Account Executive

Summary

MuniBilling provides electronic bill payment and presentment services for municipalities, HOAs, property managers, and organizations with complex billing operations. The Account Executive owns the full sales cycle from prospecting through contract execution and implementation handoff, using structured sales methods, AI-enabled tools, and consultative selling to advance complex opportunities. The role also manages pipeline accuracy, forecasting, negotiations, stakeholder relationships, and cross-functional collaboration.

Responsibilities

• Own the full sales cycle, including prospecting, qualification, discovery, stakeholder mapping, solution alignment, proposal development, negotiation, contract execution, and handoff
• Apply a structured sales methodology such as MEDDICC, Challenger, or an approved equivalent to qualify opportunities, expose risk, build consensus, and advance deals
• Lead discovery that identifies and quantifies buyer goals, pain points, decision criteria, decision process, procurement requirements, and success measures
• Use AI-enabled tools and AI-driven insights for account research, personalized outreach, meeting preparation, CRM support, proposal drafting, deal strategy, objection handling, risk identification, and follow-up, while validating outputs before use
• Translate technical, operational, and business requirements into effective, supportable MuniBilling solution recommendations in partnership with Solutions/Value Engineering and other internal resources
• Develop and deliver clear demonstrations, presentations, proposals, business cases, and value narratives tailored to operational and economic priorities
• Maintain accurate opportunity records, stakeholder information, next steps, close dates, risks, forecast categories, pipeline hygiene, and qualification evidence in the CRM
• Develop pursuit and close plans for complex opportunities, coordinate cross-functional resources, and build trusted relationships across the buying committee
• Negotiate pricing, commercial terms, and deal structure within company guidelines and required approval processes
• Sell only from shipped or confirmed in-development capability; escalate gaps, validate claims, and avoid unsupported commitments or overpromising
• Coordinate a clean implementation handoff with documented scope, assumptions, expectations, commitments, stakeholders, and risks
• Represent MuniBilling professionally in client meetings, industry events, conferences, and strategic pursuits; travel as needed

Skills

• Proven experience as an Account Executive or quota-carrying B2B sales professional with ownership of opportunities from discovery through contract execution
• Demonstrated use of a structured sales methodology such as MEDDICC, Challenger, or equivalent
• Experience navigating complex buying committees, technical requirements, proposals, negotiations, and contracts
• Demonstrated pipeline management and forecasting discipline in a CRM
• Experience using AI-enabled tools, automation, or modern sales technology for research, outreach, CRM support, meeting preparation, deal support, or productivity
• Strong communication, presentation, relationship-building, negotiation, and cross-functional collaboration skills
• Willingness and ability to travel as required
• High school diploma or GED
• Experience selling SaaS, enterprise software, managed services, GovTech, PropTech, utility technology, multifamily, payments, or other solutions-based offerings
• Experience selling platforms with implementation, professional services, or recurring managed services attached
• Familiarity with public-sector procurement, including RFP, RFI, or RFQ cycles, and/or selling to municipalities, HOAs, property managers, utilities, or organizations with complex billing operations
• Experience with HubSpot, Salesforce, Microsoft Dynamics, or a similar CRM platform
• Bachelor's degree in business, technology, or a related field, or equivalent practical experience

Qualifications

Must Haves

• Proven experience as an Account Executive or quota-carrying B2B sales professional with ownership of opportunities from discovery through contract execution
• Demonstrated use of a structured sales methodology such as MEDDICC, Challenger, or equivalent
• Experience navigating complex buying committees, technical requirements, proposals, negotiations, and contracts
• Demonstrated pipeline management and forecasting discipline in a CRM
• Experience using AI-enabled tools, automation, or modern sales technology for research, outreach, CRM support, meeting preparation, deal support, or productivity
• Strong communication, presentation, relationship-building, negotiation, and cross-functional collaboration skills
• Willingness and ability to travel as required
• high school diploma or GED

Nice to Haves

• Experience selling SaaS, enterprise software, managed services, GovTech, PropTech, utility technology, multifamily, payments, or other solutions-based offerings
• Experience selling platforms with implementation, professional services, or recurring managed services attached
• Familiarity with public-sector procurement, including RFP, RFI, or RFQ cycles, and/or selling to municipalities, HOAs, property managers, utilities, or organizations with complex billing operations
• Experience with HubSpot, Salesforce, Microsoft Dynamics, or a similar CRM platform
• Bachelor's degree in business, technology, or a related field, or equivalent practical experience

Benefits

• Health insurance
• Paid time off
• Training & development
• Vision insurance
• Wellness resources
• 401(k)
• 401(k) matching
• Dental insurance
• Career paths may include Senior Account Executive, strategic or enterprise selling, revenue leadership, Value Engineering, Alliance Partnerships, or other MuniBilling disciplines based on performance and business needs.
• Remote position