Enterprise Sales Executive - Capital Planning

Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide. We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan.

Gordian is the leading provider of Building Intelligence™ Solutions, delivering unrivaled insights, robust technology and comprehensive expertise that fuel customers’ success during every phase of the building lifecycle. Gordian created Job Order Contracting (JOC) and delivers industry standard RSMeans Estimating Data as well as Facilities Optimization Services and Software. We empower organizations to optimize capital investments, improve project performance and minimize long-term operating expenses.

Join Gordian’s dynamic team as a Enterprise Sales Executive, Capital Planning focusing on new client acquisition and revenue growth within US State and local government departments and agencies and our Higher Education space. As a key player, you will drive sales engagement from prospecting to closing, working closely with internal resources to achieve aggressive business goals.

Working with Business Development Representatives and other internal resources, Enterprise Sales Executives actively drive and manage the sales engagement through a complex buying cycle, from prospecting through closing. Enterprise Sales Executives must be able to prospect, qualify, and define customer requirements. They are expected to effectively articulate Gordian’s value proposition for various solution features and benefits and recommend appropriate solutions to customer stakeholders.

Key Responsibilities

• Meet or exceed sales quotas for bookings, pipeline growth, and related activity metrics.

• Position Gordian as a leader, offering unique, value-added services in the market.

• Conduct face-to-face and virtual selling activities with prospective and current customers across assigned regions.

• Manage complex deals and relationships to maximize impact across a multi-state territory.

• Develop territory plans, prospecting strategies, and client action plans.

• Collaborate with the Marketing and Business Development Representative teams to strategize effective target lists and lead generation.

• Identify, qualify, pursue, and close net new opportunities for customers, leveraging resources as needed.

• Coordinate with operational and sales support groups to ensure successful implementation and delivery.

• Identify cross-sell opportunities and engage appropriate overlay resources.

• Utilize MEDDPICC and other sales qualification methods to maintain a healthy funnel.

• Maintain accurate and up-to-date records of sales activities, forecasts, and customer interactions in Salesforce.

• Schedule and attend daily face-to-face and virtual appointments with current or prospective buyers.

• Stay updated on market conditions, needs, and competitor strategies.

• Participate in industry conferences, trade shows, and networking events to expand Gordian’s presence.

Required Skills & Experience

• Bachelor’s degree or equivalent work experience.

• 5 years of experience selling technology, information services, or business solutions to the US state and local government sector.

• Proven track record of meeting or exceeding sales quotas and developing new business in a similar role.

• Experience navigating complex deals and relationships in the US State and Local government sector.

• Strong presentation and written communication skills.

• Ability to conduct effective in-person and virtual customer meetings.

• Up to 20% travel required.

Preferred Skills & Experience

• Familiarity with the construction project lifecycle.

• Familiarity with facilities management and capital planning