About this role.
Northwoods, a Banyan Software portfolio company, seeks a Senior Account Executive to win net-new state and county government customers for its health and human services software. The role owns a roughly $1M annual quota, with bookings split between SaaS and labor/services revenue, and includes limited migration sales from a legacy platform to modern SaaS. The successful candidate will manage the complete public-sector sales cycle, build territory pipeline, and partner closely with a newly hired VP of Sales while the team is rebuilt. This remote, travel-oriented role requires an established SLED network and demonstrated technology/SaaS selling experience; HHS, Medicaid, or child-welfare expertise is preferred.
Role DNA
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Job Complexity
5/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I would outline the agency's business problem, stakeholder map, procurement path, competitive landscape, and the value case I built. I would quantify the outcome, explain how I maintained momentum through the buying process, and describe the actions that led to a successful close.
I would prioritize agencies by program fit, modernization need, budget timing, and relationship strength. I would combine my existing network with account research, partner outreach, targeted executive messaging, and a disciplined cadence tied to measurable pipeline coverage and stage-conversion targets.
I establish a mutual action plan early, identify economic buyers, program owners, IT, procurement, and legal stakeholders, and document each approval step. I maintain regular value-focused communication, prepare for RFP or security requirements in advance, and continuously validate timeline, budget, and decision criteria.
I would begin with a discovery-led account review focused on operational pain, modernization goals, adoption barriers, and the costs of maintaining the legacy environment. Then I would build a phased business case with relevant stakeholders, connect SaaS capabilities to service outcomes, and coordinate a practical migration plan with internal teams.
I position services as an outcome-enabling component rather than an add-on, ensuring the proposed mix directly supports implementation, adoption, and customer value. I qualify scope carefully, align internal delivery teams early, and preserve forecast accuracy by tracking SaaS and services components separately.
Banyan Software is the best permanent home for software businesses that serve specialized industries, their employees, and their customers. We are on a mission to acquire, build, and grow great companies worldwide, helping them modernize through shared AI expertise and operational discipline. The Banyan Software Foundation, endowed with $100 million in Banyan stock, leverages technology to build a greener and more equitable world. Banyan is Great Place to Work Certified, a five-time Inc. 5000 honoree, and a top 10 company on the Deloitte Technology Fast 500. Founded in 2016 and headquartered in Atlanta, Banyan operates more than 100 portfolio companies across North America, the UK, EU, and APAC.
About Northwoods:
Northwoods is a health and human services software company dedicated to reducing friction for frontline workers and turning complexity into clear, meaningful action. Part of the Banyan Software family, Northwoods builds technology trusted by state and county agencies across the country, helping caseworkers and social workers spend less time navigating systems and managing paperwork and more time serving the families who need them most.
Northwoods’ solutions span child welfare, childcare, child support, economic assistance, and adult & aging programs. Through products like Traverse and Compass, Northwoods gives frontline teams access to case files, insights, and streamlined workflows that simplify administrative burden. Its managed service, Grove, embeds experienced child welfare professionals directly into agency teams to handle referral and records requests, court document preparation, and case file organization.
About the Role:
Northwoods is hiring Senior Account Executive to drive new logo acquisition across state and county government agencies, with some responsibility for converting existing customers from Northwoods’ legacy system to its modern SaaS platform. Both positions report into the newly hired VP of Sales and are being built as the core of a rebuilt sales team.
The role is remote.
The Role:
- Carry an annual quota of approximately $1M, with bookings split roughly 60/40 between SaaS and labor/services revenue
- Focus primarily on net-new logo acquisition within state and county government agencies
- Support limited back-to-base activity, converting existing customers off Northwoods’ legacy system onto its modern SaaS platform
- Operate with a 3–6 month ramp period before being expected to have an established pipeline
- Bring an existing book of business and contacts in the target vertical; this is not an entry-level position
Responsibilities:
- Own and deliver against an individual revenue quota driven primarily by new government/SLED customer acquisition
- Build and manage a qualified pipeline within the assigned vertical and geography
- Run the full sales cycle for public-sector deals, from prospecting through close
- Identify and convert legacy-system customers to Northwoods’ modern SaaS offering where opportunities arise
- Work closely with the VP of Sales to establish territory and account coverage as the sales organization is rebuilt
Qualification for Success:
- Proven experience selling into government or SLED (state and local government/education) accounts — required
- Background in technology/SaaS sales — required;
- Established book of business and contacts within the government/SLED space;
- Experience in human services, Medicaid, child welfare, or related HHS programs — preferred
- Comfort operating in a remote, self-directed role with regular travel within an assigned region
Compensation Range – 230K – 250K USD OTE
Diversity, Equity, Inclusion & Equal Employment Opportunity at Banyan: Banyan affirms that inequality is detrimental to our Global Teams, associates, our Operating Companies, and the communities we serve. As a collective, our goal is to impact lasting change through our actions. Together, we unite for equality and equity. Banyan is committed to equal employment opportunities regardless of any protected characteristic, including race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, or protected veteran status and will not discriminate against anyone on the basis of a disability. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.
Please Note: Banyan Software does not accept unsolicited resumes or applications submitted via email, LinkedIn, or other direct channels. All candidates must apply through our official Careers site to be considered for employment. Applications submitted outside of our applicant tracking system will not be reviewed.
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