COMPANY OVERVIEW
Libera, Inc. is at the forefront of transforming case management for vocational rehabilitation (VR) agencies, including those serving the blind and adjacent markets. As a trailblazer in this field for nearly 30 years, Libera’s SaaS platform stands out for its flexibility and innovation, revolutionizing how government agencies manage cases and boost participant outcomes through data-driven insights and seamless federal compliance.
ROLE OVERVIEW
The Sales Executive, GovTech will be responsible for developing and closing new business with public sector agencies and adjacent nonprofit or human services organizations that can benefit from Libera’s case management, compliance, reporting, and integration solutions. This role is ideal for a consultative, mission-oriented sales professional with experience selling SaaS or enterprise software into state and local government, human services, vocational rehabilitation, workforce, or related public sector markets.
The Sales Executive will own the full sales cycle from territory planning and prospecting through discovery, solution positioning, proposal development, procurement navigation, negotiation, and close. The role requires strong GovTech sales discipline, comfort with complex buying committees, and the ability to translate agency challenges into measurable outcomes for clients and communities.
KEY RESPONSIBILITIES
- Develop and execute a territory and account strategy focused on state agencies, public sector programs, and government-funded service organizations.
- Build, manage, and progress a qualified pipeline of new business opportunities aligned to revenue targets and strategic growth priorities.
- Lead consultative discovery with agency executives, program leaders, procurement teams, IT stakeholders, and end users to understand operational, compliance, reporting, and service delivery needs.
- Position Libera’s case management, reporting, integration, and compliance solutions in a way that clearly connects product capabilities to agency outcomes.
- Navigate government procurement processes, including RFPs, demonstrations, budget cycles, contract vehicles, security reviews, and multi-stakeholder approvals.
- Prepare and deliver compelling presentations, demos, proposals, business cases, and executive briefings.
- Partner with marketing, product, implementation, client success, and executive leadership to support strategic pursuits and improve market messaging.
- Maintain accurate CRM records, opportunity updates, forecasts, next steps, and deal documentation.
- Monitor GovTech market trends, competitive activity, agency modernization priorities, and funding opportunities to identify new growth paths.
- Represent Libera at conferences, industry events, webinars, partner meetings, and public sector networking opportunities.
REQUIRED QUALIFICATIONS
- 5+ years of successful B2B sales experience, including experience selling SaaS, enterprise software, or technology-enabled services.
- Demonstrated experience selling to government, public sector, education, health and human services, workforce, vocational rehabilitation, or similar regulated markets.
- Proven track record of meeting or exceeding quota and closing complex, multi-stakeholder deals.
- Strong understanding of government buying processes, procurement timelines, RFP responses, budgeting cycles, and contract negotiation dynamics.
- Excellent discovery, presentation, written communication, negotiation, and relationship-building skills.
- Ability to engage credibly with executive sponsors, program leaders, procurement officials, IT/security teams, and frontline operational stakeholders.
- Experience using CRM tools to manage pipeline, forecasting, activity tracking, and account planning.
- Strong business acumen, self-discipline, and ability to operate effectively in a remote or distributed work environment.
PREFERRED QUALIFICATIONS
- Direct GovTech sales experience with state agencies, human services, vocational rehabilitation, workforce development, disability services, nonprofit service networks, or public administration customers.
- Experience selling case management, compliance, reporting, data integration, workflow automation, or cloud-based public sector platforms.
- Familiarity with security, accessibility, and compliance considerations relevant to government software, including cloud hosting, data privacy, and accessibility requirements.
- Experience with MEDDICC, Challenger, Sandler, SPIN, or another structured enterprise sales methodology.
- Established relationships in state and local government, human services, rehabilitation services, or adjacent public sector markets.
- Bachelor’s degree in business, public administration, technology, communications, or a related field; equivalent professional experience may be considered.
SUCCESS MEASURES
- Achievement of quarterly and annual bookings, revenue, pipeline, and activity targets.
- Creation of a healthy, qualified pipeline with clear next steps, accurate close dates, and strong forecast discipline.
- Progression of strategic public sector opportunities through discovery, demonstration, proposal, procurement, and close.
- High-quality collaboration with marketing, product, implementation, client success, and executive stakeholders.
- Improved market presence for Libera within target GovTech segments and priority accounts.
- Strong client experience throughout the buying process, including clear communication, responsive follow-up, and consultative value creation.
COMPETENCIES
- Consultative selling: Uncovers customer needs, frames business value, and guides buyers through complex decisions.
- Public sector fluency: Understands government priorities, procurement requirements, funding constraints, and stakeholder dynamics.
- Executive presence: Communicates confidently with senior leaders and builds trust with diverse audiences.
- Strategic account planning: Prioritizes opportunities, maps stakeholders, and aligns pursuit plans to revenue goals.
- Collaboration: Works effectively across internal teams to deliver strong prospect and client experiences.
- Ownership and accountability: Operates with urgency, discipline, and transparency around pipeline, forecast, and results.
Benefits:
- 401(k)
- Health insurance
- Life insurance
- Paid time off
- Parental leave
- Retirement plan
Work Location: Remote
