• 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.