Account Executive 

The Mission: Why We Exist, What We Do, And Where You Fit 

At e-PlanSoft, we help cities and counties modernize their plan review processes. Our software platform replaces manual, paper-heavy workflows with a faster, more transparent system for reviewing and approving building plans, empowering agencies to reduce permit turnaround times and improve service to their communities. 

We are at a critical moment: With a fresh investment from ParkerGale Capital, we know our product delivers, our customers love us, and we're sitting at ~$5M ARR. Now, it's time to scale—and that means winning in our market with a consultative, customer-first sales approach that reflects how government really buys technology. 

We're hiring an Account Executive to own revenue growth in your assigned territory. You will manage the complete sales cycle from initial discovery with building departments and IT directors through contract negotiation with city managers and procurement teams. This isn't transactional selling—many of our customers don't buy technology every day, and the process can be complex to navigate. You'll serve as a trusted advisor who helps demystify procurement, builds consensus across multiple stakeholders, and positions ePlanSoft as the clear choice over legacy competitors like ProjectDox, DigEplan, and ePermitHub. 

This is a quota-carrying, full-cycle sales role where municipal government expertise meets consultative solution selling. You'll work in a territory model (remote-friendly) with support from our Product, Implementation, and Customer Success teams, but you'll own the relationship and the close. You'll need to prospect relentlessly, manage long sales cycles with patience and persistence, navigate RFP processes and budget constraints, and orchestrate complex deals involving building officials, IT directors, city administrators, and procurement officers. Perfect for an experienced B2G sales professional who thrives on building relationships in government, loves helping public servants solve real problems, and gets energized by winning competitive deals that transform how agencies serve their communities. 

Competencies: What You Need To Be Uniquely Great At 

Must-Haves

• Public sector sales track record: You've sold software or technology solutions into government (municipal, county, or state level) and understand how public agencies buy: budget cycles, procurement processes, RFP requirements, consensus-building across departments, and the political dynamics that influence decisions. You have evidence of consistent quota attainment in government markets
• Complex deal management expertise: You've orchestrated multi-stakeholder deals with 6-12 month sales cycles, managed multiple decision-makers and influencers, navigated budget delays and fiscal year constraints, and kept opportunities moving forward despite turnover or changing priorities. You know how to build champions and mitigate blockers 
• Full-cycle sales ownership: You've owned the complete sales process from prospecting through close, including discovery, qualification, solution design, demos, pilots/POCs, RFP responses, contract negotiation, and handoff to implementation. You don't rely on SDRs to build your pipeline—you're a hunter who prospects relentlessly
• Consultative selling and business acumen: You lead with questions before solutions, diagnose customer pain deeply, and position value in terms of business outcomes (faster permit turnaround, better citizen service, reduced manual work) rather than features. You understand how building departments operate and where technology creates leverage
• Demo and presentation excellence: You deliver compelling, customized demos that tell a story and connect to the customer's specific challenges. You're not doing feature tours—you're showing how ePlanSoft solves their problems, using scenarios and language that resonate with building officials, IT directors, and city administrators
• Pipeline discipline and CRM rigor: You manage your pipeline with precision in HubSpot (or similar CRM), forecast accurately, keep deal stages honest, and provide leadership with clear visibility into territory health. You treat your pipeline as a strategic asset and make data-driven decisions about where to invest time 
• Resilience and persistence: Government sales requires patience. You stay engaged through long cycles, don't get discouraged by "no decision" or budget delays, and know how to nurture relationships over months or years until the timing is right. You handle rejection professionally and learn from losses 

Nice-to-Haves

• Plan review or GovTech domain expertise: You've sold permitting, planning, code enforcement, or community development software and can speak credibly about municipal workflows, pain points with legacy systems, and regulatory requirements like ADA compliance or electronic plan review mandates
• Experience displacing competitors: You've won competitive deals against established players (especially ProjectDox, DigEplan, ePermitHub, or similar legacy systems) and understand how to position against entrenched vendors, overcome switching costs, and build urgency for change 
• Account expansion and upsell success: You've grown existing accounts by identifying expansion opportunities (additional users, modules, or departments), demonstrating that you see customer relationships as long-term partnerships rather than one-time transactions 
• RFP and procurement expertise: You've responded to formal RFPs, managed technical evaluations, coordinated reference calls, and navigated procurement processes including contract redlines, security reviews, and legal negotiations with government buyers 
• Pilot and POC management: You've designed and executed successful pilots or proof-of-concept engagements that converted to paid contracts, understanding how to structure pilots for success and use them to build internal champions 
• Networking and relationship-building in government circles: You've built relationships through conferences (ICCSAFE, APA, local government associations), professional networks, and community engagement, and you know how to leverage those relationships for pipeline generation and deal acceleration 
• SaaS or subscription sales experience: You understand recurring revenue models, renewal processes, and customer lifetime value, and you think about land-and-expand strategies rather than just initial contract value