[Hiring] Enterprise Account Executive @Submittable

Role Description

The Enterprise Account Executive, State Government, leads new business sales of Submittable's grants management and application software to state agencies and large local government organizations. The role owns a sales quota and a pipeline of complex opportunities, carrying each one from discovery through contract signature within public sector procurement processes, and grows revenue within assigned strategic government accounts.

The role partners with Government Sales Development, Solutions Engineering, Proposal, Legal, Implementation, and Customer Success teams to deliver solutions that fit each agency's program requirements, helping agencies run funding programs that reach the residents and communities they serve.

Key Responsibilities

• Own a quota for new government business and expansion within assigned strategic accounts, building and managing a pipeline that meets monthly, quarterly, and annual targets.
• Lead consultative sales cycles with state and local government agencies, including discovery, tailored product demonstrations, and pricing proposals for program leaders, IT, procurement, and executive stakeholders.
• Manage public sector procurement requirements for each opportunity, partnering with the Proposal team on RFP, RFI, and other solicitation responses and with Legal on MSAs, SOWs, and agency contract terms through signature.
• Partner with Government Sales Development Representatives, Solutions Engineering, and Implementation to qualify opportunities, shape solutions, and hand off signed agencies smoothly to Customer Success.
• Maintain an accurate forecast and clean, current account, opportunity, and activity data in Salesforce, applying Submittable's opportunity management practices to deal strategy.
• Respond promptly and accurately to agency questions throughout the sales cycle, and share what is learned about agency needs, funding trends, and competitors with Marketing, Product, and Sales leadership.
• Build working knowledge of government grantmaking and funding programs and of Submittable's products, and recommend improvements to government sales plays, messaging, and processes.
• Maintain current Submittable Sales certifications and complete required training.

Qualifications

• 5+ years of B2B SaaS or enterprise software sales experience, with a track record of meeting quota and closing new business deals of $100K or more in annual recurring revenue (ARR).
• Experience creating and responding to RFPs or similar formal solicitations.
• Experience drafting MSAs and SOWs and coordinating contract and legal review through signature.
• Experience delivering software demonstrations tailored to different audiences in a complex sale with multiple decision makers and partners.
• Experience using a CRM, such as Salesforce, to document deal progress and forecast accurately; experience with Salesloft and Gong preferred.
• Experience selling to state or local government agencies, or working in or with government grant programs, preferred.
• Builds account plans that map stakeholders, procurement steps, and decision criteria, and updates them as deals progress.
• Works across teams to reach shared deal decisions, shares information openly, raises risks early, and follows through on commitments to agencies and colleagues.
• Seeks to understand each agency's program goals and constraints and uses that understanding to shape proposals and solutions.
• Bachelor's degree or equivalent practical experience.

Requirements

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Compensation

The On-Target Earnings (OTE) range for this role is $170,000–$240,000, which includes base salary plus variable compensation tied to performance. Final compensation will be determined based on experience, skills, and qualifications. This role is also eligible for equity and Submittable’s benefits package.

Benefits

• Comprehensive health and life insurance with optional HSA, FSA, and DCA accounts
• 401(k) plan with employer match starting day one
• Equity stock options to share in our success
• Flexible hours, remote work options, and generous vacation and sick leave
• Paid parental leave for mothers, fathers, and adoptive parents
• Professional development stipends to support your career growth
• Opportunities to participate in community outreach and volunteer programs
• Monthly company-sponsored happy hours and gatherings to connect and unwind