ScoutLab.io represents this established GovTech software and integrated payments company, helping local governments modernize how they operate, collect payments, and serve their communities.
About the company:
This This 55-employee, self-funded GovTech company provides software and integrated payment solutions that help local governments modernize how they operate, collect payments, and serve their communities. For more than 36 years, The Company has partnered with municipalities, counties, utilities, courts, and other public-sector organizations, serving 300+ agencies with 97% customer retention. The Company's solutions span ERP and departmental software, digital and in-person payments (online, mobile, kiosk, and IVR), and court and utility management — helping agencies operate more efficiently and deliver a better experience to their constituents. The company is also available through DIR and TIPS-USA cooperative contracts. The company is growing its sales team and looking for an experienced Account Executive who knows how to build relationships, create opportunities, and close business in the public sector. This is an opportunity to join an established, growing GovTech organization at the intersection of public-sector software, payments, and citizen experience.
About the role:- Mid-Market/SMB Account Executive role owning the full sales cycle within an assigned territory. Fully remote.
- $75k base salary with double OTE and outstanding benefits. Uncapped commissions!
- MUST HAVE 3+ years of successful Account Executive or equivalent quota-carrying sales experience, with a demonstrated record of meeting or exceeding new-business revenue targets.
- Prior GovTech or public-sector technology sales experience or SLED is preferred, along with experience selling SaaS, payments, fintech, or a combination of these solutions.
- Consultative, new-business sales role working directly with municipal and government leaders to understand their operations and guide them through the buying process.
- Supported by SDRs who help generate and qualify opportunities and Solution Engineers who provide technical and product support throughout the sales process.
- Success means consistently creating pipeline, advancing qualified opportunities, and closing new business.
- Ability and willingness to travel and see the country for customer meetings, conferences, and industry events. Company credit card provided. Official Job Description As an Account Executive at The Company, you will own the full sales cycle within an assigned territory, from prospecting and discovery through proposal, procurement, negotiation, and close. This is a consultative, new-business sales role. You will work directly with municipal and government leaders to understand their operations, identify opportunities across The Company's software and payment solutions, and guide prospects through the buying process. You'll be supported by SDRs who help generate and qualify opportunities and Solution Engineers who provide technical and product support throughout the sales process. We're looking for an experienced AE who can take that support and turn it into a strong pipeline and consistent closed business. This is a fantastic opportunity for the right candidate. 100% of reps are at or above quota, and 75% of leads are inbound! Ability to hit your number with upselling existing book of business. This IS a net-new hunting and expand role! Pipeline & Sales Cycle Ownership
- Own and manage the full sales cycle from initial opportunity through contract execution.
- Build and maintain a healthy pipeline of qualified new-business opportunities within your territory.
- Generate business through outbound prospecting, SDR-generated opportunities, referrals, conferences, partnerships, and other lead sources.
- Develop and execute a strategic territory plan that consistently creates new pipeline.
- Maintain accurate pipeline, activity, next steps, and forecasts in the CRM.Discovery, Demos & Relationship Building
- Lead discovery with municipalities, utilities, courts, and other government agencies to understand their needs, priorities, budgets, stakeholders, and buying process.
- Partner with Solution Engineers to deliver compelling product demonstrations tailored to each prospect.
- Build relationships with government leaders and stakeholders across finance, administration, IT, procurement, utility operations, courts, and other departments.
- Attend industry conferences, association meetings, and other events to build relationships and generate opportunities. Proposals, Procurement & Close
- Develop proposals, navigate procurement requirements and RFPs, negotiate agreements, and drive opportunities to close.
- Navigate longer and more complex public-sector sales cycles, including budget processes, competitive evaluations, council or board approvals, and procurement requirements. Cross-Functional Collaboration
- Collaborate with Marketing, Implementation, Customer Support, and leadership throughout the customer journey.
- Bring market and competitive intelligence back to the organization to help improve our products and go-to-market strategy. What Were Looking ForRequired
- 3+ years of successful Account Executive or equivalent quota-carrying sales experience.
- Demonstrated track record of meeting or exceeding new-business revenue targets.
- Prior GovTech or public-sector technology sales experience, SLED is preferred.
- Experience selling SaaS, payments, fintech, or a combination of these solutions is a Nice to Have.
- Experience owning a full sales cycle, including prospecting, discovery, demonstrations, proposals, negotiation, and closing.
- Demonstrated ability to build and manage a qualified pipeline rather than relying exclusively on inbound opportunities.
- Experience navigating complex sales processes involving multiple stakeholders and longer sales cycles.
- Strong discovery, presentation, negotiation, and relationship-building skills.
- Disciplined CRM and forecasting habits.
- Ability and willingness to travel for customer meetings, conferences, and industry events.
What Success Looks Like:- You consistently create pipeline, advance qualified opportunities, and close new business.
- You build trusted relationships with government prospects and understand how and why they buy.
- You maintain an accurate view of your territory and forecast.
- You consistently meet or exceed your sales targets.
- You are an important voice in a growing company, bringing back what you're hearing from the market and helping improve how The Company sells, serves customers, and grows.
