About Thentia

Thentia is a fast-growing, venture capital-backed software as a service (SaaS) company that is emerging as a world leader in government technology with a platform that is transforming and modernizing how regulatory organizations are conducting business. As a company of builders, thinkers, and owners, Thentia gives employees the opportunity to create amazing solutions, showcase their talents, and benefit from our shared success as we scale up in the U.S., Canadian, and global markets. Our solutions directly impact public trust and regulatory integrity, helping regulators and agencies meet 21st century standards by leveraging predictive analytics, Big Data, AI, and other innovative capabilities. Internally, our culture fosters collaboration, inclusivity, intellectual curiosity, and professional development. We lead by our values of customer focus, integrity, accountability, adaptability, achievement, purpose, teamwork, and authoritativeness.

About This Role

We are looking for outstanding Enterprise Account Executives (EAE), with experience selling software solutions to Public Sector, Regulatory and Government Agency clients. The EAE is the “CEO” of their territory and acts as a sales hunter who thrives on relentless prospecting, relationship building, and is viewed as an industry expert in their assigned professions. The candidate will be experienced in complex sales and have a background in strategic sales or large state level implementations. The candidate has experience working with industry specific vertical professions and can leverage a strong selling process and prospecting cadence to generate new revenue opportunities. The candidate is looking to grow in their career and expects to receive elite level compensation in exchange for exceeding annual quotas.

The Account Executive works in collaboration with a team of other Account Executives, Sales Engineers, SMEs, and Sales Leadership to focus on an assigned territory and convert leads and opportunities into sales. The EAE is responsible for the full sales cycle and provides prospective customers/clients with all services offered, conducts product demonstrations and additional presentations as needed. The ideal candidate knows how to work with clients to create solutions for their needs and is a value-based or visionary seller.

Responsibilities

• EAE’s partner with assigned AE to pursue all revenue opportunities within assigned geographic territories.
• Target industry verticals such as Healthcare, Agriculture, Transportation, Cannabis, Gaming, Liquor, Financial Services, Insurance, Environmental and Natural Resources
• Own state vision for state implementations and works with CIOs to implement state strategy for Thentia solutions
• Generates and presents industry specific product demo decks, slide presentations, and cost proposals
• Prepare and Generate State Account Plans for Large Implementations
• Manages state relationship with assigned Google, Carahsoft, and other channel partnership sellers
• Maintain a high level of product relevant product and industry knowledge to have meaningful conversations with prospects
• Defines Market Potential within their assigned territories and shares findings with leadership
• Drive the entire sales cycle from initial customer engagement to close of sales for specific industry
• Prospects to potential customers using a variety of direct and in-direct methods and leads customer discovery meetings
• Negotiates and works with state procurement vendors to close sales opportunities.

Qualifications

• Minimum 2 years of SaaS sales experience as an Account Executive, meeting, or exceeding sales quotas, while fostering long term relationships with enterprise-level clients
• Strong history of closing contracts above 1 million in ACV
• You are a results-oriented Sales Hunter who relentlessly prospects for new business
• You are growth minded and never stop learning new industry trends or new sales strategies/skills
• You are a competitive, hard worker who never loses because of lack of effort.
• You have great organizational skills and consistently track your progress in CRM
• You thrive on presenting to customers and love having conversations with new people
• You work well as part of a team and are familiar with team selling

Key Success Criteria to be an Account Executive at Thentia include

• Prior enterprise sales experience in SaaS, cloud, systems, or digital transformations.
• Solution selling expertise.
• Public sector sales experience with federal, state, or provincial government.
• Experience with deal sizes greater than $100K ARR.
• A demonstrated strong performance trajectory of exceeding sales targets.

Nice to haves

• Trained in classic selling methodologies (Spin Selling, Challenger, Sandler, etc.)
• Experience selling into government verticals of Healthcare, Agriculture, Transportation, Cannabis, Gaming, Liquor, Financial Services, Insurance, Environmental, Natural Resources
• Experience Completing Government RFPs

Education:

• University degree (BA), preferably in business administration, technology, sales or marketing

We’re proud to be ‘Great Place to Work’ certified in the U.S. and Canada. Nearly 90% of our employees have participated and nearly 9 out of 10 employees overall agreed that Thentia is a ‘great place to work’.

We are a hybrid workplace: At Thentia, we've adopted a hybrid work model with 3 days a week in office and 2 days at your discretion. As a company, hybrid collaboration is key to our success because:

• It’s noticeably and positively different when we have people together
• Being all remote is pretty impersonal and can be isolating
• Serendipitous interactions can spark new big ideas and innovation

• Problem solving and sharing ideas in real time moves us forward faster
• Cross group collaboration makes us stronger
• Having fun, together helps us win together
• Best of all…feeling the energy in the room around ideas and wins is incredible!

Compensation

Thentia provides employees with a competitive base salary along with:

• Full Health Insurance coverage (programs vary for each country)
• Flexible paid-time-off, including vacation and wellbeing days, and volunteer days
• Parental Leave

• Year-end bonus potential (for eligible roles)
• Professional development & training, including Udemy Business

Our Commitment

Thentia is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We are building products for a diverse world and are committed to building and fostering an environment where our employees feel included, valued, and heard, which enables us to make commerce better for everyone. We strongly encourage applications from racialized people, people with disabilities, people from gender and sexually diverse communities and/or people with intersectional identities. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, provincial, or local laws in the regions we operate. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, or internships.

We thank all applicants in advance for applying. Only individuals selected for interviews will be contacted.

Staffing Firms Thentia does not accept unsolicited submissions. All firms must have valid agreements in place.

Thentia provides employees with a competitive base salary along with

• Full Health Insurance coverage (programs vary for each country)
• Flexible paid-time-off, including vacation and wellbeing days, and volunteer days
• Parental Leave

• Year-end bonus potential (for eligible roles)
• Professional development & training, including Udemy Business