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M-Files is seeking a State & Local Government Account Executive to drive new business growth within public sector organizations across North America. This is a pure hunter role focused exclusively on net new opportunities within state governments, counties, municipalities, and special districts.
M-Files is a context-first document management and information governance platform serving over 6,000 customers in 100+ countries. The company's metadata-driven architecture enables organizations to organize content around business context, automate workflows, apply AI at scale, and ensure compliance and governance.
The successful candidate will understand the unique challenges public sector organizations face—records management, transparency, compliance, digital services, procurement processes, and operational efficiency. You will serve as a trusted advisor, introducing M-Files as a modern platform for information management, workflow automation, governance, and digital transformation.
This role is designed for a self-motivated individual who thrives in creating opportunities where none exist. You will be comfortable navigating complex government buying cycles and capable of building executive-level relationships across multiple agencies and departments. Success requires disciplined territory planning, prospecting, business development, and consultative solution selling.
Key responsibilities include: prospecting and acquiring net new State and Local Government customers; developing strategic territory and account plans targeting key agencies and departments; navigating government procurement processes and contract vehicles; engaging with department leaders, CIOs, clerks, records managers, compliance officers, and procurement teams; positioning M-Files solutions for records management, governance, workflow automation, and public records requests; collaborating with channel partners and system integrators; generating and advancing a healthy pipeline; exceeding quarterly and annual bookings targets; forecasting accurately and maintaining opportunity hygiene in Salesforce; and developing executive relationships that create long-term strategic value.
You will interface directly with sales engineers, business development representatives, professional services, customer success, product management, and marketing teams.
Requirements: 8+ years of enterprise software or SaaS sales experience; demonstrated success selling into State and Local Government organizations; experience navigating public sector procurement processes and RFP-driven buying cycles; proven history of consistently achieving or exceeding quota in a net new sales environment; experience selling document management, records management, ECM, workflow automation, governance, compliance, or adjacent software solutions; strong executive presence with exceptional communication and presentation skills.
