Enterprise Account Executive - State Government (Southeast)

Submittable is a growing social impact platform used by thousands of companies, governments, and philanthropic organizations to manage their social impact programs and maximize their impact. In 2023 alone, we helped organizations worldwide run over 31,000 programs and collected nearly 3.2 million applications, resulting in $1.3 billion of funds distributed through our product on behalf of our clients. We are proud to partner with customers in accelerating mission-driven work in top causes, including Equity & Social Justice, Children & Education, Creative & Arts, Health/Wellness, Economic Justice & Opportunity, and the Environment & Climate.

Submittable is looking for a state government-focused, Enterprise Account Executive to join our team in Missoula, MT, Bellevue, WA, or remote, and manage our Southeast Territory. We are looking for a passionate, strategic, and motivated hunter with proven experience selling business critical solutions in the government SaaS software space. You will focus on client acquisition and expansion for Submittable's Grants Management and Social Impact software solutions acting as an essential contributor to Submittable's growth and trusted advisor to clients looking to optimize the impact of their Grants and Social Impact projects.

This is a full-time position that will manage our Southeast Territory and report to the Director of Government Sales.

How You’ll Make an Impact:

• Act as the CEO of your assigned geographic region
• Run value-rich discovery calls and lead product demos with clients
• Manage Submittable's net new opportunities to hit team quotas on a quarterly, and annual basis
• Employ Opportunity Management to maximize revenue opportunities and build pipeline
• Maintain and report an accurate forecast for every open opportunity
• Keep clean, accurate lead and opportunity data in Salesforce and other relevant systems
• Provide prompt and accurate answers to clients' queries
• Become proficient in the internal software stack used by the Sales Department and across Submittable, with an advanced mastery of Salesforce and SalesLoft
• Collaborate cross-functionally to share important information and insights about client and market findings to improve marketing and sales activities
• Become an industry expert in Social Impact programs across multiple products and continue to learn new trends and gain insights
• Coach and mentor Sales Development Representatives by teaching best practices and proven methods of identifying key decision makers and crafting engaging outreach messages 
• Maintain current Submittable Sales certifications and complete required training
• Up to 20% travel to corporate offices and within assigned territory

Skills & Experience We Hope You Bring:

• Bachelor's degree, with 2+ years of SaaS/Enterprise software sales experience in Federal, State, or Local government
• Demonstrated success leading full cycle sales, selling mission critical software solutions
• Established success meeting or exceeding quota  
• Hunter mentality with expert level prospecting and outreach skills
• Track record of increasing Sales and closing deals over $250K in Annual Recurring Revenue (ARR), with growing responsibility
• Previous or current experience with Salesforce and success completing complex sales process, i.e. documenting deal development
• Polished executive presence and presentation skills
• Ability to deliver dynamic software demonstrations as a solo partner or in a complex, multi-partner sale
• Familiarity with finding, assessing, and responding to RFPs
• Experience creating MSAs and SOWs, and facilitating the legal review
• Sales Methodology adoption leveraging MEDICC, MEDDPICC, Challenger or similar 

Salary Details: The annual OTE (On Target Earnings) range for this position is $190,000-$300,000 with a pay mix of 50/50 (base/commission). Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. We also have a location-based compensation structure; there may be a different range for candidates in other locations.

Position Location: This role will be located within Submittable's Southeast Territory: Florida, Georgia, Alabama, South Carolina, North Carolina, West Virginia, and qualified candidates in Bellevue, WA or Missoula, MT are also strongly encourage to apply.

We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time.

Why Submittable? 

Joining Submittable means jo