Account Executive

Cott Systems provides enterprise-grade records management solutions tailored to local governments. We specialize in land and court records, document imaging, eRecording, and workflow automation—serving county clerks, recorders, auditors, and other vital government offices across the country. 

About the Role

We’re hiring a Field Account Executive (AE) to open doors and build pipeline across state and local government (SLED) — with a strong focus on municipalities, counties, clerks/administrative offices, and other public-facing departments.

You’ll own a defined territory, spend significant time in-market, and win meetings by showing up, building relationships, and becoming a trusted connector between customer pain points and our solutions.

You’ll partner closely with product and delivery teams to turn customer conversations into qualified opportunities, pilots, and long-term accounts — especially in environments shaped by procurement complexity, legacy systems, and a high sensitivity to trust, security, and change management.

What You’ll Do

• Own outbound and in-territory prospecting for a defined SLED/local government patch (target lists, sequences, call blocks, field days)
• Travel regularly to meet stakeholders on-site (office visits, regional events, association meetings, conferences) and build relationships that convert into pipeline
• Lead first meetings and discovery calls: qualify needs, map stakeholders, uncover workflows, and validate urgency and path to purchase
• Coordinate and support demos/pilots by aligning the right internal resources, preparing notes, and capturing requirements clearly
• Navigate public-sector realities (procurement processes, budget cycles, RFP/RFI signals, approvals, compliance/security requirements) and keep deals moving forward
• Maintain strong Salesforce hygiene: account plans, stakeholder maps, meeting notes, next steps, and pipeline forecasts leadership can rely on
• Create a steady feedback loop to product: trends you’re hearing, objections, competitive intel, and insights that inform roadmap prioritization

What Success Looks Like (First 60–90 Days)

• You’re consistently generating net-new conversations in your territory and building a repeatable, trackable field motion
• A healthy pipeline is forming, with multiple qualified opportunities in flight and clear next steps/stakeholder maps
• You’re landing meaningful on-site visits and converting them into demos and pilots
• The team is sharper because of your intel — stronger positioning, better talk tracks, and more informed product decisions

Qualifications

Must-Have

• 4–6+ years of experience in AE, inside sales, or territory development roles, ideally with meaningful field time
• Experience selling into SLED/local government (or adjacent public-sector environments), with comfort navigating procurement and budget cycles
• Proven hunter mindset: ability to build pipeline from scratch, handle rejection, and stay disciplined on activity and follow-through
• Strong discovery and communication skills: you ask sharp questions, run first calls confidently, and synthesize what matters
• Willingness and ability to travel frequently within a defined territory
• Comfort operating in a fast-moving environment with ambiguity, iteration, and evolving process
• Strong CRM proficiency (Salesforce preferred)

Nice-to-Have

• Experience selling SaaS, workflow automation, payments, records/case systems, or citizen-facing technology
• Familiarity with government buying signals (RFP/RFQ monitoring, cooperative purchasing, contract vehicles, board approvals)
• Existing network in local government (clerks associations, municipal/county groups, public-sector conferences)
• Experience positioning AI/automation in regulated or high-trust environments (PII, audit trails, security reviews)