Enterprise Account Executive - State Government

At Submittable, we are transforming how organizations create social impact. Our platform empowers thousands of mission-driven organizations, from nonprofits to government entities, to make a difference in their communities and beyond. In 2024, our innovative software helped organizations worldwide run 30,000 programs, welcomed 1.2 million applicants, and facilitated the distribution of more than $10 billion in funding through our products on behalf of our clients.

We are on a mission to help organizations accelerate their impact, so we are proud to partner with organizations focused on Equity & Social Justice, Children & Education, Creative & Arts, Health & Wellness, Economic Justice & Opportunity, and Environment & Climate. At Submittable, technology and purpose converge, offering a unique opportunity to contribute to meaningful change.

About the role

The Enterprise Account Executive, State Government, leads new business sales of Submittable's grants management and application software to state agencies and large local government organizations. The role owns a sales quota and a pipeline of complex opportunities, carrying each one from discovery through contract signature within public sector procurement processes, and grows revenue within assigned strategic government accounts.

The role partners with Government Sales Development, Solutions Engineering, Proposal, Legal, Implementation, and Customer Success teams to deliver solutions that fit each agency's program requirements, helping agencies run funding programs that reach the residents and communities they serve.

Key responsibilities

• Own a quota for new government business and expansion within assigned strategic accounts, building and managing a pipeline that meets monthly, quarterly, and annual targets.
• Lead consultative sales cycles with state and local government agencies, including discovery, tailored product demonstrations, and pricing proposals for program leaders, IT, procurement, and executive stakeholders.
• Manage public sector procurement requirements for each opportunity, partnering with the Proposal team on RFP, RFI, and other solicitation responses and with Legal on MSAs, SOWs, and agency contract terms through signature.
• Partner with Government Sales Development Representatives, Solutions Engineering, and Implementation to qualify opportunities, shape solutions, and hand off signed agencies smoothly to Customer Success.
• Maintain an accurate forecast and clean, current account, opportunity, and activity data in Salesforce, applying Submittable's opportunity management practices to deal strategy.
• Respond promptly and accurately to agency questions throughout the sales cycle, and share what is learned about agency needs, funding trends, and competitors with Marketing, Product, and Sales leadership.
• Build working knowledge of government grantmaking and funding programs and of Submittable's products, and recommend improvements to government sales plays, messaging, and processes.
• Maintain current Submittable Sales certifications and complete required training.

Skills & Competencies

• 5+ years of B2B SaaS or enterprise software sales experience, with a track record of meeting quota and closing new business deals of $100K or more in annual recurring revenue (ARR).
• Experience creating and responding to RFPs or similar formal solicitations.
• Experience drafting MSAs and SOWs and coordinating contract and legal review through signature.
• Experience delivering software demonstrations tailored to different audiences in a complex sale with multiple decision makers and partners.
• Experience using a CRM, such as Salesforce, to document deal progress and forecast accurately; experience with Salesloft and Gong preferred.
• Experience selling to state or local government agencies, or working in or with government grant programs, preferred.
• Builds account plans that map stakeholders, procurement steps, and decision criteria, and updates them as deals progress.
• Works across teams to reach shared deal decisions, shares information openly, raises risks early, and follows through on commitments to agencies and colleagues.
• Seeks to understand each agency's program goals and constraints and uses that understanding to shape proposals and solutions.
• Bachelor's degree or equivalent practical experience.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Compensation: The On-Target Earnings (OTE) range for this role is $170,000–$240,000, which includes base salary plus variable compensation tied to performance. Final compensation will be determined based on experience, skills, and qualifications. This role is also eligible for equity and Submittable’s benefits package.

We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time. In addition, we are not able to consider applicants who reside in the following states: Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming.

Fraudulent Recruitment Advisory: Submittable will NEVER request bank details, payment, or personal information during the hiring process, nor extend offers without an interview. All legitimate communications come from official submittable.com email addresses. If you receive suspicious outreach, please report it to people@submittable.com. (Please do not submit applications, resumes, cover letters, or other candidacy materials to this email address. Emails of this nature will not be reviewed or considered.)

Why Submittable?

Joining Submittable means becoming part of a forward-thinking, mission-driven company that values innovation, collaboration, and growth. We empower organizations working for social good with technology that accelerates their work, amplifies their impact, and drives meaningful change.

At Submittable, you’ll find a supportive, dynamic work environment where your contributions directly influence our success. If you thrive in a fast-paced, evolving environment and are excited to be part of a company dedicated to social impact, we invite you to apply!

Benefits: We are proud to offer highly competitive benefits to our full-time employees, including:

• Comprehensive health and life insurance with optional HSA, FSA, and DCA accounts
• 401(k) plan with employer match starting day one
• Equity stock options to share in our success
• Flexible hours, remote work options, and generous vacation and sick leave
• Paid parental leave for mothers, fathers, and adoptive parents
• Professional development stipends to support your career growth
• Opportunities to participate in community outreach and volunteer programs
• Monthly company-sponsored happy hours and gatherings to connect and unwind

Our Commitment to Inclusion & Belonging

At Submittable, we believe technology is a force for good, driving social impact and enabling corporate social responsibility on a global scale. To achieve this, we are committed to fostering a workplace that values inclusion and belonging as central pillars of our culture.

We embrace the strength of our diverse community by creating a safe space where employees feel empowered to share ideas, celebrate unique experiences, and learn from one another. By prioritizing inclusion, we aim to build an environment where everyone can bring their authentic selves to work and make innovative contributions that enable our customers to tackle complex challenges and spread more good.

As a globally used platform, we are dedicated to hiring and supporting employees who represent a range of backgrounds, experiences, and perspectives. This includes diversity in ethnicity, sexual orientation, gender, religion, ability, culture, and socioeconomic background.

About Our Process

Our goal is a fair, efficient, and thorough evaluation process that benefits you and our team and respects your time. As you can imagine, we have received a high volume of applications. Your willingness to participate in I.D. Verification and answer a few questions early allows us to move through the process more quickly.

Let's Talk About AI:

Guidelines for using AI in our Hiring Process: At Submittable, we believe that Artificial Intelligence (AI) can be a powerful tool for good. We are committed to leveraging AI technologies responsibly, ensuring their use is equitable, fair and safe. To ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during take home tests or interviews. If you have questions or need accommodations, please let us know.

For additional information and guidance on using AI to prepare an interview at Submittable, please click here.

We believe our approach streamlines the hiring process and respects your time by ensuring that every conversation is substantive and focused on your unique qualifications. We appreciate your cooperation and look forward to learning more about you.