Account Executive, Public Sector Resume Natalia Cortez Account Executive, Public Sector (303) 555-0148 natalia.cortez@example.com nataliacortez Denver, CO 80206 STRENGTHS Territory planning I compared purchasing calendars and funding sources to focus account plans on prospects with a practical route through public procurement. Executive discovery I connect finance and operational needs to clear business cases, giving senior stakeholders a concrete basis for evaluating a purchase. Deal execution I map decision makers, review steps, and contract requirements early, which helped prevent late-stage surprises in institutional sales. Forecast discipline I record deal risks and assumptions in Salesforce and Gong, making monthly forecasts easier for sales partners to assess and discuss. Buyer partnership I bring recurring customer feedback to product and implementation colleagues so demonstrations and onboarding reflect public-sector needs. SKILLS SLED sales Higher education sales Public procurement Quota-carrying sales Quota attainment Full-cycle sales Territory planning Deal strategy Executive discovery Senior stakeholder influence Salesforce Gong Pipeline management Revenue forecasting Competitive analysis MY CAREER 9.8 Years Account Executive, Public Sector at Fieldstone Payments (4.5 Years) Account Executive at MeridianCloud (2.3 Years) Account Executive, Education and Government at BrightGov Systems (1.5 Years) Sales Development Representative at Cedarline Software (1.4 Years) SUMMARY Quota-carrying sales professional with 9 years of experience in SaaS sales across state and local government and higher education. Build account strategies around procurement requirements, operational priorities, and financial value, then guide complex opportunities from discovery through negotiation and close. Exceeded annual targets by connecting customer needs with clear business cases and coordinating internal partners through evaluation and contracting. Use territory analysis, competitive research, Salesforce , and Gong to prioritize opportunities, maintain forecast discipline, and communicate effectively with senior decision makers. EXPERIENCE Account Executive, Public Sector Fieldstone Payments May 2022 - Present Denver, CO Own a multi-state territory of public agencies and colleges, shaping account plans around purchasing calendars, funding sources, procurement rules, and finance transformation priorities. Finished above annual quota in each completed year by tying payment and spend-control capabilities to audit readiness, staff workload, and budget visibility during executive discovery . Closed a multi-department agreement with a regional public university after coordinating security, finance, procurement, and legal reviews and mapping the evaluation to its formal purchasing process. Use Salesforce and Gong to maintain opportunity stages, document stakeholder needs, inspect deal risks, and deliver monthly revenue forecasts with clear assumptions. Bring recurring buyer feedback to product and implementation partners, helping refine demonstrations and onboarding plans for public-sector finance teams. Compared state purchasing calendars, funding cycles, and competitor positioning in Salesforce to rank territory opportunities and prepare repeatable go-to-market plans for agencies and colleges. Used MEDDPICC to map decision criteria, procurement steps, and executive sponsors in a public university evaluation, aligning finance and product partners on a documented close plan. Account Executive MeridianCloud Jan 2020 - Apr 2022 Boulder, CO Managed the full sales cycle for cloud financial workflow software, developing public agency and higher education prospects through targeted outreach, discovery, demonstrations, and contract negotiation . Exceeded annual quota in 2021 by prioritizing accounts with clear procurement paths and presenting cost, control, and service outcomes to finance and administrative leaders. Built deal strategies for competitive evaluations by documenting decision criteria, stakeholder influence, contract requirements, and implementation concerns in Salesforce. Partnered with solutions consultants and customer success to tailor presentations and transition signed customers with agreed objectives and next steps. Reviewed closed-lost reasons and stage conversion data with sales leadership, then revised discovery prompts and proposal checkpoints to improve qualification and forecast consistency. Account Executive, Education and Government BrightGov Systems Jul 2018 - Dec 2019 Fort Collins, CO Converted qualified opportunities into software contracts with local agencies and colleges, aligning demonstrations to purchasing needs and documented business problems. Developed relationships with department administrators, finance teams, and procurement contacts to clarify approval sequences and avoid late-stage contracting surprises. Prepared proposals and presented product, pricing, and implementation details to evaluation groups, contributing to consistent quarterly quota attainment . Sales Development Representative Cedarline Software Feb 2017 - Jun 2018 Fort Collins, CO Built an early-stage pipeline for public-sector software by researching agencies and institutions, identifying relevant finance and operations contacts, and qualifying needs through structured calls. Recorded buyer priorities and next steps in the CRM, giving account executives useful context for discovery meetings and territory planning . Supported conference follow-up and targeted outreach that generated qualified conversations with government and education prospects. EDUCATION Bachelor of Science in Business Administration Colorado State University 2014 CERTIFICATIONS MEDDPICC Sales Methodology, professional training 2023 PROFESSIONAL SKILLS Sales Platforms: Salesforce, Gong, HubSpot Productivity Software: Microsoft Excel, Microsoft PowerPoint, Microsoft Word Communication Platforms: Microsoft Teams, Zoom, Slack CRM and Data Tools: Salesforce Reports, Salesforce Dashboards, Microsoft Outlook Presentation Software: Google Slides, Keynote, Microsoft PowerPoint Document Tools: Google Docs, Microsoft Word, Adobe Acrobat SKILLS SLED sales Higher education sales Public procurement Quota-carrying sales Quota attainment Full-cycle sales Territory planning Deal strategy Executive discovery Senior stakeholder influence Salesforce Gong Pipeline management Revenue forecasting Competitive analysis
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