffs with PMO and Solutions so you stay focused on commercial health and growth.
- Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships into pipeline and closed‑won business.
- Close the loop: capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.
Requirements
- 2–5+ years in hunter-based sales (BDR/SDR, inside sales, or AE), with documented quota‑carrying responsibilities and solid attainment. B2B Saas/Technology preferred but our main focus is ambitious hunters who aren’t afraid to pick up the phone
- Experience running or contributing to a structured sales process: discovery, demos, proposals, and multi‑stakeholder decision making.
- Comfort prospecting into new accounts, opening cold doors, and growing warm relationships.
- Strong CRM hygiene and habits: opportunity qualification, notes, next steps, and pipeline management (HubSpot experience a plus).
- Clear, confident communication with directors, CIOs, program owners, and business stakeholders; you can translate technical capabilities into business value.
- Collaborative working style with PMO, Product, and Marketing; you respect delivery boundaries and keep others informed without “owning” implementation.
- Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
Benefits
- Uncapped commission with clear accelerators for over‑performance.
- First‑year on‑target earnings (OTE): 70,000–80,000 dollars with a realistic ramp quota.
- Earning potential: successful reps in this role can grow into 100,000–150,000 dollars+ total compensation as they build their book of business.
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