Account Executive - Local Government (Carolinas & Georgia, NC primary focus)

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. 

Role Overview 

We are seeking an experienced Account Executive to manage and grow a portfolio of existing local government customers across the Carolinas and Georgia, with North Carolina as the primary focus. This role is centered on account management, relationship development, renewals, and expansion within a defined customer base. Success requires comfort navigating public-sector stakeholders, long-cycle procurement environments, and complex operational workflows. 

In addition to core account ownership, this role will contribute to select strategic growth initiatives—supporting partnership-enabled opportunities, coordinating territory-relevant pursuits, and bringing market insight back into the organization to shape commercial and product strategy. 

Key Responsibilities 

• Manage a portfolio of existing local government accounts (counties, municipalities, and related agencies) across the Carolinas and Georgia, with North Carolina as the primary focus 

• Serve as the primary point of contact for assigned customers, building trusted relationships with operational, technical, and executive stakeholders 

• Drive retention and growth through renewals, cross-sell/upsell, and broader solution adoption by understanding customer workflows and regulatory environments 

• Lead commercial and contract discussions (pricing, scope, terms) in collaboration with leadership and legal as needed 

• Own forecasting, pipeline management, and account planning; maintain accurate account activity and projections in CRM tools 

• Partner with Implementation, Support, and Product teams to ensure customer satisfaction, successful outcomes, and aligned deliverables 

• Identify and advance partnership-enabled opportunities (e.g., integrations, data exchange, coordinated rollouts) that improve customer outcomes or expand commercial reach 

• Build working relationships with relevant state-level groups, associations, or consortiums as needed to support account growth and retention 

• Support territory-relevant RFPs or structured procurement events, including contributing to responses and stakeholder coordination 

• Monitor trends in local government technology, procurement cycles, and regulatory change to anticipate new opportunities and inform strategy 

• Represent Cott externally at customer meetings, onsite visits, and relevant industry conferences 

Qualifications 

• 5+ years of experience in a quota-carrying sales/account role (Account Executive, Account Manager, Strategic Sales, or BD), ideally in public-sector, GovTech, or government-adjacent SaaS 

• Track record of growing revenue in an existing book of business through renewals and expansion (consultative selling, cross-sell/upsell) 

• Strong stakeholder-management and communication skills; able to engage public-sector leaders as well as internal executives and technical/legal teams 

• Comfort operating in public-sector procurement environments with long, complex sales cycles (including RFPs and multi-stakeholder processes) 

• Strong commercial judgment and negotiation ability (pricing, scope, terms, and partner alignment) 

• Highly organized and self-directed; able to forecast accurately and maintain disciplined CRM hygiene in a remote environment 

• Willingness to travel occasionally (~10–20%) 

Nice to Have 

• Familiarity with county/municipal operations and decision-making structures in the Carolinas and/or Georgia 

• Experience with government-focused software domains (courts, land records, tax, ERP, public administration), document imaging, eRecording, or workflow automation 

• Exposure to state-level partnerships, consortium-led deals, or government tech stack integration 

• Experience collaborating with senior leadership on strategic pursuits and multi-stakeholder agreements