Agate Software · 5 hours ago
Account Executive
Grand Rapids, MI
Full-time
Onsite
Mid Level
$55K/yr - $55K/yr
3+ years expAgate Software is dedicated to revolutionizing grant management for government agencies and nonprofits. The Account Executive will own revenue for assigned territories, develop executive relationships, and drive sales strategies to maximize impact and efficiency in funding distribution.
Computer Software
Responsibilities
Own revenue for your book: renewals, expansions, cross-sells, and net-new within assigned territories/agencies
Hunt and expand: prospect, multi-thread, and develop executive relationships; map whitespace and fund sources across agencies and programs
Run a crisp sales cycle end-to-end: discovery, demo coordination, business case, SOW/pricing, negotiation, close; navigate public-sector procurement (RFI/RFP, contract amendments, renewals)
Forecast with precision: maintain pipeline hygiene in HubSpot; hold yourself to tight forecast accuracy with clear next steps and close dates
Drive account strategy: build and execute Strategic Account Plans; lead QBRs with executive sponsors; convert insights into tangible opportunities
Partner without confusion: ensure clean commercial-to-delivery handoffs with PMO and Solutions; PMO owns delivery escalations so you can stay focused on commercial health and growth
Represent the brand: engage in industry events and association forums; turn relationships into pipeline wins
Close the loop: capture voice-of-customer, competitive intel, and win/loss insights to sharpen our messaging and offers
Qualification
Required
3–5+ years quota-carrying software sales: (SaaS/GovTech preferred) with documented quota attainment
Public-sector procurement experience: RFI/RFP, renewals, amendments, and multi-year agreements
Proficiency with HubSpot (or similar CRM): opportunity qualification, and executive storytelling
Enterprise hunting DNA: track record of finding, developing, and closing complex deals; comfortable opening cold doors and growing warm ones
GovTech fluency: experience selling to state/local government or similar transferable experience: familiarity with RFI/RFP, long procurement cycles (12+ months), budget and grant timelines, and contract vehicles
Commercial rigor: MEDDICC-style qualification (or similar), clean pipeline discipline, and forecast accuracy standards
Executive presence: clear, confident communication with directors, CIOs, program owners, and procurement
Cross-functional savvy: collaborates with PMO, Product, and Marketing without stepping into delivery management
Tools & habits: mastery of CRM (HubSpot preferred), crisp notes, next-step discipline, and metrics-driven decision-making
Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure
Company
Agate Software
Agate Software, the US affiliate of IGX Solutions, was founded in 1991 in Okemos, Michigan.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase