Account Executive, Incode Technologies

• The ideal candidate will have experience working with state government agencies but also understand the hands-on culture of a start-up sales organization.
• Ideally, your product sales experience focuses on complex, high-end technical solutions.
• Experience selling biometrics or AI solutions, nurturing leads and engaging teams (product, tech, business and compliance) are great to have
• BA/BS degree from a reputable University and/or 5+ years of experience in government sales
• A history of outstanding results selling SaaS/AI Solutions to customers where typical contract size ranges from $75K - $3M /year
• Must have a sales “hunter” mentality and approach to building and maintaining the pipeline
• Experience in a software or technology company in other relevant sectors, such as Security, Cyber and Fraud, selling SaaS solutions to the public sector
• Track record of succeeding in a fast paced and competitive market having had ownership of managing and executing the end-to-end sales process
• Experience managing complex sales processes and delivering an integrated, end-to-end approach
• Experience in consistently hitting sales targets
• CRM software experience (eg. Salesforce)
• A disciplined, methodical and process driven sales approach – you’ll be skilled in managing time and resources; have a sound approach to qualifying opportunities coupled with strong business acumen
• A strong desire to be successful, you’ll be a goal-oriented team player
• The adaptability required to succeed in a fast paced, high growth environment to establish credibility with internal and external stakeholders
• An active interest in the importance and value of identity
• Ability to communicate complex ideas effectively – both verbally and in writing
• Highly motivated, fast-learner, motivated by success and a target-driven sales environment, managing your own accounts

Desirable

• As an SLED Account Executive at Incode, you’ll help state government agencies reduce cyber fraud and enhance identity verification experiences.
• Be ready to develop deeper relationships with our existing customers and to attract new opportunities. You’re in for a lot of fun!
• The Public Sector State Account Executive requires prospecting, customer development, and a track record of closing new business in the region.
• We're on the lookout for a team player with a deep drive to sell the products they work on and will be taking ownership of the entire sales pipeline and processes.
• Driving and owning the end-to-end sales cycle, identifying targeted SLED accounts to closing business opportunities across the assigned territory
• Working closely with your customers as a trusted advisor to deeply understand their challenges and goals, as well as to manage, develop, and maintain customer relationships and trusted partnerships that will optimize revenue and client satisfaction
• Prospect, manage, develop, and maintain client relationships and trusted partnerships
• Forecast and build consistent pipeline to achieve monthly, quarterly and yearly sales expectations
• Apply a thorough understanding of the marketplace, industry trends, competitor offerings and products to all management activities and strategic sales decisions
• Lead and deliver compelling sales pitches, presentations, and product demonstrations to a broad range of audiences, from C-level executives to individual contributors
• Own and manage RFX (and similar solicitation) responses and submissions applicable to the assigned territory
• Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Finance, Marketing, Product) to efficiently navigate complex sales cycles
• Manage Salesforce data daily with meeting notes, accurate sales funnel update, etc
• Provide professional after-sales support to enhance the customers’ satisfaction
• Stay up-to-date with your customer’s industry and business to understand the customers’ environment and challenges, both present and future, and use the information to develop opportunities and value to the customer
• Comfort with technical software and SaaS products and become a subject matter expert, representing Incode in your target industry sector
• Travel to customer locations, industry events, and conferences – over 50%
• Direct Report: VP of Public Sector