• The Account Executive will drive revenue growth by helping special district governments modernize how they serve their communities. • This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory. • Building a market plan, proactive and intentional outreach, and continuing through all phases of the sales process culminating in sales win/close. • Identify and penetrate high-potential districts. • Develop comprehensive account strategies that map organizational structure, identify champions, understand procurement cycles, and create multi-year expansion roadmaps. • Lead the complete sales cycle: cold outreach through contract signature, including discovery, solution design, demonstration, proposal development, and negotiation. • Generate new pipeline through prospecting, association engagement, referrals, and market research. • Expand existing accounts by identifying cross-sell opportunities as districts' needs evolve and new products launch. • Conduct penetrating discovery that uncovers not just what districts say they need, but what they don't yet know they need—connecting current pain points to broader operational transformation. • Challenge district thinking by introducing best practices from peer districts, market trends they haven't considered, and innovative approaches to longstanding problems. • Deliver compelling demonstrations to groups of 1-25 stakeholders with varying technical sophistication and competing priorities—making complex solutions feel accessible and necessary. • Teach, don't just sell: position yourself as the expert who helps districts understand emerging compliance requirements, changing citizen expectations, and opportunities to operate more effectively. • Manage your territory like a business. • Meet aggressive activity metrics. • Collaborate across teams. • Establishing credibility in the special districts community and develop a referral engine. • Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively.