Account Executive - State & Local Government (Remote, United States)

APPLICATION DEADLINE: This opportunity will be taken offline based on applicant volume. We encourage you to apply today if interested. We know the job search process can feel uncertain and want to be respectful of your time and interest. All candidates who apply online will receive application status updates via email. Thank you for considering M-Files as your next career opportunity. Who we are: M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows—to enable secure collaboration, automate processes, and ensure governance. Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries. At M-Files, our Guiding Principles unite us across diverse cultures and personalities: Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results. Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together. Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed. To learn more about us we encourage you to visit http://www.m-files.com/careers Learn more about what earned us the https://www.greatplacetowork.com/certified-company/1419975 M-Files is seeking a dedicated State & Local Government Account Executive responsible for driving new business growth within public sector organizations across North America. This role will focus exclusively on net new opportunities within state governments, counties, municipalities, and special districts. The successful candidate will understand the unique challenges public sector organizations face around records management, transparency, compliance, digital services, procurement processes, and operational efficiency. This individual will serve as a trusted advisor while introducing M-Files as a modern platform for information management, workflow automation, governance, and digital transformation. This is a pure hunter role designed for an individual who thrives in creating opportunities where none exist today. The ideal candidate will be highly self-motivated, comfortable navigating complex government buying cycles, and capable of building executive-level relationships across multiple agencies and departments. Success in this role requires a disciplined approach to territory planning, prospecting, business development, and consultative solution selling. Responsibilities Prospect and acquire net new State and Local Government customers. Develop strategic territory and account plans targeting key agencies and departments. Navigate government procurement processes and contract vehicles. Engage with department leaders, CIOs, clerks, records managers, compliance officers, and procurement teams. Position M-Files solutions for records management, governance, workflow automation, public records requests, and modernization initiatives. Collaborate with channel partners and system integrators serving the public sector. Generate, maintain, and advance a healthy pipeline of opportunities. Exceed quarterly and annual bookings targets. Forecast accurately and maintain opportunity hygiene within Salesforce. Develop executive relationships that create long-term strategic value for M-Files. Success Profile The ideal candidate is a self-starter who enjoys building territory from the ground up and possesses the persistence, discipline, and strategic mindset required to win complex government opportunities. Key Interfaces to Other M-Files Roles: Direct Sales team members Sales Engineers Business Development Representatives Professional Services Customer Success Product Management Marketing 8+ years of enterprise software or SaaS sales experience. Demonstrated success selling into State and Local Government organizations. Experience navigating public sector procurement processes and RFP-driven buying cycles. Proven history of consistently achieving or exceeding quota in a net new sales environment. Experience selling document management, records management, ECM, workflow automation, governance, compliance, or adjacent software solutions. Strong executive presence with exceptional communication and presentation skills. What We Offer: As remote enabled company our employees enjoy the flexibility to establish their own life/work balance 10 paid holidays annually Unlimited PTO Matching 401K Plan (25% of employee’s contribution up to the IRS max) Health insurance (PPO and HDHP/HSA plans offered) Dental insurance Vision insurance Life insurance (1x employee salary) Short-term disability (employer paid) Long-term disability (employer paid) Flexible Spending Plan (medical and dependent)