Strategic Account Executive (Federal)

As a Federal Strategic Account Executive at Everlaw, your responsibilities include identifying and securing new federal customers, communicating the benefits of our services, and managing the entire sales cycle. You will also work closely with existing clients, understand their needs, and ensure satisfaction by effectively presenting our solutions. This role requires excellent communication and relationship-building skills, as well as a deep understanding of the federal procurement process.

To qualify for the Federal Strategic Account Executive position at Everlaw, you should have at least 7 years of successful federal sales experience, particularly with Civilian Agencies. Experience in software or SaaS sales is essential, and familiarity with government-related integrators and partners is a plus. Candidates should also demonstrate a passion for cloud technologies and possess strong technical skills.

Everlaw is committed to the professional growth of its employees, including Federal Strategic Account Executives, through a comprehensive onboarding process that includes training on our products, policies, and team dynamics. Additionally, we offer an annual learning and development stipend, regular career goal check-ins, and opportunities for demo certification to enhance your skills and product knowledge.

A typical day for a Federal Strategic Account Executive at Everlaw includes prospecting for new business, conducting discovery calls, delivering tailored product demonstrations, and engaging with existing clients to nurture relationships. You will also collaborate with sales development representatives to craft effective outreach strategies and participate in territory visits to connect with customers face-to-face.

At Everlaw, new hires can expect a vibrant and open culture that values authenticity and collaboration. As a Federal Strategic Account Executive, you'll be encouraged to bring your true self to work, participate in fun team activities like volunteer events and casual gatherings, and experience a supportive environment that celebrates individuality while fostering professional growth.

When discussing your experience, highlight specific examples where you have successfully navigated the federal sales process, demonstrate strong relationships with Civilian Agencies, and provide insights into challenges faced and how you overcame them. Consider discussing metrics or quotas met to further strengthen your story.

Discuss your methods for identifying potential government clients, such as leveraging databases like SAM.gov or GovWin, networking within industry events, and reaching out to between agencies. Emphasize how you tailor your outreach strategy to address specific client needs and showcase how Everlaw's solutions can benefit them.

Explain how you customize your demos to align with the specific needs and challenges of federal clients. Highlight your process for engaging clients in discussions, asking insightful questions, and ensuring that the presentation showcases the value Everlaw brings to their operations.

Select a relevant story that illustrates your problem-solving skills and resilience. Describe the challenge, your thought process, the actions you took to resolve it, and the positive outcome. This will show the interviewer your ability to handle difficult situations constructively.

Research Everlaw's core products, company mission, and recent achievements. Share insights about how the software addresses the specific needs of legal departments and government agencies, and illustrate your understanding of the broader context of eDiscovery and how it impacts litigation and investigations.

Discuss the importance of communication, regular follow-ups, and personalized approaches to build relationships with federal clients. Provide examples of how you have successfully engaged with decision-makers, fostering trust and collaboration over time.

Share your familiarity with Salesforce or similar tools you’ve used in past roles, emphasizing your experience in lead management, sales forecasting, and keeping detailed customer records. Highlight your ability to leverage CRM data to influence your sales strategies positively.

Outline your strategies for setting realistic and ambitious goals, breaking them down into actionable steps, and tracking progress. Explain your methods for prioritizing leads and opportunities to meet both short-term targets and long-term objectives.

Discuss your knowledge of how federal contracts are awarded, including key regulations, procurement vehicles, and the importance of understanding each agency’s specific needs. This can demonstrate to the interviewer that you’re equipped to navigate this complex environment successfully.

Describe your approach to customer onboarding, including setting clear expectations, maintaining communication, and proactively addressing any concerns. Emphasize the importance of building long-term relationships that extend beyond the sale to ensure continuous support and satisfaction.