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AvePoint

Corporate Account Executive - Public Sector

LocationLondon, United Kingdom
Work modeon-site
Typefull-time
DepartmentSales
Company size1,001–5,000 people
First seen3w ago
Last seen1d ago
What will you be doing?
As Corporate Account Executive, Public Sector, you will own new-logo acquisition across a defined vertical and account set in the UK, Ireland and South Africa. Your focus will be public sector organisations with 2,000–7,499 employees. This is a dedicated new-business role and you are unlikely to inherit existing customers.
You will use available account, industry and SKU growth data to create, own and execute a clear territory strategy focused on sustainable net-new ARR growth. You will manage the full sales cycle—from prospecting and opportunity creation through procurement, negotiation and close—while building trusted relationships with business, technical, procurement and executive stakeholders.
This is a self-sourcing role. You will have access to Business Development, Solutions Engineering, Partner Account Management and marketing resources, but this support is intended to complement—not replace—your personal accountability for creating pipeline. As a channel-first organisation, close alignment with the Partner Account Manager and partner ecosystem will be central to how you develop routes to market, generate demand and win business. Customer Success support will become available once a customer reaches the applicable ARR threshold.
Your responsibilities will include:
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Creating, validating, owning and executing a data-led territory and account plan that sets out how you will achieve an annual net-new ARR target of approximately $900,000 USD once fully ramped.
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Using account intelligence, industry trends, SKU performance and growth data to prioritise target accounts, identify whitespace and focus resources on the strongest ARR opportunities.
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Personally sourcing pipeline through disciplined prospecting, executive outreach, networking, events, social selling and account-based activity.
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Working with the BDR to increase coverage and accelerate opportunity creation, while retaining personal ownership of pipeline generation and territory performance.
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Leading new-logo acquisition across assigned public sector accounts within your defined vertical, with no reliance on an inherited customer base.
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Managing the full sales cycle from initial engagement and qualification through discovery, solution development, business case, procurement, negotiation and close.
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Operating effectively within a channel-first model by working closely with the PAM to build and execute partner-led account plans and routes to market.
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Developing productive relationships with resellers, framework providers, distributors, system integrators and strategic alliance partners to create pipeline and close business.
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Building and progressing opportunities through public procurement frameworks, tenders, direct awards and other compliant purchasing routes.
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Partnering with Solutions Engineering to shape discovery, technical validation, demonstrations and solution design around customer outcomes.
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Working with marketing to develop and execute targeted vertical, territory and account-based campaigns that generate measurable pipeline.
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Engaging Customer Success at the appropriate stage for customers that meet the applicable ARR threshold, ensuring a strong transition from sale to adoption.
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Managing complex sales cycles involving procurement, IT leadership, information governance, security, records management, finance and executive sponsors.
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Positioning AvePoint’s platform solutions against public sector priorities including digital transformation, cyber resilience, AI adoption, compliance, data governance and modern workplace initiatives.
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Delivering compelling presentations, workshops and value-based business cases that demonstrate measurable outcomes, commercial impact and return on investment.
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Maintaining an accurate, current and sufficiently covered pipeline, forecast and account strategy within the CRM, with clear next steps and stakeholder ownership.
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Attending virtual and face-to-face customer meetings, partner engagements, industry events and conferences across the territory as required.
Is this the role for you?
We are looking for someone who combines agility, passion, accountability and teamwork with the commercial drive to build a territory from the ground up. You will be comfortable creating your own opportunities, mobilising supporting resources and remaining accountable for the overall ARR outcome.
You will understand how public sector organisations buy technology and be able to translate policy priorities, funding signals, market trends and customer challenges into focused account plans and commercially qualified opportunities.
You will be strategic and data-led, but equally willing to execute. Success requires a consistent prospecting cadence, disciplined qualification, strong internal orchestration and effective use of BDR, SE, PAM and marketing support without becoming dependent on those resources for pipeline creation.
If you enjoy winning new logos, developing partner-led routes to market, navigating complex public procurement and helping organisations achieve meaningful outcomes through technology, this role offers the opportunity to build and own a high-growth public sector territory.
Experience and qualities required:
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Proven success in a new-business software, SaaS, cloud, cybersecurity, information management or enterprise technology sales role.
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Demonstrated ability to self-source, develop and close net-new business opportunities against an ARR or recurring-revenue target.
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Experience creating and executing a territory plan for a defined account set, segment or vertical.
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Experience selling into public sector organisations is strongly preferred.
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Understanding of public procurement processes, framework agreements, tendering environments and partner-led purchasing routes.
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A strong channel mindset, with experience working effectively with Partner Account Managers, resellers, system integrators and alliance ecosystems.
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Ability to use market, account and performance data to prioritise activity and make sound commercial decisions.
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Experience engaging and influencing executive, business, procurement and technical stakeholders.
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A consultative, value-based sales approach with the ability to develop credible business cases and articulate measurable outcomes.
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Strong prospecting, communication, presentation, negotiation and listening skills.
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Ability to manage multiple complex opportunities and coordinate cross-functional resources without losing personal accountability.
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Strong forecasting discipline and experience maintaining accurate pipeline and account data in CRM systems.
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Resilience, curiosity, pace and a clear ownership mindset.
Benefits we offer:
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Market-competitive compensation including bonus scheme
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Career progression and internal mobility opportunities
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30 days of annual leave, in addition to public holidays
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GBP 1.000,00/Year towards our Tuition Reimbursement Program
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Company pension scheme
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Private medical insurance
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Employee Referral Program
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Corporate Donation Matching Program
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Maternity policy
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Company sponsored events / regular team building events
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Extra paid perk days - Birthday off, Family/Life Event Day, Volunteering…
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