[All remote jobs](https://jobicy.com/jobs.md)[![NetDocuments logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/d08d5ca3-221.png)](https://jobicy.com/company/netdocuments.md)[NetDocuments](https://jobicy.com/company/netdocuments.md) # Senior Account Executive, Public Sector Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/netdocuments.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 130k–150k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished19 Oct 2026Apply before18 Nov 2026Listing views45Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. NetDocuments is hiring a senior, quota-carrying Account Executive to win and expand public-sector SaaS business across SLED and U.S. federal agencies. The role owns the complete enterprise sales cycle, from territory planning and prospecting through procurement, negotiation, and close. Success requires experience navigating complex government buying groups, security requirements, and public-sector contract vehicles. The seller will position document and content-management solutions to legal, IT, records, and executive stakeholders, partnering closely with sales engineering, customer success, marketing, and channel partners. This is a remote U.S. role with travel to customers and events as needed. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior enterprise hunting role involving long, complex government procurement cycles, multiple decision-makers, formal security reviews, and six-figure deals. The incumbent must independently build territory strategy while consistently managing a sizable quota and forecast. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Below market$140,000US market range (per year)$160k–$240k0$264k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses annual cash compensation of $130,000–$150,000 USD plus variable pay; the yearly cadence is inferred from the senior U.S. full-time sales role and the stated compensation magnitude. The disclosed range may include a mix of base salary and on-target variable compensation. A reasonable estimated U.S. market range for a senior public-sector enterprise SaaS Account Executive is $160,000–$240,000 per year in total cash compensation, varying by quota, territory, and commission plan. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise SaaS sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20sales.md)[Public sector sales](https://jobicy.com/jobs?search_keywords=Public%20sector%20sales.md)[Federal sales](https://jobicy.com/jobs?search_keywords=Federal%20sales.md)[SLED sales](https://jobicy.com/jobs?search_keywords=SLED%20sales.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Value-based selling](https://jobicy.com/jobs?search_keywords=Value-based%20selling.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Government procurement](https://jobicy.com/jobs?search_keywords=Government%20procurement.md)[FedRAMP](https://jobicy.com/jobs?search_keywords=FedRAMP.md)[Contract vehicle navigation](https://jobicy.com/jobs?search_keywords=Contract%20vehicle%20navigation.md)[Executive presentations](https://jobicy.com/jobs?search_keywords=Executive%20presentations.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[CRM management](https://jobicy.com/jobs?search_keywords=CRM%20management.md) Sample interview questionsHow have you built a territory plan for state, local, or federal accounts?I segment accounts by strategic fit, buying potential, current technology environment, procurement accessibility, and partner coverage. I establish account-specific hypotheses, map stakeholders and contract paths, then set measurable prospecting, pipeline, and partner-engagement targets that I review regularly. Describe a complex public-sector SaaS deal you led from discovery through close. I began with discovery across business, IT, security, procurement, and executive sponsors to establish the operational problem and success metrics. I coordinated technical validation, built a quantified business case, addressed security and contracting requirements early, and maintained a mutual action plan through award and implementation planning. How would you position a document-management platform to a government legal or records organization? I would connect platform capabilities to outcomes such as secure collaboration, records retention, information governance, FOIA responsiveness, reduced search time, and risk management. I would tailor the message by stakeholder, linking legal workflow efficiency to business value while giving IT and security teams evidence of integration, permissions, governance, and compliance capabilities. How do you manage long sales cycles with formal procurement and security reviews? I qualify the procurement route and security requirements at the outset, map each approval owner, and establish dates, dependencies, and next steps in a mutual close plan. I maintain executive alignment, use partners where they reduce contracting friction, and update forecast probability only when buyer actions validate progress. What is your approach to creating an ROI or TCO business case for an enterprise SaaS solution? I gather baseline data on manual effort, legacy-system costs, risk exposure, implementation needs, and expected adoption. I translate the findings into conservative financial and operational outcomes, validate assumptions with the customer, and present a concise executive narrative that connects investment to mission impact and measurable success criteria. Opportunity details ## About this role. NetDocuments is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity without phone, video, and in person meetings and communications from emails using the @netdocuments.com domain. If you have any concerns or questions about communications you have received, please send them to [hrgroup@netdocuments.com](mailto:hrgroup@netdocuments.co) so our team members can review. About NetDocuments At NetDocuments, we’re shaping the future of legal work. We believe legal professionals should spend less time searching for information and managing documents, and more time solving complex problems, serving clients, and delivering meaningful outcomes. That’s why we’re building technology that helps organizations work smarter, collaborate more effectively, and unlock the full value of their institutional knowledge. Our team is redefining what’s possible for legal technology. NetDocuments is the trusted intelligent document management platform for legal professionals and the company behind the industry’s first and only legal context graph—a breakthrough that gives legal professionals and AI a richer understanding of how matters, documents, people, and knowledge connect across an organization while respecting enterprise-grade security, governance, permissions, and ethical walls. Innovation is only part of our story. We believe our greatest strength is our people. We foster a collaborative, inclusive, and high-performing culture where curiosity is encouraged, diverse perspectives are valued, and employees are empowered to make a meaningful impact. Whether you’re building products, serving customers, or supporting the business, your work helps shape the future of one of the world’s most trusted legal technology platforms. That commitment to our employees and customers has earned us recognition as one of the nation’s top workplaces, including: * Four consecutive appearances on the Inc. 5000 list of America’s Fastest-Growing Private Companies * Five-time Top Workplace USA winner * Five-time Salt Lake Tribune Top Workplace * Multiple Top Workplaces Culture Excellence awards recognizing innovation, employee appreciation, work-life flexibility, and compensation & benefits If you’re excited to solve meaningful challenges, work alongside talented colleagues, and help define the next generation of legal technology, we’d love to meet you. What You’ll Do We are seeking a Senior Enterprise Account Executive – Public Sector to drive new business and expansion within state & local government and U.S. federal agencies. This is a high impact, quota carrying role focused on complex, multi-stakeholder SaaS deals, with average deal sizes in the six-figure range. You will own the full sales cycle for a defined territory, selling the NetDocuments platform (including our public sector and FedRAMP-authorized offerings) into legal, IT, records, and line of business stakeholders across public sector organizations. You will: * Own and execute a territory plan across State & Local (SLED) and Federal accounts, driving net new logo acquisition and expansion in existing customers. * Build and manage a strong, predictable pipeline of six figure opportunities through targeted prospecting, partner collaboration, and marketing generated leads. * Maintain accurate pipelines, forecasting, and account plans in CRM. * Lead complex sales cycles from initial discovery through negotiation and close, navigating procurement, legal, and security processes typical in public sector environments. * Conduct deep discovery to understand each agency’s document, email, and records management needs (e.g., FOIA, case management, discovery, records retention, and compliance). * Develop and deliver compelling value propositions, ROI/TCO analyses, and business cases tailored to executives, business sponsors, legal teams, and IT/security stakeholders. * Partner closely with Sales Engineering and Product to design solutions leveraging NetDocuments’ platform capabilities, including security, governance, AI, and integrations (e.g., Microsoft 365, esignature). * Navigate and leverage public sector contract vehicles and procurement pathways (e.g., via distribution and channel partners such as Carahsoft/TD SYNNEX Public Sector). * Articulate how NetDocuments’ FedRAMP authorized offering and compliance posture address government security and regulatory requirements at federal, state, and local levels. * Stay up to date on key public sector initiatives, regulations, and trends that impact document and content management. * Build strong, multithreaded relationships across agencies, including legal leadership, CIO/CTO/CISO, records managers, and program owners. * Develop long-term account strategies to land, expand, and retain strategic accounts; act as a trusted advisor on modernizing document and email management. * Collaborate with Customer Success, Professional Services, Product, and Marketing to ensure successful implementations and ongoing customer value realization. * Work closely with marketing campaigns, events, and thought leadership targeting public sector legal and IT stakeholders. * Align with strategic partners (e.g., systems integrators, resellers, and consulting partners) to co-sell and expand NetDocuments’ footprint in target accounts. What You’ll Need to be Successful * 7+ years of successful enterprise SaaS or software sales experience, with at least 3–5 years selling into public sector (SLED and/or Federal). * Proven track record of consistent annual plan achievement, as well as closing complex six figure deals with multistakeholder buying groups and formal procurement processes. * Demonstrated successful selling solutions related to content management, document management, collaboration, legal tech, records management, or adjacent enterprise platforms. * Experience selling FedRAMP, StateRAMP, or similar security sensitive SaaS solutions into government agencies. * Strong command of value based and consultative selling methodologies, with the ability to create compelling business cases and ROI analyses. * Excellent communication, presentation, and negotiation skills; comfortable presenting to executive and technical audiences. * Ability to travel within the U.S. to meet customers, attend events, and support key opportunities, as required. What Will Make You Stand Out * Experience selling into legal teams (e.g., Attorney General offices, Corporation Counsel, general counsel, USAO, or similar government legal entities). * Familiarity with Microsoft 365 ecosystem and integrations (SharePoint, Teams, Outlook) in a government context. * Knowledge of FOIA processes, public records management, and government records retention requirements. * Experience working with or through major public sector distributors and contract vehicles (e.g., Carahsoft, NASA SEWP, ITESSW2, OMNIA Partners, etc.). * Hunter mindset with strong discipline in territory planning, prospecting, and follow-through. * Executive presence and the ability to lead strategic conversations with senior public sector stakeholders. * Outcome oriented and comfortable owning a sizable quota with six figure deal expectations. * Collaborative teammate who works well with presales, post sales, and partner ecosystems. * Curious and technical enough to understand platform capabilities, integrations, and security/compliance concepts, and to translate them into business value. What You’ll Love About NetDocuments * The People! * 90% healthcare premiums company covered * HSA company contribution * 401K match at 4% with immediate vesting * Flexible PTO (typically 3 to 4 weeks a year) * 10 paid holidays * Monthly contributions for life activities & wellness * Access to LinkedIn learning with monthly dedicated time to explore   Compensation Transparency The compensation range for this position is: $130,000.00- $150,000.00 + Variable The posted cash compensation for this position includes on target earnings, base salary and variable if applicable. Some roles may qualify for overtime pay. Individual compensation packages are determined based on various factors specific to each candidate, such as career level, skills, experience, geographic location, qualifications, and other job-related considerations Equal Opportunity NetDocuments is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. All employment decisions are based on business needs, job requirements, individual qualifications, without regard to race, color, religion, sex, (including pregnancy), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity and/or expression, military and veteran status, or any other status protected by laws or regulations in the locations where we operate. NetDocuments believes diversity and inclusion among our employees is critical to our success, and we are committed to providing a work environment free of discrimination and harassment. 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