Account Executive – Public Sector SaaS; Hybrid – Okemos, MI) AE

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 three pillars:
Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo-charging efficiency, we enable our customers to maximize the impact of their funding.

Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth-oriented, mission-driven environment, read on to see how this position aligns with your skills and interests!

Please note that this is an onsite position that is eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.

You are a drivensalespersonorBDR(Business Development Representative) who loves turning messy, moving parts into revenue and is ready to own a portfolio of accounts. You thrive in ambiguity, move fast with discipline, and know how to build trust with public‑sector and enterprise stakeholders.

You’reexcited to manage the full commercial relationship (renewals, expansions, cross‑sells, and new logos) while partnering closely withour Project Management and Productteamsto keep deliveryrunningsmooth.

You’redata‑driven, resilient, and energized by a company in transformation where your wins are visible and high impact.

Ifyou'rehungry,ambitious, and looking for the next step in your sales career
-think larger deal sizes, longer cycles, and a national territory, without having to move to a major coastal tech hub
-we'dlove to meet you!

• Own revenue for your book of business: renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
• Hunt andexpand:prospect, multi‑thread, and develop executive and program‑level relationships; map whitespace and fund sources across agencies and programs.
• Run a full sales cycle end‑to‑end: discovery,business case, SOW/pricing, negotiation, close; learn to navigate public‑sector procurement (RFI/RFP, contract amendments, renewals) with guidance andsupportfromfunctional peers and experienced team members.
• Maintain a healthy,accurate pipeline inourCRM(Hubspot) with clear next steps, dates, andstakeholdersso your forecast is dependable.
• Drive account strategy: contribute to Strategic Account Plans; support and lead QBRs with executive sponsors; convert insights into tangible opportunities.
• Partner without confusion: ensure clean commercial‑to‑delivery handoffs with PMO and Solutions so you stay focused on commercial health and growth.
• Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships intopipelineand closed‑won business
• Close the loop: capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.

• 2–5+ years in hunter-based business/sales development(BDR/SDR, inside sales, or AE), with documented quota‑carrying responsibilities and solid attainment.
  
  Ourmain focusisambitioushunters whoaren’tafraidtoleveragewarmleads andengage in persistent cold calling strategies.
• Experience running or contributing to a structured sales process: discovery, demos, proposals, and multi‑stakeholder decision making.
• Comfor…