Sr. Sales Specialist, Govt. HighQ & Partnership Sales

Accountabilities:: Drive sales of HighQ, CoCounsel, and current and future partnership solutions across government accounts, serving as a trusted subject matter expert and strategic sales lead. Lead full-cycle sales motions for partnership offerings, including prospecting, qualification, discovery, demonstrations, solution positioning, negotiation, and closing. Articulate the value of secure collaboration, document management, AI-powered legal capabilities, and workflow solutions for government legal and operational teams. Address government-specific considerations around AI adoption, data privacy, security, responsible AI governance, compliance, and agency requirements. Partner with territory owners and account executives to identify opportunities within strategic accounts and deliver coordinated client engagements. Lead complex, multi-stakeholder sales initiatives by coordinating product specialists, solution engineers, customer success, legal, pricing, marketing, partners, and executive stakeholders. Develop and maintain strong relationships with state attorneys general offices, federal agencies, legislative bodies, courts, and public legal departments. Navigate government procurement processes including RFPs, sole-source justifications, cooperative purchasing vehicles, and GSA or contract schedules. Collaborate with proposal, legal, pricing, government affairs, channel, and partner teams to develop competitive and compliant responses. Lead co-selling initiatives with partner organizations and progressively transition toward independent selling as product knowledge and enablement mature. Maintain current knowledge of partnership products and emerging solutions, completing required enablement and certifications. Use Salesforce and enablement tools to accurately manage pipeline activity, opportunity tagging, deal progression, and reporting. Engage with executive and agency leadership to position solutions as strategic technology investments aligned with broader government needs. Share pipeline insights, competitive intelligence, and market feedback while contributing to a collaborative team-selling culture. Stay informed on government technology trends, AI governance, regulatory developments, legal technology requirements, and agency modernization initiatives. Travel as needed to support strategic state and federal government accounts. Requirements 7+ years of sales experience within the public sector, particularly state and/or federal government, with a demonstrated history of closing complex, high-value technology deals. Strong understanding of government procurement cycles, budgeting processes, compliance requirements, security considerations, and public-sector purchasing environments. Proven ability to manage multi-threaded enterprise opportunities from prospecting through close and coordinate complex cross-functional sales efforts. Demonstrated success in collaborative, team-based selling environments, particularly within matrixed organizations. Experience selling SaaS platforms, legal technology, AI-powered solutions, information services, or comparable enterprise technology is strongly preferred. Familiarity with public-sector AI adoption, responsible AI frameworks, data governance, and government security standards such as FedRAMP. Understanding of AI-enabled legal solutions, document intelligence, high-volume document environments, litigation workflows, and complex case management is preferred. Familiarity with file sharing, collaboration, project management, virtual data rooms, enterprise social networking, or knowledge-sharing platforms is a plus. Experience using Salesforce, conducting virtual demonstrations, and selling remotely is required. Exceptional executive presence and communication skills, with the ability to explain complex solutions to both technical and non-technical government stakeholders. Strong commercial and business acumen, including the ability to develop compelling ROI and value-based business cases. Ability to build trust with customers, partners, and internal stakeholders while consistently supporting team performance. Strong organizational skills and the ability to manage multiple strategic opportunities, stakeholders, and sales cycles simultaneously. Willingness and ability to travel as required across assigned state and federal territories. Must be based in the United States. Benefits Target total cash compensation range of $136,500–$253,500 USD for eligible US locations, including base pay and target sales incentive. Compensation is positioned within the applicable range based on factors such as knowledge, skills, experience, and internal equity. Flexible work arrangements, including the ability to work from anywhere for up to 8 weeks per year. Flexible vacation and generous paid-time-off programs, including two company-wide mental health days. Comprehensive health, dental, vision, disability, and life insurance benefits. Competitive 401(k) retirement savings plan with company match. Access to Headspace and resources supporting mental, physical, and financial wellbeing. Tuition reimbursement and ongoing professional development opportunities. Employee incentive programs and access to an employee stock purchase plan. Adoption and surrogacy assistance, commuter benefits, and additional work-life support programs. Two paid volunteer days annually and opportunities to participate in community and pro-bono initiatives. Inclusive workplace and interview practices with accommodations available for qualified candidates with disabilities. Remote-first flexibility with an in-person onboarding experience for new hires