Enterprise Account Director, Government Utilities

Job Details

InvoiceCloud is experiencing rapid growth and seeking an Enterprise Account Director to expand our presence in the Government and Utility sectors. In this role, you will lead complex enterprise sales cycles, engage high-profile stakeholders, and position InvoiceCloud as a strategic partner for organizations seeking modern, customer-friendly billing and payment solutions.

You will bring deep industry expertise, exceptional relationship skills, and a consultative mindset to advance digital transformation across essential public service organizations. Success requires strategic thinking, strong business acumen, and the ability to influence senior decision-makers in long-cycle public sector sales environments.

Success Profile:

Success in this role is anchored in InvoiceCloud's Core Competencies. These competencies reflect the mindsets and behaviors that define success in this role. We outline how each competency translates into real-world actions and outcomes specific to this role.

Customer Centric

• Cultivates trusted, consultative relationships with government and utility decision-makers, including C-level leaders, elected officials, and operational stakeholders.
• Demonstrates understanding of public sector and utility billing workflows, regulatory considerations, procurement cycles, and customer experience priorities.
• Uncovers client needs through deep discovery, translating challenges into solutions using InvoiceCloud's platform.
• Positions InvoiceCloud as a long-term partner by sharing industry insights, best practices, and strategies that enhance operational efficiency and customer satisfaction.
• Represents the voice of the customer internally, influencing product roadmap conversations and cross-functional alignment.

Results Driven

• Drives new enterprise revenue by prospecting, qualifying, and closing opportunities within target markets and territories.
• Leads complex sales cycles end-to-end, from discovery through negotiation and contracting, navigating public sector processes effectively.
• Designs data-driven account strategies that accelerate pipeline velocity, expand market penetration, and exceed annual quota targets.
• Leverages competitive intelligence and market analysis to position InvoiceCloud's value clearly and compellingly.
• Attends industry conferences, trade shows, and networking events to build presence, identify opportunities, and accelerate relationship development.

Takes Ownership

• Manages assigned territory and pipeline with discipline, accuracy, and accountability, ensuring predictable forecasting and execution.
• Leads all aspects of the sales process, working independently while coordinating closely with marketing, product, alliances, and customer success teams.
• Demonstrates strong negotiation capabilities, structuring agreements that create mutual value while safeguarding long-term client success.
• Maintains detailed records of activity, opportunities, conversations, and decisions in CRM systems.
• Adapts quickly to changing client needs, market shifts, and internal priorities, demonstrating resilience and sound judgment.

Drives Efficiency

• Uses CRM dashboards, reporting tools, and automated workflows to manage pipeline efficiently and prioritize high-impact activities.
• Organizes deal cycles to streamline communication across internal stakeholders, reducing friction and accelerating time-to-close.
• Applies structured territory planning, ensuring consistent outreach, prospecting, and market coverage.
• Refines sales processes by identifying bottlenecks, improving handoffs, and applying lessons learned to future engagements.
• Communicates clearly and concisely with both technical and non-technical audiences, ensuring alignment throughout the sales lifecycle.

Innovative

• Employs a consultative sales approach to reimagine digital billing and payment experiences for public sector and utility organizations.
• Brings creative deal strategies, messaging, and value engineering techniques that differentiate InvoiceCloud in competitive environments.
• Leverages AI-assisted tools for research, proposal development, content creation, and sales analysis to enhance productivity and impact.
• Shares innovative ideas and market insights that help shape InvoiceCloud's go-to-market strategy and product direction.
• Identifies emerging trends and technologies that influence customer expectations and industry transformation.

Requirements

• 10+ years of enterprise sales experience, preferably within government or utility sectors
• Strong understanding of public sector procurement processes, budget cycles, and enterprise sales dynamics
• Proven success selling SaaS or technology solutions in long-cycle, consultative environments
• Exceptional communication, presentation, and interpersonal skills with the ability to influence C-level executives
• Demonstrated ability to build strategic relationships and manage complex stakeholder landscapes
• Strong business acumen and ability to translate client challenges into actionable solutions
• Expertise in negotiation, deal structuring, and navigating complex contractual processes
• Proficiency with CRM systems and Microsoft Office Suite
• Bachelor's degree in Business, Sales, Marketing, or related field; MBA preferred
• Travel: Travel to client sites, industry conferences, and regional meetings as required.

Benefits

We offer a competitive benefits program including:

• Medical, dental, vision, life & disability insurance
• 401(k) plan with company match
• Flexible Time Off (FTO), wellbeing days, paid holidays, and summer Fridays
• Mental health resources
• Paid parental leave & Backup Care
• Tuition reimbursement
• Employee Resource Groups (ERGs)