Account Executive
10.2025
Function: Sales
Reports to: Director, Sales
Position Summary:
The Account Executive will lead and execute the complete sales lifecycle—from prospecting through contract closure—focused on local governments, including municipalities and City Clerk offices. This role is instrumental in expanding adoption of our industry-leading, cloud-based meeting management software. The ideal candidate will act as a trusted advisor, helping public sector organizations streamline operations and improve transparency. Success in this role requires a combination of strategic thinking, strong relationship-building skills, a consultative sales approach, and the ability to thrive in a fast-paced, target-driven environment.
Key Responsibilities:
- Full-Cycle Sales Ownership: Drive the end-to-end sales process, including lead generation, discovery, presentations, negotiation, and closing new business.
- Prospecting and Outreach: Proactively identify, qualify, and engage high-value prospects through cold calling, industry networking, events, trade shows, inbound lead follow-up, and other outreach methods.
- Client Engagement: Deliver compelling, needs-based presentations and demonstrations—virtually or in-person—tailored to the workflows and challenges of local government clients.
- Pipeline Management: Maintain a robust sales pipeline using a consultative methodology. Leverage your understanding of buying committees and decision-makers to accelerate deals and align with client timelines.
- Data Integrity and Forecasting: Utilize CRM tools (e.g., Salesforce) to meticulously track activities, maintain data hygiene, and produce accurate sales forecasts and reports.
- Collaboration: Work closely with Customer Success to ensure seamless onboarding and long-term retention of new clients. Partner with Product and Marketing to relay client insights that inform roadmap and campaign development.
- Thought Leadership: Serve as a subject matter expert and industry advocate by staying informed about trends in government technology and meeting management.
- Client Relationship Management: Cultivate ongoing relationships to support upsell opportunities, referrals, and renewals through continuous engagement and support.
- Engage with the Product and Marketing teams to validate product strategy and serve as a thought partner based on your discovery in customer conversations.
Skills and Experience Needed:
- Bachelor’s degree
- 5–7 years of demonstrated success in B2B software sales or enterprise lead generation with consistent quota attainment.
- 3–5 years of experience selling into local governments, municipalities, or to City Clerk offices—strong understanding of their processes and procurement cycles is essential.
- Preferred: Demonstrated knowledge and hands-on experience with artificial intelligence tools and concepts (such as machine learning, NLP, or automation)
- High level of resilience, self-motivation, and a proven track record of working independently to exceed goals.
- Exceptional communication, negotiation, and presentation skills—both written and verbal.
- Proficiency with Microsoft Office Suite and familiarity with online presentation platforms (e.g., Zoom, MS Teams).
- Experience with Salesforce or other leading CRM platforms required.
- Knowledge of formal sales methodologies (e.g., MEDDIC, SPIN Selling, Challenger) is a plus.
Competencies:
- Accountability
- Adaptability
- Applied Learning
- Business Acumen
- Coaching and Developing Others
- Collaboration
- Creating an Inclusive Environment
- Customer Focus
- Dealing w/Ambiguity
- Decision Making
- Driving for Results
- Initiating Action
- Planning and Organizing
- Technical/Professional Knowledge/Skill
About the company:
Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.
Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.
OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities.
Benefits and Perks:
- Company provided equipment (laptop, software, etc.)
- Employment with a growing, casual, fun, philanthropic minded company
- Employer paid extended health benefits, including health spending account (CAN based employees)
- US Based Employees
- Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.
- An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.
- Medical Flexible Spending Accounts available.
- Dependent Care Flexible Spending Accounts available.
- Basic life insurance in the amount of $50,000 or 1 X’s your salary (whichever is higher).
- Short and long-term disability and Accidental Death and Dismemberment benefits at no cost to you.
- 401K Retirement Savings Plan with automatic enrollment at the first of the month following 60 days of employment at 5% to help you secure your financial freedom. We offer a generous company match that starts on the first of the month following 60 days of employment. The company match is dollar for dollar on the first 3% of your pay that you contribute and $0.50 on the dollar on the next 2%, for a total match of 4%.
- Paid Time Off (PTO)/Holiday
Diversity Statement - Culture of Togetherness:
At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe.
OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. Passageways does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email [email protected].
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