Account Executive-New Logos

Who We Are

HS GovTech was founded in 1998 in British Columbia, Canada. Our mission is to develop health protection inspection, regulatory enforcement, and communication management systems for federal, state, county, provincial, and municipal governments.

Mission/Overview

The Account Executive – New Logos will lead new customer acquisition within a defined territory. In this role, you will build and manage your successful territory plan. With collaboration from BDR(s) and the RFP manager, you will be responsible for generating demos and then you will manage all deals directly from the point at which the prospect shows up to a demo, through all of the steps of the sales process, and until the point of hand off to the PMO.

What you’ll be doing:

- Territory Planning: Build and maintain a territory plan in collaboration with your assigned BDR. Propose conferences and work with the Business Development Manager to secure speaking spots for HSGT thought leaders.

- Forecasting: Own and update territory forecasts regularly based on pipeline data and prospect engagement.

- Prospecting Strategy: Collaborate with your BDR(s) to split outreach responsibilities and design messaging, scripts, and campaigns that resonate with your territory’s unique audience. Collaborate with marketing and the product team to optimize outreach and positioning. Develop a proposed set of events and speaking opportunities, as well as other interest generating activities to propose for inclusion in the budget.

- Conference Participation: Represent HS GovTech at conferences in your territory and national conferences as needed. Log all conversations at events for lead follow up.

- Sales Execution: Serve as the primary point of contact from the first demonstration through handoff to Professional Services; oversee all meetings and drive prospects through the sales cycle effectively and swiftly. Work with the Director of Regulatory Affairs to craft and scope RFP responses.

- Discovery: Reach out to new logos for discovery information and research. Determine product feature scope to pitch to each account.

- Demonstration: Tailor solutions to new prospects based on discovery. Demonstrate all utilities requested. Follow up with additional specific utility demonstrations or questions. When selected as a finalist for an RFP, prepare the system to meet requirements of scenarios and scripted outlines. Work with the Product Team and Configuration to update and add any specific applications and/or examples to meet qualifications.

- Deal Structuring: Collaborate with the Professional Services team to create, review, and submit all quotes and contracts for your territory.

- Client Transition: Ensure a seamless transition for each account from the sales process to the implementation process. Request a new system based on contract details through HS GovTech IT and DevOps. Submit invoicing to HS GovTech Finance Department.

- CRM Excellence: Maintain accurate, up-to-date information in HubSpot, including all contact, account, and deal data. Log all prospects and customer communications in detail. Attach signed contract in HubSpot.

- Quota Achievement: Consistently meet or exceed assigned sales quotas and performance targets.

Competencies:

- Sales Prospecting & Lead Generation: Skilled in identifying and targeting high‑potential prospects through research, outreach, and strategic networking.

- Pipeline Management: Effectively manage sales pipelines, accurately forecast deals, and maintain organized CRM records to ensure steady progress toward sales targets.

- Consultative Selling: Uses a solution‑oriented approach to understand client needs and recommend tailored offerings that demonstrate value and ROI.

- Negotiation & Closing Skills: Confidently navigates objections, negotiates terms, and closes deals while maintaining strong customer relationships.

- Communication & Presentation: Delivers compelling product demos and sales presentations to diverse audiences with clarity, confidence, and influence.

- Business Acumen: Understands market dynamics, industry trends, and client business models to align solutions with strategic goals.

- Goal Orientation: Highly driven to meet and exceed individual sales quotas and team targets; embraces accountability and results.

- CRM & Sales Tech Proficiency: Comfortable with tools like Salesforce, HubSpot, and sales enablement platforms.

- Resilience & Grit: Maintains motivation and focus in a fast‑paced, target‑driven environment; bounces back quickly from setbacks or rejection.

- Collaboration & Team Alignment: Works cross‑functionally with marketing, product, and customer success teams to ensure a seamless customer experience.

What You’ll Need:

- Experience: Minimum 3 years of experience in sales or account management

- Sales Expertise: Proven track record of meeting or exceeding sales targets and closing deals.

- Communication Skills: Exceptional verbal and written communication skills; ability to effectively present and negotiate with stakeholders at all levels.

- Problem‑Solving: Ability to analyze client needs and deliver tailored solutions.

- CRM Proficiency: Experience using CRM software (e.g., Salesforce, HubSpot) to manage accounts, track leads, and report sales activity.

- Team Player: Collaborative mindset and the ability to work effectively with other departments to achieve company goals.

- Education: Bachelor’s degree in Business, Marketing, Communications, or a related field (preferred, but not required).

- Other: Ability to travel as needed for client meetings or industry events.

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