Sales Executive

Company Overview:
GovSpend provides data and analytics to organizations buying and selling in the public sector. With transparency and accountability at the center of what we do, we strive to place critical market intelligence into the hands of our 4,500+ clients so they can win more government business.

Our Mission:
At GovSpend, our vision is to be the foremost and indispensable provider of Data and Market Intelligence on government activity, driving insights for vendors and agencies. We envision a future where organizations harness the power of data to identify opportunities, optimize strategies, and make for more efficient government.

Through our cutting-edge technology and platform, we harvest the data and produce the insights that enable our clients to make data-driven decisions and thrive in the dynamic landscape of government procurement. Together, we shape a more efficient, informed, and impactful public sector ecosystem.

Position Summary:
GovSpend is in search of top performing sales professionals with experience exceeding annual quotas as a full-cycle sales executive in a fast-paced SaaS software environment.
At GovSpend Territories are Alpha-Numeric - this role will be a full cycle sales rep assigned an Alpha territory in GovSpend's middle market. We define middle market as under $100 Million in annual revenue. Quotas are prorated in a rep's first year to provide training ramp up during our 90 day rotational training program.  The full year quota for this role is $400-$500k depending on experience and the average ACV is $15-20k.

What you’ll do:

• Meet and exceed sales quota through inbound /outbound leads using diagnostic selling methods.
• Manage the entire sales cycle from prospecting, discovery, presentation, and negotiation.
• Effectively utilize GovSpend’s sales enablement tech stack to maximize outbound prospecting efforts and build a pipeline sufficient to meet and exceed quota (Zoominfo, Salesloft, Koncert, and Salesforce)
• Maintain an accurate sales pipeline in Salesforce CRM and provide reliable forecasts on performance to quota. 
• Understand prospect team and corporate structures in order to build cross-functional relationships within prospect accounts by focusing on director / C-level engagement and understanding potential users, consumers, influencers, and decision-makers.
• Conduct product demonstrations for prospects in order to diagnose customer issues and showcase the value of GovSpend’s solutions.
• Co-create trial strategies with prospects and manage the trial process to ensure potential customers understand GovSpend’s solutions before their purchase.
• Develop accurate forecasts and manage sales activity in Salesforce (CRM).
• Attend conferences, meetings, and industry events as needed to achieve quota attainment. 
• Other duties as assigned to meet the business needs. 

What you’ll need:

• Bachelor’s degree in business, marketing, government relations, or related area. Proven work experience will be considered in lieu of a degree.
• 3+ years of individual quota carrying, direct sales experience, and experience using sales productivity tools (Salesforce preferred). 
• Knowledge of market research, sales, and negotiating principles.
• Experience navigating procurement and legal processes with middle-market or enterprise-level customers
• Coachability, openness to feedback, and consistent self-improvement.
• Excellent verbal and written communication and interpersonal skills.
• High level of enthusiasm, a strong work ethic, and highly self-motivated.
• Must be adaptable, professional, courteous, motivated, and work well on their own or as a member of a team.
• Ability to handle a fast-paced environment and challenging workload.
• 2+ years of SLED or FED Government sales experience is a plus.