Account Executive, Public Sector at Automattic

About the Role

Your primary focus in this role is to listen to and learn from prospects, effectively positioning WordPress VIP as the premier Content Management System for public sector organizations. You will not simply wait for inbound leads. Instead, you will actively research the market, identify specific opportunities within various government agencies and public sector verticals, and devise a sales strategy that is both highly personalized and creative. This strategy aims to establish the best possible positioning for developing new business for WordPress VIP. You hold a strong belief in the importance of government agencies and public sector organizations, recognizing how WordPress VIP and Automattic can meaningfully support their missions. You value building long term relationships and always striving to do what is best for the customer. You should enjoy storytelling, conducting product demonstrations, delivering persuasive pitches, and feel completely comfortable engaging with high level government officials such as CIOs and CTOs.

Our Public Sector team is intentionally small and agile, requiring team members to be highly hands on and versatile. While you will collaborate closely with Sales Development Representatives (SDRs) and have access to our Marketing teams to generate compelling outreach and content, you will also be responsible for generating your own leads. You must be ready to dive deep into the specifics, including writing and understanding complex paperwork and Requests for Proposals (RFPs).

Responsibilities

• Drive significant revenue growth by successfully securing new public sector clients and expanding relationships with existing government accounts.
• Establish and cultivate strategic partnerships with high level government officials to position the company as an essential technology partner.
• Successfully manage both standard transactional deals and large, multimillion dollar opportunities while navigating the unique constraints of government procurement processes.
• Develop targeted strategies to increase brand visibility and create new business opportunities within the public sector market.
• Maintain accurate sales forecasts and pipeline data, driving strategic improvements in forecasting methods specific to the public sector.
• Develop and execute innovative sales strategies tailored for the public sector to accelerate market penetration within government agencies.
• Actively participate in pipeline generation activities, including consistent outbound prospecting directed at government organizations.
• Enhance the product offering by providing valuable, real world customer insights to inform our product roadmap.
• Elevate the brand and reputation of WordPress VIP within the government enterprise SaaS space through high impact engagements.
• Contribute to a strong, high performing sales culture by sharing best practices and mentoring team members.
• Prepare and meticulously review complex government paperwork, including RFPs, ensuring full compliance and maximum competitiveness.

Requirements

• A minimum of 7 years of experience selling enterprise software, preferably in SaaS or CMS related technologies.
• At least 5 years of experience selling SaaS solutions specifically to State and Local Government agencies.
• A proven track record of consistently meeting or surpassing established sales quotas.
• A strong working knowledge of SaaS and enterprise software landscapes, including CMS experience which is considered a plus.
• Exceptional skills in communication, presentation, and negotiation.
• Demonstrated success in solutions based selling and closing large enterprise level deals with government agencies.
• The ability to establish and maintain enduring customer relationships.
• Experience in managing and expanding business within established accounts and specific verticals.
• Comfort working with executive level government prospects, negotiating contractual terms, and reviewing documents within public sector regulations.
• Extensive knowledge of government procurement processes, contract vehicles, and associated compliance requirements.
• Proven capability to identify and leverage appropriate procurement vehicles to create substantial market opportunities.
• Proficiency in writing, comprehending, and responding to intricate government paperwork and RFPs.
• Strong attention to detail and the capacity to manage the complex, lengthy sales cycles common in government procurement.
• A self motivated nature with a strong drive to meet revenue and growth goals, both individually and as a contributing member of the company.

Location and Compensation

Location: Remote (Washington DC and surrounding area)

Salary Range: $95,000-$160,000 USD, in addition to variable compensation. Please note that salary ranges are global, regardless of location, and payment is made in local currency. We are looking for top caliber candidates whose skills and qualities will bring a net positive impact to Automattic. Compensation will reflect the potential contribution and impact, which may, in some instances, exceed the stated range for the ideal candidate. This is not a typical work from home role, as we are a fully remote company with an open vacation policy. For a complete list of benefits by country, please consult our Benefits Page. We encourage you to read more about How We Hire and What We Expect from Ourselves.

About Automattic

In our 20th year, we are the team behind WordPress.com, WooCommerce, Beeper, Tumblr, Simplenote, Jetpack, Longreads, Day One, PocketCasts, and more. Our core belief is in making the web a better place. We operate as a distributed company with over 1500 Automatticians located in nearly every part of the globe, speaking over a hundred different languages. This diversity enriches us and unites us under a single mission: to democratize publishing, commerce, and messaging so that anyone with a story can tell it, anyone with a product can sell it, and everyone can manage their communications from one source. Essentially, we help maintain societal balance by creating and continually refining powerful tools that allow people to compete fairly, irrespective of income, gender, politics, language, or geography. We champion Open Source, with the vast majority of our work licensed under the GPL. Automattic is recognized as a Most Loved Company, an Equal Opportunity employer, and is Disability Confident Committed. If you require accommodations during the application or interview process, please fill out this form. We are dedicated to providing an accessible hiring process for all candidates. Learn more about our Employee Resource Groups. You can track your application status and more at MyGreenhouse. To understand how we handle your data, please review our Job Applicant & Candidate Privacy Notice and our Privacy Policy. All qualified applicants will be considered for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. View the “Know Your Rights: Workplace Discrimination is Illegal” poster here. Automattic participates in the E-Verify program in certain locations as required by law.