Senior Account Executive, Public Sector

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About NetDocuments
At NetDocuments, we're shaping the future of legal work. We believe legal professionals should spend less time searching for information and managing documents, and more time solving complex problems, serving clients, and delivering meaningful outcomes. That's why we're building technology that helps organizations work smarter, collaborate more effectively, and unlock the full value of their institutional knowledge.
Our team is redefining what's possible for legal technology. NetDocuments is the trusted intelligent document management platform for legal professionals and the company behind the industry's first and only legal context graph—a breakthrough that gives legal professionals and AI a richer understanding of how matters, documents, people, and knowledge connect across an organization while respecting enterprise-grade security, governance, permissions, and ethical walls.
Innovation is only part of our story. We believe our greatest strength is our people. We foster a collaborative, inclusive, and high-performing culture where curiosity is encouraged, diverse perspectives are valued, and employees are empowered to make a meaningful impact. Whether you're building products, serving customers, or supporting the business, your work helps shape the future of one of the world's most trusted legal technology platforms.
That commitment to our employees and customers has earned us recognition as one of the nation's top workplaces, including:
Four consecutive appearances on the Inc. 5000 list of America's Fastest-Growing Private Companies
Five-time Top Workplace USA winner
Five-time Salt Lake Tribune Top Workplace
Multiple Top Workplaces Culture Excellence awards recognizing innovation, employee appreciation, work-life flexibility, and compensation & benefits
If you're excited to solve meaningful challenges, work alongside talented colleagues, and help define the next generation of legal technology, we'd love to meet you.
What You’ll Do
We are seeking a Senior Enterprise Account Executive – Public Sector to drive new business and expansion within state & local government and U.S. federal agencies. This is a high impact, quota carrying role focused on complex, multi-stakeholder SaaS deals, with average deal sizes in the six-figure range.
You will own the full sales cycle for a defined territory, selling the NetDocuments platform (including our public sector and FedRAMP-authorized offerings) into legal, IT, records, and line of business stakeholders across public sector organizations.
You will:
Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers.
Build and manage a strong, predictable pipeline of six figure opportunities through targeted prospecting, partner collaboration, and marketing generated leads.
Maintain accurate pipelines, forecasting, and account plans in CRM.
Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments.
Conduct deep discovery to understand each agency’s document, email, and records management needs (e.g., FOIA, case management, discovery, records retention, and compliance).
Develop and deliver compelling value propositions, ROI/TCO analyses, and business cases tailored to executives, business sponsors, legal teams, and IT/security stakeholders.
Partner closely with Sales Engineering and Product to design solutions leveraging NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature).
Navigate and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector).
Articulate how NetDocuments’ FedRAMP authorized offering and compliance posture address government security and regulatory requirements at federal, state, and local levels.
Stay up to date on key public sector initiatives, regulations, and trends that impact document and content management.
Build strong, multithreaded relationships across agencies, including legal leadership, CIO/CTO/CISO, records managers, and program owners.
Develop long-term account strategies to land, expand, and retain strategic accounts; act as a trusted advisor on modernizing document and email management.
Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realization.
Work closely with marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders.
Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and expand NetDocuments’ footprint in target accounts.
What You’ll Need to be Successful
7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal).
Proven track record of consistent annual plan achievement, as well as closing complex six figure deals with multistakeholder buying groups and formal procurement processes.
Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms.
Experience selling FedRAMP, StateRAMP, or similar security sensitive SaaS solutions into government agencies.
Strong command of value based and consultative selling methodologies, with the ability to create compelling business cases and ROI analyses.
Excellent communication, presentation, and negotiation skills; comfortable presenting to executive and technical audiences.
Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, as required.