Account Executive - Professional Services Public Sector
This is a true hunter role.
You will own the full sales cycle for new municipal accounts, from first outreach through signed Statement of Work (SOW). You will work directly with the Managing Director and the existing Sales Solution Executive and become one of the primary commercial representatives of MuniPaaS in the market.
This role is highly collaborative. You will work alongside the current sales team to align account strategies, pursuit planning, market positioning, and customer engagement approaches in a consistent and coordinated manner.
You understand how to sell professional services in complex environments. You are comfortable navigating public sector procurement processes and can communicate Salesforce value in practical business terms to municipal leaders.
Your buyers are not startups or small businesses. They are:
- Chief Administrative Officers (CAOs)
- Directors of IT
- City Clerks
- Service Delivery leaders
- Public Works and Operations leadership
This role is relationship-driven, consultative, and highly strategic.
You will not inherit a large inbound lead funnel. Instead, you will build relationships in a highly defined and winnable market: municipalities ranging from approximately 10,000 to 500,000 population across Canada and the United States.
The market opportunity is real. Municipal governments are actively modernizing citizen services, case management, permitting, inspections, and workforce operations on Salesforce. MuniPaaS already has proven delivery references, municipal credibility, and active pursuits in market.
Your role is to create opportunities, build trust, and close business.
What You Will Do
Pipeline Development
- Identify and qualify net-new municipal accounts across Canada and the United States
- Build relationships with CAOs, IT Directors, Clerks, Service Delivery leaders, and operational stakeholders
- Develop account strategies and territory plans for municipal prospects
- Work closely with the Managing Director on RFP, RFEOI, and procurement strategies
- Contribute to proposal development, win themes, positioning, and executive messaging
- Maintain accurate and disciplined pipeline management within Salesforce, including:
- Opportunity stages
- Forecasting
- Close dates
- Weighted pipeline values
- Next-step activities
Deal Execution
- Lead discovery conversations and identify business problems that align with Salesforce-based solutions
- Translate municipal operational challenges into scoped professional services opportunities
- Coordinate with delivery and solution architecture teams on scoping, sizing, solution positioning, and SOW development
- Navigate procurement processes including:
- RFPs
- Vendor of Record programs
- Sole-source justifications where applicable
- Lead commercial negotiations and drive opportunities to close without unnecessary discounting
Market Presence
- Represent MuniPaaS at Salesforce ecosystem and municipal industry events including:
- Industry-specific conferences (MISA)
- Salesforce partner events
- Public sector conferences
- Build and maintain a strong professional network within the municipal technology ecosystem
- Participate in Salesforce partner enablement sessions, partner summits, and public sector strategy discussions
- Contribute ideas and feedback to MuniPaaS sales positioning, messaging, and growth strategy
Platform & Industry Knowledge
- Develop a working understanding of Salesforce Public Sector Solutions and the broader Salesforce platform
- Learn how municipalities use Salesforce to modernize service delivery and citizen engagement
- Participate in ongoing enablement and training alongside the sales and leadership team
- Understand how MuniPaaS reusable architecture and delivery methodologies differentiate us in the market
What You Bring
Required Experience
- 3+ years of experience in B2B sales, business development, or account executive roles selling professional services, SaaS solutions, enterprise software, or consulting services
- Direct experience with, or strong appreciation for, selling into municipal governments, regional governments, or broader public sector organizations in Canada
- Familiarity with Salesforce as a platform; you do not need to be deeply technical, but you must be comfortable discussing Salesforce capabilities with customers
- Experience with, or familiarity navigating, formal public sector procurement processes including RFPs, RFEOIs, and Vendor of Record frameworks
- Strong written communication skills
- Self-directed work style with strong accountability; this is not a heavily managed role, and you will own your pipeline and territory
Strong Assets
- Experience working at a Salesforce consulting partner, Salesforce ISV, or public sector technology vendor
- Existing relationships within Canadian or US municipal government
- Understanding of municipal service delivery domains including:
- 311
- Licensing and permitting
- Inspections and enforcement
- Public works
- Asset management
- Familiarity with Salesforce Public Sector Solutions, OmniStudio / Vlocity, and Service Cloud
- Experience contributing to or leading RFP responses and proposal development
How MuniPaaS Wins
MuniPaaS wins on expertise, credibility, and execution, not price.
Our clients trust us because we understand how municipalities operate. We understand the governance structures, procurement realities, service delivery models, and integration challenges that exist inside local government.
We compete successfully against larger system integrators because we go deeper on municipal specifics.
We understand:
- Municipal operating models
- Public sector procurement culture
- Salesforce architecture for local government
- Integration ecosystems including:
- ESRI / ArcGIS
- CityView
- Maximo
- Legacy citizen portals
- Workforce management systems
Our references are real, and municipalities talk to each other.
MuniPaaS has developed a strong reputation for municipal delivery execution and strategic procurement positioning. Our team has consistently maintained a municipal RFP and competitive procurement win rate exceeding 70%, driven by deep domain expertise, strong customer references, and a disciplined approach to solution positioning and proposal strategy.
RFP priming and opportunity shaping are key strategic plays within the municipal technology industry and an important part of how successful public sector sales organizations operate.
Success in this role requires the ability to:
- Build trusted relationships early
- Understand organizational priorities before procurement formally begins
- Identify transformation initiatives in advance of public issuance
- Help municipalities define practical modernization strategies aligned with the strengths of the Salesforce platform and MuniPaaS delivery methodologies
You will step into a market with momentum, existing credibility, and a highly active municipal modernization landscape.
