Strategic Account Executive (Federal)

Everlaw is seeking a Federal Strategic Account Executive that demonstrates our company values of attention to detail, setting your own bar, egoless communication, and respect for customers. In this role, you’ll  be responsible for finding and securing new federal customers and communicating how Everlaw can help meet their litigation, investigative, and collaboration needs. You’lll have experience prospecting, running discovery calls and demos, negotiating, and possess a track record of closing new federal business. You should also understand public sector use cases and how to navigate the federal procurement process to sell across multiple departments and agencies. To be successful in this role, you’ll understand how to go after new government business and expand existing relationships with the right federal decision-makers.

Numerous Government entities already use Everlaw: Our GovCloud-based, fully FedRAMP product offering has multiple Federal customers, with Federal Agencies contacting us daily for more information.

Whether it be a timely follow up on a request for information, a cold call, or an expo booth visit, the Sales team is often the first point of interactions for prospective Everlaw clients and the team strives to make those conversations memorable and impactful. Sales focuses on delivering excellence through every step of an organization's diligence of improving litigation and discovery workflows, employing genuine curiosity in discovery calls, conducting highly tailored demonstrations and presentations, and curating compelling proofs of value to ensure that our new customers can come on board with a clear path to achieving success.

At Everlaw, our mission is to promote justice by illuminating the truth. Our company culture is open and vibrant, and we’re committed to the professional growth of our team members, offering an annual learning and development stipend and regular check-ins with managers regarding career goals. If you’re looking for a place that values passion, integrity, thinking big, and a desire to learn, we’d love to hear from you! Think you’re missing some of the skills and are hesitant to apply? We do not believe in the ‘perfect’ candidate and encourage you to apply if you feel you can bring value to our team. Learn more about Life at Everlaw.

This is a full-time, exempt position based in our Washington D.C. office with a hybrid work schedule: in office M/W/Th with the option to work from home on Tu/Fr, with reasonable exceptions during weeks of travel.

Getting started

• We want you to feel like part of the team early on! Our onboarding process will integrate you into the company with informative sessions on our product, policies, processes, and team structure and goals.
• We’re excited for you to learn, grow, and contribute right away! We trust that you’ll bring experience and knowledge that will uplift and uplevel the team, but we don’t expect you to know everything on Day 1.

In your role, you'll...

• Gain a deep understanding of Everlaw’s platform, public sector use cases, and competitive landscape through onboarding and ongoing learning, enabling you to run sophisticated discovery and demos with federal stakeholders.
• Build and execute a strategic territory plan for your federal patch, including target account selection, coverage models, and proactive pipeline generation across civilian agencies.
• Manage the full sales cycle, including discovery, qualification, technical demonstrations and contract generation, as well as other deliverables for closing
• Partner closely with teammates in our public sector practice, as well as solution architects, marketing, SDRs, and ecosystem partners/integrators/resellers, to design and execute multi-threaded account strategies.
• Develop and grow executive-level and working-level relationships within new and existing federal accounts, uncovering business problems and positioning Everlaw as a strategic partner.
• Represent Everlaw at federal events, associations, and user groups, using these channels to build brand awareness and generate new opportunities.
• Maintain rigorous Salesforce hygiene to accurately forecast, understand pipeline health, and drive a data-informed approach to where and how you invest your time.
• Prioritize opportunities and coordinate cross-functional resources to deliver tailored evaluations, proofs of value, and compelling proposals that move deals forward.
• Conduct regular in-person territory travel to meet with customers and prospects, strengthen relationships, and advance strategic initiatives.
• Consistently meet or exceed annual sales goals while contributing to long-term customer satisfaction and advocacy.

About you

• You have at least 7 years of successful, quota-carrying sales experience selling to civilian divisions and agencies within the US Federal government; experience selling to DHS and/or DOJ is a bonus.
• You have worked with or for government-related integrators and partners and understand how to collaborate with them to win Federal deals.
• You have SaaS sales experience and a passion for cloud technologies, pairing strong people skills with the ability to sell complex, cloud-based solutions into public sector environments.
• You are inherently curious and excited about emerging technologies, proactively deepening your understanding to better support and advise your customers.
• You have a consistent record of over-achievement in past roles, are extremely motivated to achieve your goals, and have no problem setting your own bar for success.
• You enjoy hunting for and building your own pipeline, approaching prospecting with creativity, discipline, and persistence.
• You are authorized to work in the United States. Please note that at this time, Everlaw is not sponsoring U.S. employment visas for this role.

Pluses

• You have prior experience with eDiscovery, Legal technology,  FOIA or Big Data SaaS solutions is a plus.
• You have familiarity with MEDDPICC and/or Command of Message.

Benefits

• The expected On Target Earnings (OTE) for this role is $350,000, with a $175,000 base salary. The role's compensation is subject to change in the future.
• Equity program
• 401(k) retirement plan with company matching
• Health, dental, and vision
• Flexible Spending Accounts for health and dependent care expenses
• Paid parental leave and approximately 10 days (80 hours) per year of sick leave
• Seventeen paid vacation days plus 11 federal holidays
• Membership to Modern Health to help employees prioritize mental health and wellness
• Annual allocation for Learning & Development opportunities and applicable professional membership dues
• Company-sponsored life and disability insurance
• Find out more about our Benefits and Perks

Perks

• Work in our downtown Washington D.C. office
• Flexible work-from-home days on Tuesdays and Fridays
• Monthly home internet reimbursement
• Select your preference of hardware (Mac or PC) and customize your desk setup
• Enjoy a wide variety of snacks and beverages in the office
• Bond over company-wide out-of-the-box events and fun activities with your team
• Time off for company-sponsored volunteer events and 4 paid hours per quarter to volunteer at a charitable organization of your choice
• Take advantage of learning and career development opportunities 
• Ranked #9 on Glassdoor's Best Places to Work 2023 for US small and medium companies
• One of Wealthfront’s 2021 Career Launching Companies, and ranked #2 on the “2022 Bay Area Best Places to Work” list by the San Francisco Business Times and the Silicon Valley Business Journal
• One of Fast Company’s World's Most Innovative Companies for 2022 and proud contributor of free ediscovery resources to benefit the greater good through “Everlaw for Good”
• #LI-KV1
• #LI-Hybrid