Account Executive

Job Description

Job Title: Account Executive

Non-Exempt: No

Remote: My Work Mode

Department: Sales

Reports To: Head of Revenue

Work Hours: 8:00 AM - 5:00 PM ET

About MuniBilling

MuniBilling offers flexible Electronic Bill Payment & Presentment as a Service (EBPPaaS) for municipalities, HOAs, property managers, and organizations with complex billing operations. We modernize billing operations through subscription and managed service models, supporting clients from implementation through ongoing support. Based in Greensboro, NC, we foster a collaborative, feedback-driven culture with competitive pay, full benefits, a 401(k) match, and a strong work environment.

Role

The Account Executive contributes to revenue growth by owning the full sales cycle from prospecting and discovery through solution alignment, negotiation, contract execution, and handoff. This role serves as a trusted advisor to prospective customers by understanding technical, operational, and business requirements and connecting those needs to supportable MuniBilling solutions.

The ideal candidate is a technically savvy, disciplined, AI-enabled seller who can apply a structured sales methodology, navigate complex buying committees, maintain accurate pipeline and forecasting discipline, and collaborate across teams to move qualified opportunities to close. AI is used to increase speed, quality, and insight throughout the sales process, while the Account Executive remains accountable for judgment, buyer trust, commercial commitments, pricing, negotiation, forecasting, and the accuracy of every customer-facing representation.

AI-Enabled Sales Expectations

MuniBilling expects Account Executives to use AI as a practical sales productivity tool while maintaining strong human judgment and accountability. Use AI-enabled tools for account research, personalized outreach, meeting preparation, CRM update drafts, proposal support, follow-up, and initial value-model content.

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• Use AI-driven insights to strengthen deal strategy, stakeholder planning, objection handling, risk identification, and next-step recommendations.
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• Validate AI-generated proposals, ROI/value models, meeting summaries, requirements, and claims against customer data and confirmed MuniBilling capabilities before relying on or presenting them.
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• Maintain human ownership of pricing, negotiated terms, commitments, forecast calls, contract positions, confidential information, and customer trust. No unverified AI-generated claim should be presented to a buyer.
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Career Growth Opportunities

Career paths may include Senior Account Executive, strategic or enterprise selling, revenue leadership, Value Engineering, Alliance Partnerships, or other MuniBilling disciplines based on performance and business needs.

Essential Functions

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• Own the full sales cycle, including prospecting, qualification, discovery, stakeholder mapping, solution alignment, proposal development, negotiation, contract execution, and handoff.
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• Apply a structured sales methodology such as MEDDICC, Challenger, or an approved equivalent to qualify opportunities, expose risk, build consensus, and advance deals.
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• Lead discovery that identifies and quantifies buyer goals, pain points, decision criteria, decision process, procurement requirements, and success measures.
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• Use AI-enabled tools and AI-driven insights for account research, personalized outreach, meeting preparation, CRM support, proposal drafting, deal strategy, objection handling, risk identification, and follow-up, while validating outputs before use.
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• Translate technical, operational, and business requirements into effective, supportable MuniBilling solution recommendations in partnership with Solutions/Value Engineering and other internal resources
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• Develop and deliver clear demonstrations, presentations, proposals, business cases, and value narratives tailored to operational and economic priorities
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• Maintain accurate opportunity records, stakeholder information, next steps, close dates, risks, forecast categories, pipeline hygiene, and qualification evidence in the CRM.
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• Develop pursuit and close plans for complex opportunities, coordinate cross-functional resources, and build trusted relationships across the buying committee.
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• Negotiate pricing, commercial terms, and deal structure within company guidelines and required approval processes.
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• Sell only from shipped or confirmed in-development capability; escalate gaps, validate claims, and avoid unsupported commitments or overpromising.
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• Coordinate a clean implementation handoff with documented scope, assumptions, expectations, commitments, stakeholders, and risks.
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• Represent MuniBilling professionally in client meetings, industry events, conferences, and strategic pursuits; travel as needed.
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Competencies

Proven quota-carrying performance and disciplined full-cycle sales execution.Technical aptitude and credibility in complex software, platform, managed-service, or operational-solution conversations.Strong discovery, structured qualification, stakeholder navigation, value-based selling, presentation, negotiation, and closing skills.Pipeline management, forecast judgment, CRM discipline, business acumen, and strong follow-through.Practical AI fluency for research, outreach, analysis, meeting preparation, CRM support, proposal development, and pursuit productivity, with the judgment to validate outputs and protect customer trust.Ability to communicate effectively with executive, operational, technical, financial, procurement, and legal stakeholders.Collaborative, organized, and ethical approach with sound judgment around customer information, pricing, commercial discussions, and confidential business data.

Supervisory Responsibilities

None. Senior-level Account Executives may mentor newer sellers and support complex strategic pursuits.

Qualifications

Required

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• Proven experience as an Account Executive or quota-carrying B2B sales professional with ownership of opportunities from discovery through contract execution.
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• Demonstrated use of a structured sales methodology such as MEDDICC, Challenger, or equivalent.
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• Experience navigating complex buying committees, technical requirements, proposals, negotiations, and contracts.
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• Demonstrated pipeline management and forecasting discipline in a CRM.Experience using AI-enabled tools, automation, or modern sales technology for research, outreach, CRM support, meeting preparation, deal support, or productivity.
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• Strong communication, presentation, relationship-building, negotiation, and cross-functional collaboration skills.Willingness and ability to travel as required; high school diploma or GED.
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Preferred

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• Experience selling SaaS, enterprise software, managed services, GovTech, PropTech, utility technology, multifamily, payments, or other solutions-based offerings.Experience selling platforms with implementation, professional services, or recurring managed services attached.
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• Familiarity with public-sector procurement, including RFP, RFI, or RFQ cycles, and/or selling to municipalities, HOAs, property managers, utilities, or organizations with complex billing operations.
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• Experience with HubSpot, Salesforce, Microsoft Dynamics, or a similar CRM platform.Bachelor's degree in business, technology, or a related field, or equivalent practical experience.
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Affirmative Action / EEO Statement

MuniBilling is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. MuniBilling is proud to be a drug-free workplace. However, screening tests for alcohol and illegal drugs may be performed on applicants and employees as a condition of employment or during employment.