Enterprise Account Executive - State Government

At Submittable , we are transforming how organizations create social impact. Our platform empowers thousands of mission-driven organizations, from nonprofits to government entities, to make a difference in their communities and beyond. In 2024, our innovative software helped organizations worldwide run 30,000 programs , welcomed 1.2 million applicants , and facilitated the distribution of more than $10 billion in funding through our products on behalf of our clients. We are on a mission to help organizations accelerate their impact, so we are proud to partner with organizations focused on Equity & Social Justice, Children & Education, Creative & Arts, Health & Wellness, Economic Justice & Opportunity, and Environment & Climate. At Submittable, technology and purpose converge, offering a unique opportunity to contribute to meaningful change. About the role 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. Skills & Competencies 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 upda