SaaS Inside Account Executive

Tolemi is seeking an Account Executive to help state & local governments launch data-driven programs that address the nation’s housing crisis. You will win new customers and expand existing accounts for Tolemi’s software suite, used by public sector agencies to protect tenants, increase housing supply, preserve affordability, and revitalize neighborhoods.

The role is suited for candidates with a consultative selling mindset and drive to improve our communities. It requires previous experience closing new business as a SaaS Account Executive. Ideal candidates will have experience selling to state or local government, but it is not required.

You will own a territory of cities, towns, and counties, building relationships with municipal leaders and department heads to understand their challenges and show how Tolemi can help them. You will also share what you hear in the market with our Product and Customer Success teams.

This role offers a base salary of $85,000 plus uncapped commissions, for on-target earnings (OTE) of $150,000. If you are looking to join a mission-driven team with plenty of room to grow, Tolemi is the place for you.

Key Responsibilities

• Own the full sales cycle, from prospecting and discovery through demos, proposals, procurement, and close.
• Build pipeline through outbound prospecting, conferences, and inbound leads.
• Serve as a trusted advisor to municipal leaders, helping them adopt data-driven operations and innovative policy approaches.
• Translate housing challenges into platform solutions and a clear business case for decision makers.
• Sell across Tolemi’s core use cases, including rental and short-term rental registries, vacant and foreclosure registration, licensing, blight remediation, and proactive code enforcement.
• Navigate public sector buying processes, including budget cycles, RFPs, and council approvals.
• Grow existing customer accounts in your territory by identifying upsell and cross-sell opportunities across departments and use cases.
• Deliver tailored demos and presentations to department staff, executive leadership, and elected officials.
• Maintain an accurate pipeline and forecast in Salesforce.
• Partner with Customer Success, Product, and Engineering teams to ensure smooth handoffs and bring market feedback into product development.

Qualifications & Skills

Subject Matter Expertise:

• SaaS Account Executive experience with a track record of meeting or exceeding quota
• Preferred: Experience selling to, or working in, state or local government
• Preferred: Rental property and short-term rental registration, licensing, and stabilization programs
• Preferred: Strategic, proactive code enforcement

Sales Skills:

• Full-cycle closing experience, from first conversation to signed contract
• Strong discovery and consultative selling ability
• Excellent communication skills: ability to engage technical and non-technical stakeholders, from department staff to elected officials
• Preferred: Experience navigating public procurement, including RFPs, sole source purchases, and cooperative contracts
• Preferred: Experience expanding existing customer accounts through upsell and cross-sell

Technical & Pipeline Management Skills:

• Disciplined pipeline management, with the ability to prioritize deals and forecast accurately
• Experience using Salesforce, Slack, and a sales engagement platform such as Outreach
• Comfortable using AI tools to research accounts, prepare for meetings, and personalize outreach

Mindset & Team Fit:

• Proactive and self-motivated, with the persistence to build pipeline and keep deals moving through long buying cycles.
• Comfortable multi-tasking and managing multiple deals and stakeholders simultaneously.
• Competitive, coachable, and excited to contribute to company-wide revenue goals.
• Passionate about building more effective, efficient, and equitable governments.
• Ready to work in a collaborative, fast-paced environment.

Pay: $85,000.00 - $170,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Parental leave
• Professional development assistance
• Referral program
• Retirement plan
• Vision insurance

Experience:

• SaaS Sales: 3 years (Required)

Work Location: Remote