Account Executive - Local Government (Carolinas & Georgia, NC primary focus)
Valsoft Corp, Raleigh, North Carolina, United States
Overview
Cott Systems provides enterprise-grade records management solutions tailored to local governments. We specialize in land and court records, document imaging, eRecording, and workflow automation—serving county clerks, recorders, auditors, and other vital government offices across the country.
Role Overview
We are seeking an experienced Account Executive to manage and grow a portfolio of existing local government customers across the Carolinas and Georgia, with North Carolina as the primary focus. This role is centered on account management, relationship development, renewals, and expansion within a defined customer base. Success requires comfort navigating public-sector stakeholders, long-cycle procurement environments, and complex operational workflows.
In addition to core account ownership, this role will contribute to select strategic growth initiatives—supporting partnership-enabled opportunities, coordinating territory-relevant pursuits, and bringing market insight back into the organization to shape commercial and product strategy.
Responsibilities
Manage a portfolio of existing local government accounts (counties, municipalities, and related agencies) across the Carolinas and Georgia, with North Carolina as the primary focus
Serve as the primary point of contact for assigned customers, building trusted relationships with operational, technical, and executive stakeholders
Drive retention and growth through renewals, cross-sell/upsell, and broader solution adoption by understanding customer workflows and regulatory environments
Lead commercial and contract discussions (pricing, scope, terms) in collaboration with leadership and legal as needed
Own forecasting, pipeline management, and account planning; maintain accurate account activity and projections in CRM tools
Partner with Implementation, Support, and Product teams to ensure customer satisfaction, successful outcomes, and aligned deliverables
Identify and advance partnership-enabled opportunities (e.g., integrations, data exchange, coordinated rollouts) that improve customer outcomes or expand commercial reach
Build working relationships with relevant state-level groups, associations, or consortiums as needed to support account growth and retention
Support territory-relevant RFPs or structured procurement events, including contributing to responses and stakeholder coordination
Monitor trends in local government technology, procurement cycles, and regulatory change to anticipate new opportunities and inform strategy
Represent Cott externally at customer meetings, onsite visits, and relevant industry conferences
Qualifications
5+ years of experience in a quota-carrying sales/account role (Account Executive, Account Manager, Strategic Sales, or BD), ideally in public-sector, GovTech, or government-adjacent SaaS
Track record of growing revenue in an existing book of business through renewals and expansion (consultative selling, cross-sell/upsell)
Strong stakeholder-management and communication skills; able to engage public-sector leaders as well as internal executives and technical/legal teams
Comfort operating in public-sector procurement environments with long, complex sales cycles (including RFPs and multi-stakeholder processes)
Strong commercial judgment and negotiation ability (pricing, scope, terms, and partner alignment)
Highly organized and self-directed; able to forecast accurately and maintain disciplined CRM hygiene in a remote environment
Willingness to travel occasionally (~10–20%)
Nice to Have
Familiarity with county/municipal operations and decision-making structures in the Carolinas and/or Georgia
Experience with government-focused software domains (courts, land records, tax, ERP, public administration), document imaging, eRecording, or workflow automation
Exposure to state-level partnerships, consortium-led deals, or government tech stack integration
Experience collaborating with senior leadership on strategic pursuits and multi-stakeholder agreements
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Role Overview
We are seeking an experienced Account Executive to manage and grow a portfolio of existing local government customers across the Carolinas and Georgia, with North Carolina as the primary focus. This role is centered on account management, relationship development, renewals, and expansion within a defined customer base. Success requires comfort navigating public-sector stakeholders, long-cycle procurement environments, and complex operational workflows.
In addition to core account ownership, this role will contribute to select strategic growth initiatives—supporting partnership-enabled opportunities, coordinating territory-relevant pursuits, and bringing market insight back into the organization to shape commercial and product strategy.
Responsibilities
Manage a portfolio of existing local government accounts (counties, municipalities, and related agencies) across the Carolinas and Georgia, with North Carolina as the primary focus
Serve as the primary point of contact for assigned customers, building trusted relationships with operational, technical, and executive stakeholders
Drive retention and growth through renewals, cross-sell/upsell, and broader solution adoption by understanding customer workflows and regulatory environments
Lead commercial and contract discussions (pricing, scope, terms) in collaboration with leadership and legal as needed
Own forecasting, pipeline management, and account planning; maintain accurate account activity and projections in CRM tools
Partner with Implementation, Support, and Product teams to ensure customer satisfaction, successful outcomes, and aligned deliverables
Identify and advance partnership-enabled opportunities (e.g., integrations, data exchange, coordinated rollouts) that improve customer outcomes or expand commercial reach
Build working relationships with relevant state-level groups, associations, or consortiums as needed to support account growth and retention
Support territory-relevant RFPs or structured procurement events, including contributing to responses and stakeholder coordination
Monitor trends in local government technology, procurement cycles, and regulatory change to anticipate new opportunities and inform strategy
Represent Cott externally at customer meetings, onsite visits, and relevant industry conferences
Qualifications
5+ years of experience in a quota-carrying sales/account role (Account Executive, Account Manager, Strategic Sales, or BD), ideally in public-sector, GovTech, or government-adjacent SaaS
Track record of growing revenue in an existing book of business through renewals and expansion (consultative selling, cross-sell/upsell)
Strong stakeholder-management and communication skills; able to engage public-sector leaders as well as internal executives and technical/legal teams
Comfort operating in public-sector procurement environments with long, complex sales cycles (including RFPs and multi-stakeholder processes)
Strong commercial judgment and negotiation ability (pricing, scope, terms, and partner alignment)
Highly organized and self-directed; able to forecast accurately and maintain disciplined CRM hygiene in a remote environment
Willingness to travel occasionally (~10–20%)
Nice to Have
Familiarity with county/municipal operations and decision-making structures in the Carolinas and/or Georgia
Experience with government-focused software domains (courts, land records, tax, ERP, public administration), document imaging, eRecording, or workflow automation
Exposure to state-level partnerships, consortium-led deals, or government tech stack integration
Experience collaborating with senior leadership on strategic pursuits and multi-stakeholder agreements
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