Account Executive

Cott Systems provides enterprise-grade records management solutions tailored to local governments. We specialize in land and court records, document imaging, eRecording, and workflow automation-serving county clerks, recorders, auditors, and other vital government offices across the country.

About the Role

We're hiring a Field Account Executive (AE) to open doors and build pipeline across state and local government (SLED) - with a strong focus on municipalities, counties, clerks/administrative offices, and other public-facing departments.

You'll own a defined territory, spend significant time in-market, and win meetings by showing up, building relationships, and becoming a trusted connector between customer pain points and our solutions.

You'll partner closely with product and delivery teams to turn customer conversations into qualified opportunities, pilots, and long-term accounts - especially in environments shaped by procurement complexity, legacy systems, and a high sensitivity to trust, security, and change management.

What You'll Do

* Own outbound and in-territory prospecting for a defined SLED/local government patch (target lists, sequences, call blocks, field days)

* Travel regularly to meet stakeholders on-site (office visits, regional events, association meetings, conferences) and build relationships that convert into pipeline

* Lead first meetings and discovery calls: qualify needs, map stakeholders, uncover workflows, and validate urgency and path to purchase

* Coordinate and support demos/pilots by aligning the right internal resources, preparing notes, and capturing requirements clearly

* Navigate public-sector realities (procurement processes, budget cycles, RFP/RFI signals, approvals, compliance/security requirements) and keep deals moving forward

* Maintain strong Salesforce hygiene: account plans, stakeholder maps, meeting notes, next steps, and pipeline forecasts leadership can rely on

* Create a steady feedback loop to product: trends you're hearing, objections, competitive intel, and insights that inform roadmap prioritization

What Success Looks Like (First 60-90 Days)

* You're consistently generating net-new conversations in your territory and building a repeatable, trackable field motion

* A healthy pipeline is forming, with multiple qualified opportunities in flight and clear next steps/stakeholder maps

* You're landing meaningful on-site visits and converting them into demos and pilots

* The team is sharper because of your intel - stronger positioning, better talk tracks, and more informed product decisions

Qualifications

Must-Have

* 4-6+ years of experience in AE, inside sales, or territory development roles, ideally with meaningful field time

* Experience selling into SLED/local government (or adjacent public-sector environments), with comfort navigating procurement and budget cycles

* Proven hunter mindset: ability to build pipeline from scratch, handle rejection, and stay disciplined on activity and follow-through

* Strong discovery and communication skills: you ask sharp questions, run first calls confidently, and synthesize what matters

* Willingness and ability to travel frequently within a defined territory

* Comfort operating in a fast-moving environment with ambiguity, iteration, and evolving process

* Strong CRM proficiency (Salesforce preferred)

Nice-to-Have

* Experience selling SaaS, workflow automation, payments, records/case systems, or citizen-facing technology

* Familiarity with government buying signals (RFP/RFQ monitoring, cooperative purchasing, contract vehicles, board approvals)

* Existing network in local government (clerks associations, municipal/county groups, public-sector conferences)

* Experience positioning AI/automation in regulated or high-trust environments (PII, audit trails, security reviews)