About this role
We're hiring a Senior Account Executive to drive new business within the public sector pension administration market, owning our largest, most complex net-new opportunities. This role sells our SaaS platform to benefit administrators, with a focus on state, county, and municipal retirement systems — a segment we're establishing from the ground up.
The Senior Account Executive is a true hunter role: full-cycle ownership of a defined territory of large, complex public pension systems, from prospecting and RFP navigation through executive- and board-level presentations to close, with public sector or SLED sales experience required — ideally in pension or retirement systems.
This is a remote position – east cost based preferred; travel is required for finalist presentations, conferences, and prospective customer visits.
Key Responsibilities
Full-Cycle, Net-New Sales
- Own the full sales cycle for net-new logos — prospecting, discovery, demos, proposal development, negotiation, and close — within an assigned territory or account list.
- Build and execute account and territory strategy to generate a robust, qualified pipeline, working closely with the VP of Sales and SDR function.
- Carry the largest, most complex opportunities in the segment and help shape territory strategy for the broader public sector team.
Public Sector & Procurement
- Navigate public sector procurement — RFPs/RFIs, competitive bids, sole-source justifications, and state/local contracting rules — to keep deals moving and compliant.
- Serve as the team's go-to voice on public sector buyer priorities, competitive dynamics, and procurement nuances.
Relationship & Stakeholder Management
- Build and maintain relationships with key decision-makers within prospective customer organizations.
- Lead executive- and board-level engagement with executive directors, CIOs, benefits administrators, and boards of trustees.
- Lead or support finalist presentations, product demonstrations, reference calls, and proof-of-concept processes, partnering with sales engineering as needed.
Pipeline, Forecasting & Reporting
- Maintain accurate, disciplined pipeline management and forecasting in the CRM.
- Report on sales activities, progress, and outcomes to sales leadership.
- Consistently meet or exceed assigned quota for net-new bookings/ARR.
Collaboration & Team Contribution
- Collaborate with sales operations, marketing, and customer success to deliver a seamless prospect and customer experience.
- Share customer and market feedback with the product team to help the SaaS solution evolve.
Requirements
- 7–10+ years of Enterprise SaaS sales experience.
- Public sector/SLED (state, local, and education) sales experience, ideally in pension administration, retirement systems, or governmental benefits administration — required.
- Proven ability to prospect, qualify, and close full-cycle deals — a genuine hunter mentality, not solely account management.
- A proven track record closing complex, long-cycle, multi-stakeholder enterprise deals of significant contract value, and working knowledge of public sector procurement (RFP/RFI processes, competitive bidding, sole-source pathways, state/local contracting requirements).
- Comfort presenting to and building relationships with senior stakeholders; for the Senior Account Executive level, this extends to boards of trustees, C-level executives, and other senior government stakeholders.
- Strong verbal and written communication skills, with the ability to tailor a pitch to different audiences.
- Organizational discipline to manage multiple accounts and CRM hygiene at once.
- Experience using generative AI tools such as Claude and Copilot to improve productivity and deliver high-quality outcomes.
- Bachelor's degree.
Bridgeway is an Equal Opportunity Employer.