Senior Enterprise Account Executive

Senior Enterprise Account Executive

This role is built for a seller who wants mission, complexity, and upside in the same seat. You will open new doors, shape strategic opportunities across your territory, and help public-sector agencies deliver better outcomes for vulnerable populations. If you know how to win in government and want your work to matter, this is a rare opportunity to do both.

As a Senior Enterprise Account Executive, you will own net-new revenue growth within a defined geographic territory. This is a true hunter role focused primarily on landing new county and state customers, with targeted expansion responsibility as opportunities emerge. Customer Success owns renewals and long-term client relationships, allowing you to stay focused on creating and closing new business. You will navigate long procurement cycles, influence senior agency leaders, and close complex, multi-year deals tied to modernization, compliance, and service-delivery priorities.

This role is remote and aligned to a defined geographic territory with clear ownership. Travel is typically 40–60% and is concentrated on high-value customer and prospect engagement within the territory (Midwest/Southeast).

• Own and deliver annual revenue targets primarily driven by net-new state-level deals and strategic expansion within assigned accounts
• Build and maintain a qualified pipeline aligned to territory priorities and modernization opportunities
• Lead the full sales lifecycle for complex public-sector pursuits, from qualification and deal shaping through contract execution
• Develop and execute territory and account plans tied to state priorities, funding cycles, and county-led compliance initiatives
• Drive structured forecasting, maintain accurate data in Hub Spot, create mutual action plans, and apply disciplined qualification throughout the sales process
• Own the message and lead value-based selling for a mission-driven product in a complex regulated environment
• Collaborate with leadership, product, delivery, and implementation teams to position, close, and onboard new customers
• Represent Northwoods in executive briefings, state and county relationship-building, and industry forums

• First 90 days:
  Learn the territory, complete account mapping, align on target states and agencies, build relationships, and establish a disciplined operating rhythm for forecasting, qualification, and pipeline management
• First 6 months:
  Build qualified pipeline against territory priorities, advance named opportunities, and demonstrate strong executive engagement across target accounts
• First 12 months:
  Deliver measurable progress toward quota, close new business, expand strategic opportunities where appropriate, and strengthen Northwoods' footprint within assigned states and counties

• Experience selling SaaS into state or local government, or comparable enterprise public-sector experience in a complex regulated environment
• Demonstrated success in quota-carrying enterprise SaaS sales roles
• Consistent track record of meeting or exceeding quota
• Success navigating public-sector buying environments and multi-stakeholder sales processes
• Experience managing complex, multi-stakeholder deals through procurement and contract execution
• Familiarity with public-sector procurement processes, contracts, or purchasing vehicles
• Proficiency using CRM tools to manage pipeline, forecasting, and account activity
• Willingness and ability to travel regularly within the assigned territory

• Experience in the human services, Medicaid, or broader health and social services ecosystem
• Familiarity with health and human services, agency workflows and operating environments
• Experience supporting state or county modernization initiatives
• Established relationships within relevant state or county agencies
• Experience selling workflow, platform, data, or AI-enabled software solutions into complex enterprise environments

• Medical (includes H.S.A. option with employer contribution), dental, and vision insurance
• Short- and long-term disability
• Company paid…