Senior Enterprise Account Executive

This role is built for a seller who wants mission, complexity, and upside in the same seat. You will open new doors, shape strategic opportunities across your territory, and help public-sector agencies deliver better outcomes for vulnerable populations. If you know how to win in government and want your work to matter, this is a rare opportunity to do both.

As a Senior Enterprise Account Executive, you will own net-new revenue growth within a defined geographic territory. This is a true hunter role focused primarily on landing new county and state customers, with targeted expansion responsibility as opportunities emerge. Customer Success owns renewals and long-term client relationships, allowing you to stay focused on creating and closing new business. You will navigate long procurement cycles, influence senior agency leaders, and close complex, multi-year deals tied to modernization, compliance, and service-delivery priorities.

This role is remote and aligned to a defined geographic territory with clear ownership. Travel is typically 40–60% and is concentrated on high-value customer and prospect engagement within the territory (Midwest/Southeast).

What you’ll be doing

• Own and deliver annual revenue targets primarily driven by net-new state-level deals and strategic expansion within assigned accounts
• Build and maintain a qualified pipeline aligned to territory priorities and modernization opportunities
• Lead the full sales lifecycle for complex public-sector pursuits, from qualification and deal shaping through contract execution
• Develop and execute territory and account plans tied to state priorities, funding cycles, and county-led compliance initiatives
• Drive structured forecasting, maintain accurate data in HubSpot, create mutual action plans, and apply disciplined qualification throughout the sales process
• Own the message and lead value-based selling for a mission-driven product in a complex regulated environment
• Collaborate with leadership, product, delivery, and implementation teams to position, close, and onboard new customers
• Represent Northwoods in executive briefings, state and county relationship-building, and industry forums

First-Year Expectations

• First 90 days: Learn the territory, complete account mapping, align on target states and agencies, build relationships, and establish a disciplined operating rhythm for forecasting, qualification, and pipeline management
• First 6 months: Build qualified pipeline against territory priorities, advance named opportunities, and demonstrate strong executive engagement across target accounts
• First 12 months: Deliver measurable progress toward quota, close new business, expand strategic opportunities where appropriate, and strengthen Northwoods’ footprint within assigned states and counties

You may be a good fit for our team if you have the following skills…

• Experience selling SaaS into state or local government, or comparable enterprise public-sector experience in a complex regulated environment
• Demonstrated success in quota-carrying enterprise SaaS sales roles
• Consistent track record of meeting or exceeding quota
• Success navigating public-sector buying environments and multi-stakeholder sales processes
• Experience managing complex, multi-stakeholder deals through procurement and contract execution
• Familiarity with public-sector procurement processes, contracts, or purchasing vehicles
• Proficiency using CRM tools to manage pipeline, forecasting, and account activity
• Willingness and ability to travel regularly within the assigned territory

Preferred Qualifications (A Plus)

• Experience in the human services, Medicaid, or broader health and social services ecosystem
• Familiarity with health and human services, agency workflows and operating environments
• Experience supporting state or county modernization initiatives
• Established relationships within relevant state or county agencies
• Experience selling workflow, platform, data, or AI-enabled software solutions into complex enterprise environments

What we provide

• Medical (includes H.S.A. option with employer contribution), dental, and vision insurance
• Short- and long-term disability
• Company paid basic life insurance
• 401(k) with 4% company match and immediate vesting
• Free financial education and consultation
• Wellness program that helps you earn lower premiums
• Robust EAP program that includes free therapy sessions, lifestyle coaching, legal/ID theft services, and more
• 12 weeks fully paid parental leave
• Up to $5,000 adoption fee reimbursement
• $500 wellness reimbursement after 60 days of employment
• Generous PTO policy and 10 company paid holidays
• Company paid cell phone plan

Find yourself checking a lot of these boxes but doubting whether you should apply? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every qualification. At Northwoods, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you are excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles. Northwoods is committed to diversity in its workforce and is proud to be an equal opportunity employer. We are excited to work with talented people, period. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national or ethnic origin, gender, age, disability, sexual orientation, gender identity and/or expression, marital or civil status, political affiliation, family or parental status, or any other status protected by the laws or regulations in the jurisdictions in which we operate.

Who is Northwoods?

Northwoods is a health and human services software company dedicated to reducing friction for frontline workers and turning complexity into clear, meaningful action. Part of the Banyan Software family, we build technology trusted by state and county agencies across the country, helping caseworkers and social workers spend less time navigating systems and managing paperwork and more time serving the families who need them most.

Our solutions span child welfare, childcare, child support, economic assistance, and adult & aging programs. Through products like Traverse and Compass, we give frontline teams easy access to case files, intelligent insights, and streamlined workflows, simplifying the administrative burden so workers can make better decisions and achieve better outcomes for the families they serve.

Beyond software, our managed service Grove embeds experienced child welfare professionals directly into agency teams. Grove handles the administrative heavy lifting, referral and records requests, court document preparation, and case file organization, so frontline workers can stay focused on fostering healthier families without sacrificing their own well-being.