Role Title: Public Sector - State Account Executive (DMV Focused)
Direct Report: VP of Public Sector
Area: North America
Location: Remote
The Opportunity As a SLED Account Executive at Incode, you'll help state government agencies reduce cyber fraud and enhance identity verification experiences.
Be ready to develop deeper relationships with our existing customers and to attract new opportunities.
The Public Sector State Account Executive requires prospecting, customer development, and a track record of closing new business in the region.
We're on the lookout for a team player with a deep drive to sell the products they work on and will be taking ownership of the entire sales pipeline and processes.
The ideal candidate will have experience working with state government agencies but also understand the hands-on culture of a startup sales organization.
Ideally, your product sales experience focuses on complex, high-end technical solutions.
Experience selling biometrics or AI solutions, nurturing leads, and engaging teams (product, tech, business, and compliance) are great to have.
Responsibilities: Driving and owning the end-to-end sales cycle, identifying targeted SLED accounts to closing business opportunities across the assigned territory.Working closely with your customers as a trusted advisor to deeply understand their challenges and goals, as well as to manage, develop, and maintain customer relationships and trusted partnerships that will optimize revenue and client satisfaction.Forecast and build consistent pipeline to achieve monthly, quarterly, and yearly sales expectations.Apply a thorough understanding of the marketplace, industry trends, competitor offerings, and products to all management activities and strategic sales decisions.Lead and deliver compelling sales pitches, presentations, and product demonstrations to a broad range of audiences, from C-level executives to individual contributors.Own and manage RFX (and similar solicitation) responses and submissions applicable to the assigned territory.Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Finance, Marketing, Product) to efficiently navigate complex sales cycles.Manage Salesforce data daily with meeting notes, accurate sales funnel updates, etc.Provide professional after-sales support to enhance the customers' satisfaction.Stay up-to-date with your customer's industry and business to understand the customers' environment and challenges, both present and future, and use the information to develop opportunities and value to the customer.Comfort with technical software and SaaS products and become a subject matter expert, representing Incode in your target industry sector.Travel to customer locations, industry events, and conferences – over 50%.Requirements: BA/BS degree from a reputable University and/or 5+ years of experience in government sales.A history of outstanding results selling SaaS/AI Solutions to customers where typical contract size ranges from $75K - $3M/year.Must have a sales "hunter" mentality and approach to building and maintaining the pipeline.Experience in a software or technology company in other relevant sectors, such as Security, Cyber, and Fraud, selling SaaS solutions to the public sector.Track record of succeeding in a fast-paced and competitive market having had ownership of managing and executing the end-to-end sales process.Experience managing complex sales processes and delivering an integrated, end-to-end approach.Experience in consistently hitting sales targets.CRM software experience (eg.
Salesforce).A disciplined, methodical, and process-driven sales approach – you'll be skilled in managing time and resources; have a sound approach to qualifying opportunities coupled with strong business acumen.A strong desire to be successful, you'll be a goal-oriented team player.The adaptability required to succeed in a fast-paced, high-growth environment to establish credibility with internal and external stakeholders.An active interest in the importance and value of identity.Ability to communicate complex ideas effectively – both verbally and in writing.Highly motivated, fast learner, motivated by success and a target-driven sales environment, managing your own accounts.Preferred A technical degree or technical background and analytical mindset.Experience in a government market where identity matters (such as state CIO's office, DMV, Department of Labor, Department of Revenue, etc.)
with an existing network.A track record of building relationships with government CIO's, CISO's, and CIO Offices.Working with Salesforce.com (or a similar CRM) is a huge plus.Strategic enterprise sales experience in other relevant sectors such as Security, Cyber, and Fraud.Experience responding to government RFX and similar solicitations.Experience working for a venture capital company.Familiarity with GovWin.Why Incode? Cutting-Edge Technology: Work with innovative identity verification solutions that enhance cybersecurity and reduce fraud, including the best technology for liveness and deepfake detection.Impactful Work: Play a key role in launching and executing a new vertical with the potential to redefine the direction of the company, enhancing trust in settings that affect us all.Exciting Growth: Join a dynamic team with strong initial traction and the opportunity to build from the ground up.Career Development: Grow your career in a fast-paced startup environment with opportunities for advancement and professional development, with big success for this new vertical.
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