Account Executive

About the role

As an Account Executive at Urban SDK, you will be critical in driving sales as a quota-carrying, full-cycle sales role responsible for driving new ARR and ensuring the success of our urban analytics and data management solutions.. This role owns the sales process from first conversation through contract execution, working across complex stakeholders and long purchasing cycles common to government technology (GovTech). 

You’ll work closely with city governments, transportation agencies, and urban planners, helping them implement and optimize our software for better urban planning and operational outcomes. The ideal candidate is a consultative seller with strong experience in SaaS sales (GovTech preferred) who can clearly articulate the business and operational value of data-driven decisions and the ability to guide clients through the implementation and adoption process.

Responsibilities

1. Sales and Business Development:
2. 1. Own and manage a full-cycle sales pipeline, from initial discovery through close with a focus on consistent quota attainment
   2. Consistently progress opportunities through complex, multi-stakeholder sales cycles
   3. Maintain accurate forecasting, pipeline hygiene, and CRM discipline
   4. Proactively identify and engage with prospective clients, focusing on city governments, transportation agencies, and urban planners.
   5. Conduct product demonstrations, presentations, and workshops that illustrate the value of Urban SDK’s data management solutions.
   6. Position Urban SDK as a long-term strategic partner to optimize client workflows and efficiency
   7. Develop and execute strategic sales plans to meet revenue targets, managing the full sales cycle from lead generation to contract negotiation and closing.
   8. Stay engaged with clients throughout the onboarding and implementation process to ensure seamless integration and user adoption.
3. Implementation and Training Support:
4. 1. Collaborate with the implementation team to facilitate smooth onboarding and setup for clients, ensuring they fully understand and utilize our platform.
   2. Lead initial software setup and customization, working directly with clients to configure solutions based on their specific requirements.
   3. Conduct training sessions and workshops to ensure users are fully equipped to maximize the value of Urban SDK’s software.
   4. Serve as a key resource during the implementation phase, troubleshooting issues and providing hands-on support.
5. Relationship Management and Account Growth:
6. 1. Build and nurture strong relationships with key decision-makers and stakeholders within target organizations, acting as a trusted advisor.
   2. Work closely with the customer success team to monitor ongoing client satisfaction and identify upsell/cross-sell opportunities.
   3. Maintain regular communication with clients, ensuring their long-term engagement with Urban SDK solutions.
   4. Collaborate with the customer success and support teams to resolve any issues or concerns, ensuring a positive customer experience.
7. Market and Competitive Analysis:
8. 1. Keep up-to-date on industry trends, market shifts, and the competitive landscape related to urban analytics, data management, and smart city technologies.
   2. Conduct market research and analysis to identify new business opportunities and potential target markets.
   3. Provide feedback to the product and development teams on customer needs, feature requests, and market trends, influencing the product roadmap.
9. Collaboration and Teamwork:
10. 1. Partner closely with the marketing team to develop sales materials, campaigns, and strategies that drive lead generation.
    2. Work with the implementation, product, and customer success teams to ensure that clients have a smooth experience throughout the sales and onboarding journey.
    3. Participate in regular team meetings, sales training, and professional development activities to continuously enhance product knowledge and sales capabilities.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, Information Technology, or a related field.
• 3+ years of experience in B2B SaaS sales, preferably within the GovTech, smart cities, or transportation sectors.
• Experience with SaaS implementation, onboarding, and user training, particularly with government agencies.
• Strong interpersonal and communication skills, with the ability to influence decision-makers and engage with stakeholders at all levels.
• A demonstrated ability to understand complex customer requirements and translate them into customized solutions.
• Self-motivated and target-driven with a proven ability to manage multiple accounts and projects simultaneously.
• Proficiency in CRM software and sales tools.
• Knowledge of urban analytics, smart city technologies, transportation, and data management is highly desirable.
• Experience in creating and delivering user training materials and onboarding sessions is a plus.

Compensation

• Location: Jacksonville, FL (Town Center Area)
• Type:  Full-time
• Reports to: National Sales Manager
• Salary Based on Experience 
• Commission
• Annual Bonus
• Medical, Vision, Dental, 401(k)  
• 21 Days Vacation
• Office Lunch provided Daily