[Hiring] Enterprise Account Executive @Neogov

Role Description

The Enterprise Account Executive will promote and sell our NEOED software solutions and services. This position includes:

• Prospecting for qualified leads
• Phone sales
• Online product demonstrations
• Proposal writing
• Sales presentations
• Contract negotiations
• Support of the overall sales and marketing efforts

Specifically, you will be working with higher education institutions across the U.S., leveraging the NEOED brand’s strong presence and reputation in the market.

What You Will Do

• Portfolio & planning: Build account plans by institution and campus; map stakeholders (HR, Academic Affairs, IT/Security, Finance, Procurement); align to fiscal-year/budget cycles. Analyze potential sales opportunities using data-driven research to identify the attributes most valued by potential higher education clients.
• Adoption & value: Lead EBRs/QBRs; track utilization and outcomes by module; align use cases to priorities like equitable hiring, faster onboarding for adjuncts/student workers, and compliance (e.g., policy attestations, required trainings).
• Expansion: Identify net-new business opportunities across Insight, Attract, SchoolJobs, Onboard, Perform, Learn, Policy, eForms, Analytics; build quantified business cases tied to outcomes and budget cycles.
• Deal orchestration: Multithread with CHRO/HR leaders, Provost/Deans, CIO/IT Security, Finance, and Procurement; ensure clean amendments and use cooperative purchasing where applicable.
• Forecasting: Maintain accurate expansion forecasts and CRM hygiene in Salesforce with clear next steps and close plans.
• Enablement & coaching: Use Gong to review calls and risks; leverage Highspot playbooks and competitive intel; run scalable touchpoints via Outreach.
• AI leverage: Use approved AI tools to research institutions, tailor content, summarize calls, and draft ROI narratives—always with sound judgment and compliance.
• Voice of Customer: Capture product feedback (e.g., faculty contract renewals, student-worker workflows); partner with Customer Success, Product, Marketing, and Services.
• Issue escalation: Coordinate with Support and Customer Success to resolve blockers and preserve executive trust.
• Market presence: Travel for strategic on-sites, conferences, and user groups (approx. 5%).
• Create Sales Campaigns for Enterprise and SMB accounts with close coordination of all company resources.
• Identify and qualify leads to generate new business opportunities, achieving or exceeding monthly, quarterly, and annual revenue quotas.
• Demonstrate complete product leadership for NEOED offerings, staying current on product capabilities and market trends.
• Drive a matrixed territory business, collaborating with sales development, partners, sales engineers, professional services, finance, and legal to close deals.
• Prepare and present sales demos via Google Meet screenshare.
• Negotiate and close deals following the company’s practices and processes.
• Ensure orders meet all legal and financial requirements, and manage receivables.

Qualifications

• 3–5+ years of Enterprise Sales, preferably SaaS, within a quota-driven environment.
• Prior higher education-related SaaS sales experience is strongly preferred.
• Experience selling to government or other public sector agencies is a plus.
• Mastery of executive communication, negotiation, and value-based selling; familiarity with MEDDPICC or similar methodology.
• Fluency with Salesforce, Gong, Outreach, Highspot, and Google Workspace; comfort adopting AI tools responsibly.
• Ability to quantify ROI, navigate legal/security reviews, and manage the paper process for amendments and expansions.
• High integrity, ownership, resilience, and a bias for preparation, follow-through, and customer advocacy.

How We Define Success (First 12 Months)

• Sales Quota at or above target, with healthy margin and product mix.
• Consistent forecast accuracy and CRM hygiene (stages, next steps, renewal/expansion plans).
• Active engagement with enablement (Gong call reviews, coaching plans) and contributions to peer learning.
• Strong cross-functional partnerships and customer handoffs that accelerate adoption and time-to-value.

Benefits

• Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees
• Generous PTO to support work-life balance
• Remote working opportunities
• 401K Matching
• Autonomy to grow and find your career path with supportive leadership
• 12-week Paid Parental Leave
• Inclusive and diverse environment