Strategic Account Executive

Job Description

We’re looking for a Strategic Account Executive, Public Sector - SLED to join Procore’s Sales Team. In this role, you’ll apply an understanding of Procore’s products, sales methodology, processes, prospecting techniques, and customer base while selling to strategic public sector accounts. You’ll focus on public sector agencies that can benefit from Procore’s world-class platform of project management tools for the construction industry. This position’s primary function is new account acquisition, where you’ll grow revenue with an emphasis on new product sales to our customer base. This includes following up on inbound leads, prospecting, qualifying, solution selling, negotiation, and closing.

This position will report to a Sales Manager, Public Sector and can be based remotely from VA, MD, DC. We’re looking for someone to join us immediately!

What you'll do:

• Lead and Execute Sales Strategy: Develop and implement strategic territory and account plans to achieve revenue targets in the state and local government sector.
• Build and Manage Customer Relationships: Cultivate and maintain strong relationships with key stakeholders, government officials, and decision-makers.
• Understand Market Dynamics: Stay informed about market trends, competitor activities, and regulatory changes affecting the government construction and software sector.
• Consultative Selling: Utilize consultative selling techniques to understand customer needs, propose solutions, and articulate value propositions effectively.
• Negotiate and Close Deals: Manage complex sales cycles, craft strategic mutual action plans, source and complete RFPs, negotiate terms, and close contracts with state and local government agencies. Partner with Legal and Deal Desk teams for efficient deal structure and execution.
• Collaborate Cross-Functionally: Collaborate with Marketing, Sales Development, Solutions Engineering, Customer Success, Implementation and industry Partner teams to drive new client acquisition, renewal, and account expansion opportunities.
• Partnering / Co-Selling: Work with Systems Integrators, Construction Management Firms, and Consultants to drive territory and account planning, mutual action plans, and growth.
  • Service: Work with Partners and Procore Professional Services teams to develop a comprehensive services strategy for the customer.
• Maintain Sales Documentation and Reporting: Keep detailed records, analyze sales data, and generate reports to track performance, identify trends, and optimize sales strategies. Maintain accurate and up-to-date sales forecasts.

What we're looking for:

• BA/BS or equivalent experience preferred
• 8+ years of demonstrated successful software sales, preferably B2B or B2G
• Experience using a consultative, solution-based sales methodology
• Proven record of quota attainment in strategic field sales
• Proven ability to communicate effectively via telephone and email with customers
• Executive presence and proven ability to communicate with government executive-level decision makers
• Ability and resilience to work in a fast-paced sales environment
• Ability to develop trusted relationships
• Proficiency in Microsoft Office products and online collaboration tools
• Experience with CRM and opportunity management systems, preferably Salesforce.com
• Proven ability to build and manage pipeline and forecasting