Strategic Account Executive (Federal)

About the position

Everlaw is seeking a Federal Strategic Account Executive that demonstrates our company values of attention to detail, setting your own bar, egoless communication, and respect for customers. In this role, you will be responsible for finding and securing new federal customers and communicating how Everlaw can help meet their litigation, investigative, and collaboration needs. You will have experience prospecting, running discovery calls and demos, negotiating, and possess a track record of closing new federal business. You should also understand public sector use cases and how to navigate the federal procurement process to sell across multiple departments and agencies. To be successful in this role, you will understand how to go after new government business and expand existing relationships with the right federal decision-makers. Numerous Government entities already use Everlaw: Our GovCloud-based, fully FedRAMP product offering has multiple Federal customers, with Federal Agencies contacting us daily for more information. Whether it be a timely follow up on a request for information, a cold call, or an expo booth visit, the Sales team is often the first point of interactions for prospective Everlaw clients and the team strives to make those conversations memorable and impactful. Sales focuses on delivering excellence through every step of an organization's diligence of improving litigation and discovery workflows, employing genuine curiosity in discovery calls, conducting highly tailored demonstrations and presentations, and curating compelling proofs of value to ensure that our new customers can come on board with a clear path to achieving success. Everlaw’s sales team isn’t your typical one. Whether it’s spearheading a volunteering event, weekly basketball at the local YMCA, or group crossword puzzles over lunch, reps and leadership alike embody a commitment to bringing their authentic selves to work. At Everlaw, our mission is to promote justice by illuminating the truth. Our company culture is open and vibrant, and we’re committed to the professional growth of our team members, offering an annual learning and development stipend and regular check-ins with managers regarding career goals. If you’re looking for a place that values passion, integrity, thinking big, and a desire to learn, we’d love to hear from you! Think you’re missing some of the skills and are hesitant to apply? We do not believe in the ‘perfect’ candidate and encourage you to apply if you feel you can bring value to our team. Learn more about Life at Everlaw.

Responsibilities

• Gain a deeper understanding of Everlaw’s software and customers through training and experience, allowing you to better target future customers
• Develop your product knowledge through Everlaw’s Demo certification, using your expertise to present Everlaw’s value to customers in greater detail
• Identify federal opportunities through relationships, SAM.gov, GovWin and other tools/publicly available sources
• Work with our partner Sales Development Representatives to create and execute call plans and lead follow-up
• Develop and execute a comprehensive territory plan to focus on customers who are likely to purchase or recompete their purchases of eDiscovery solutions within the next 18 months
• Manage the full sales-cycle, including discovery, qualification, technical demonstrations and contract generation, as well as other deliverables for closing
• Establish relationships with a variety of existing accounts to understand their business needs and effectively communicate how Everlaw will meet those needs
• Work with Government associations and user groups to establish the Everlaw brand
• Use Salesforce.com for lead management and sales forecasting
• Work with our Ecosystem Partners, inkling Service Providers, Integrators and resellers, to provide offers and proposals to Federal customers
• Prioritize opportunities and coordinate your internal team to provide the best customer experience
• Conduct territory visits to meet customers face to face
• Meet weekly activity goals as well as quarterly and annual sales goals
• Ensure 100% satisfaction with all customers

Requirements

• At least 7 years of successful quota carrying federal sales experience, particularly Civilian Agencies
• Familiarity with Government-related Integrators and Partners
• Software and/or SaaS sales experience
• A consistent record of over-achievement in past experiences
• Technically adept; experienced with web technologies
• A passion for cloud technologies and great people skills
• Experience in eDiscovery and/or legal technologies is ideal
• U.S. Citizen with authorization to work in the United States

Nice-to-haves

• Familiarity with MEDDPICC and/or Command of Message

Benefits

• Expected On Target Earnings (OTE) of $310,000, with a $155,000 base salary
• Equity program
• 401(k) retirement plan with company matching
• Health, dental, and vision insurance
• Flexible Spending Accounts for health and dependent care expenses
• Paid parental leave and approximately 10 days (80 hours) per year of sick leave
• Seventeen paid vacation days plus 11 federal holidays
• Membership to Modern Health to help employees prioritize mental health and wellness
• Annual allocation for Learning & Development opportunities and applicable professional membership dues
• Company-sponsored life and disability insurance