Account Executive

About Agate Software

At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services. Our success is built on Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant‑management industry, simplifying complex workflows, enhancing transparency, and turbo‑charging efficiency to maximize the impact of funding.

$55,000.00/yr - $55,000.00/yr

You are a customer‑obsessed enterprise sales hunter who loves turning messy, moving parts into revenue. You thrive in ambiguity, move fast with discipline, and know how to build trust with public‑sector leaders. You own the commercial relationship for your accounts—renewals, expansions, cross‑sells, and new logos—while partnering closely with PMO and Product to keep delivery smooth. You’re data‑driven, resilient, and energized by a company in transformation where your wins are visible and high impact.

• Own revenue for your book: renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
• Hunt and expand: prospect, multi‑thread, and develop executive relationships; map whitespace and fund sources across agencies and programs.
• Run a crisp sales cycle end‑to‑end: discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public‑sector procurement (RFI/RFP, contract amendments, renewals).
• Forecast with precision: maintain pipeline hygiene in Hub Spot; hold yourself to tight forecast accuracy with clear next steps and close dates.
• Drive account strategy: build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities.
• Partner without confusion: ensure clean commercial‑to‑delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth.
• Represent the brand: engage in industry events and association forums; turn relationships into pipeline wins.
• Close the loop: capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.

• 3–5+ years quota‑carrying software sales: SaaS/Gov Tech preferred with documented quota attainment.
• Public‑sector procurement experience: RFI/RFP, renewals, amendments, and multi‑year agreements.
• Proficiency with Hub Spot (or similar CRM): opportunity qualification and executive storytelling.
• Enterprise hunting DNA: track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones.
• Gov Tech fluency: experience selling to state or local government or similar transferable experience; familiarity with RFI/RFP, long procurement cycles, budget and grant timelines, and contract vehicles.
• Commercial rigor: MEDDICC‑style qualification (or similar), clean pipeline discipline, and forecast accuracy standards.
• Executive presence: clear, confident communication with directors, CIOs, program owners, and procurement.
• Cross‑functional savvy: collaborates with PMO, Product, and Marketing without stepping into delivery management.
• Tools & habits: mastery of CRM (Hub Spot preferred), crisp notes, next‑step discipline, and metrics‑driven decision‑making.
• Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.

• Retention: ≥ 95% gross renewal rate across assigned accounts.
• Expansion & New Revenue: consistent QoQ expansion growth and closed‑won targets met or exceeded (NRR goals set per plan).
• Pipeline & Forecast: ≥ 3× quota pipeline coverage with ≤ 5% forecast variance at month/quarter close.
• Executive Engagement: 1+ executive sponsor meeting per account per quarter and QBRs with clear next‑step commitments.
• Sales Hygiene: Hub Spot accuracy on stages, dates, values, and stakeholders; zero “mystery” deals.
• Cross‑Functional Flow: clean handoffs; no…