Account Executive

TrueRoll · GovTech Vertical SaaS

The Account Executive at TrueRoll owns the full sales lifecycle for designated county accounts within an assigned geographic territory.

The AE is responsible for prospect discovery, lead warming, opportunity development, deal advancement, closing, and structured

handoff to Services/Onboarding/Customer Success and continues to own the account relationship for the sake of account expansion

and account health escalation.

This role carries an individual quota and compensation plan tied explicitly to AE-owned and AE-named deals.

Within that region, county accounts are delineated by a defined population threshold in the compensation plan (e.g., counties below

or above a specific population line).

The delineation determines primary ownership and compensation eligibility.

Exceptions outside the delineated population threshold must be explicitly named and documented in writing to be honored for

compensation purposes. The CRM/Pipeline system of record is the source of truth.

AE quota is tied to deals formally owned and/or named in accordance with the compensation plan.

This structure ensures clarity of ownership, accountability, and revenue attribution.

The AE is responsible for managing accounts through all stages:

Lead Identification & Discovery

Identify net-new county prospects within assigned territory.

Conduct outbound outreach across email, phone, conference follow-up, referrals, and marketing-generated leads.

Leverage CRM, research tools, and internal intelligence to prioritize target accounts.

Lead Warming & Qualification

Conduct discovery conversations with county stakeholders.

Qualify opportunities using defined criteria (budget, authority, need, timeline, workflow fit).

Advance qualified opportunities into structured sales stages with documented evidence.

Opportunity Development

Lead solution discussions aligned to county workflows and TrueRoll's product suite.

Coordinate with Product and Solutions resources as necessary.

Deliver proposals and manage follow-up communications.

Drive multi-threaded engagement with decision-makers.

Closing & Contracting

Navigate public sector procurement dynamics.

Manage negotiation conversations.

Secure verbal and written commitments.

Coordinate contracting process through execution.

Handoff to Customer Success

Conduct structured transition call.

Transfer discovery notes, scope alignment, and expectations.

Ensure clean implementation kickoff.

The AE owns momentum throughout the lifecycle and is accountable for forward motion.

Performance is evaluated against:

Revenue and quota attainment

Forecast accuracy and deal discipline

CRM hygiene and process adherence

Demonstrated behavior aligned with TrueRoll's core values

Cross-functional collaboration and professionalism

Employment decisions, advancement, and compensation outcomes are determined using both quota performance and performance

against defined cultural and operational frameworks.

Account Executives are expected to collaborate actively across functions:

Marketing — Provide campaign feedback, participate in territory activation initiatives, support event strategy.

Product — Share market intelligence, contribute workflow insights, support solution refinement.

Customer Success — Identify expansion opportunities, support references, maintain customer continuity.

The AE role requires strong internal communication and alignment across stakeholders.

Revenue closed within assigned territory

Pipeline creation and advancement velocity

Forecast accuracy and stage integrity

Multi-threaded engagement within target counties

CRM data accuracy and process adherence

Positive cross-functional feedback

Experience selling into government or public sector environments

Ability to navigate complex, relationship-driven sales cycles

Strong written and verbal communication skills

Process discipline combined with strategic deal thinking

High integrity and strong alignment with company values

Comfort operating in a fast-evolving AI-enabled sales environment