Account Executive (State/Local Government)

Interested in working for a company that provides you a chance to grow professionally, give back to society and make money doing it? If so, Level Access may be the right company for you.

As the only vendor in the industry that is FedRAMP certified, Level Access helps companies and government agencies design and enhance their IT systems - including web sites, web applications, software, hardware, and services - so they are usable by people with disabilities. In the same way that buildings must conform to the Americans with Disabilities Act (ADA) modern web sites and applications must be accessible to people with disabilities or face legal liability. Level Access allows organizations to address these risks through software, training, and consulting solutions. This ensures that people with disabilities have equal access to, and use of, IT systems. With over 1,000 public and private sector customers Level Access is the leader in the growing field of accessible IT solutions. Level Access's flagship product offering, AMP (Accessibility Management Platform), is the industry’s first on-demand solution that integrates the business and technical aspects of complying with regulations such as Section 508, ADA, and WCAG.

Level Access is seeking a State and Local Account Executive to implement growth plans focused on the acquisition of net-new government customers for the business while also driving cross-sell into select verticals of current customers. The State and Local Account Executive will work with state and local governments to analyze accessibility trends impacting specific industries, build prospecting and outreach campaigns to drive interest, and maintain continuous and high activity levels across a mix of prospect and current customer universes. This Account Executive will also act as a key liaison with internal service delivery functions, partnering with them to drive client satisfaction while also exploring opportunities to expand the commercial relationship. The individual will be the primary business liaison for the client. The Account Executive will carry a direct new-sales quota that is established across all accounts they own along with existing contract renewals that are already established.

Responsibilities

• Build effective prospecting campaigns that drive high levels of activities with our prospect and customer universes
• Continuously develop, maintain, and convert pipeline to yield the highest amount of contract value possible
• Manage full cycle sales from prospecting to close
• Deliver compelling arguments for digital accessibility to a variety of audiences – ranging from front-line to senior/C-suite – via a combination of virtual (i.e. Skype/Webex) and in-person presentations
• Partner with internal stakeholders (customer success, consulting services and sales engineering) to craft compelling proposals and right-fit solutions that match unique customer use cases
• Consistently meet / exceed monthly, quarterly, and annual bookings objectives
• Work in a team environment, collaboratively evolving our process and approach
• Develop and maintain quarterly and annual strategic account plans
• Utilize Salesforce to manage all aspects of prospect / client communications, activities, and tasks

Achievement Metrics

• % Quota Attainment:  The ability to achieve quarterly quota attainment and / or achieve annual quota objectives
• Activity Scheduling: The ability to leverage a variety of prospecting resources and sales enablement tools to drive high activity with net-new prospects and candidates for expanded relationships within our customer base
• Pipeline Development:  The ability to develop and maintain a minimum of 3X overall depth of pipeline to quota
• Contract Conversion / Close Ratio:  The ability to accurately forecast and manage the sales cycle to ensure a strong close ratio
• Product Certification: Maintain demo certification and product knowledge
• Forecasting:  The ability to accurately forecast and maintain Salesforce data, including delivering fluid and precise forecasts for the current quarter while providing an accurate view into business health and trends for the next sales quarter.

Qualifications

• 7+ years business-to-business sales experience required, with 2+ years within the State and Local space
• Experience with solution-selling/consultative selling methodologies
• Deep understanding of business concepts and procurement practices held within government agencies
• Superior time management skills and attention to detail
• Ability to navigate commercial discussions across large agencies and matrixed environments
• The ability to establish rapport and deliver compelling, persuasive propositions to an executive level audience
• Excellent phone and writing skills
• Comfort with change management + a start-up appetite to move quickly and try new things
• Understanding of web technology specific to accessibility is a plus
• College degree or equivalent experience preferred

Application Process

This is a full-time salaried position with a competitive benefits package, including bonus opportunities and unlimited vacation/FTO. Salary is commensurate with experience.  The role is remote, with optional access being offered to our Arlington, VA office. Please submit your cover letter and resume for immediate consideration.

Level Access is committed to workforce diversity. Equal Opportunity Employer. Copyright 2023, Level Access. All rights reserved.