Remote Highspot Platform Jobs in California (NOW HIRING)

Salary: Depends on Qualifications
Location : Remote
Job Type: Full-Time
Job Number: 00938
Department: AE Sales
Division: HCM
Opening Date: 08/04/2026
About
This position is 100% remote within the U.S., requiring travel approximately once every quarter.
For over 25 years, NEOGOV has been at the forefront of public-sector innovation, building technology that helps government and education organizations work smarter, move faster, and better serve their communities.
We are a team of cutting-edge technologists, operators, and problem-solvers with top-tier skills and a shared ambition: to build the most efficient operating model in GovTech. We combine deep public-sector expertise with modern SaaS practices, AI-enabled workflows, and a relentless focus on execution.
At our core, we are a people-first company. We empower our customers to support the public servants they employ, the communities they serve, and the talented teams that bring our platform to life.
Our solutions support the entire employee journey, from hire to retire. By transforming complex HR and compliance workflows into simple, intuitive experiences, we help public-sector organizations reduce friction, improve efficiency, and focus on what matters most: making a difference.
Why you'll love selling here

• Category leadership & impact: A modern, integrated platform agencies recognize and love across Recruiting, Onboarding, Performance, Learning, Compliance/Policy, and HRIS.
• Hyper-relevant market: Long-standing brand and relationships across local government; deep understanding of procurement and compliance.
• Elite enablement & tech stack: Sell with tools sellers dream about-Salesforce, Gong (AI-driven call insights & coaching), Outreach (sequencing & prospecting), Highspot (content), Google Workspace, and AI copilots to research, tailor messaging, and build business cases.
• Growth and mobility: Clear pathways for advancement, leadership that invests in coaching, and a culture of accountability, inclusion, and doing the right thing for customers.

Role Overview
As a Regional Sales Representative, you will own a territory of cities, counties, and special districts. You'll generate and advance pipeline, run consultative discovery, build multithreaded relationships, and orchestrate complex buying cycles from first meeting through procurement and implementation. You will align NEOGOV's platform to agency priorities (talent attraction, retention, compliance, citizen service) and deliver clear, defensible ROI.
This posting is for an existing vacancy.
What You Will do

• Pipeline creation: Build and execute territory plans; run multi-channel prospecting (Outreach sequences, social, partner referrals, events).
• Discovery & diagnosis: Lead executive-level discovery to surface strategic outcomes and MEDDPICC-qualified criteria (Metrics, Economic Buyer, Decision Process/Criterion, Paper Process, Identify Pain, Champion, Competition).
• Product storytelling: Deliver tailored, value-based demos (Google Meet or on-site) with Sales Engineering; translate use cases into tangible outcomes.
• Business cases & ROI: Quantify impact (time-to-hire, compliance risk reduction, training completion, cost avoidance) and package compelling proposals.
• Deal orchestration: Multithread across HR, IT, Finance, Procurement, and Legal; manage the paper process including T&Cs, data security, and cooperative purchasing.
• Forecasting & hygiene: Maintain accurate pipeline, next steps, and close plans in Salesforce; forecast weekly with precision.
• Enablement & coaching: Use Gong to review calls, track topics/risks, and continuously improve. Leverage Highspot for content and Klue for competitive Intel.
• AI leverage: Use approved AI tools to research agencies, tailor messaging, summarize calls, and draft business narratives-always with human judgment and compliance.
• Cross-functional teamwork: Partner with SDRs, Marketing, Product, Customer Success, Professional Services, and Finance to accelerate cycles and ensure a strong handoff.
• Market presence: Travel for key on-sites, conferences, and user groups (once a quarter).

Who You Are

• An expert communicator with strong business acumen.
• Organized, efficient, and focused on targets, with a high level of integrity.
• A self-starter with a strong sense of ownership and accountability.

What You Have

• 3-5+ years of quota-carrying SaaS sales experience; public sector experience is a strong plus.
• Track record of exceeding new-business targets in complex, multi-stakeholder deals with formal procurement.
• Mastery of consultative selling, multithreading, and executive communication; familiarity with MEDDPICC or similar methodology.
• Proficiency with our enablement stack: Gong, Outreach, Highspot, Salesforce, Google Workspace; comfort adopting AI tools responsibly.
• Strong business acumen with the ability to build data-driven ROI cases and navigate legal/security reviews.
• High integrity, ownership, resilience, and a bias for preparation and follow-through.

How we define success ( First 12 months)

• New ARR attainment at/above quota with healthy deal quality and margin.
• Consistent forecast accuracy and CRM hygiene (stage progression, next steps, close plans).
• High-quality discovery, compelling ROI narratives, and executive references.
• Active engagement with enablement (Gong call reviews, coaching plans) and contribution to peer learning.

What NEOGOV Offers

• Competitive Wages
• Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1
• Generous PTO to support work-life balance
• 401K Matching
• 12-week Paid Parental Leave
• Autonomy to grow and find your career path with supportive leadership
• Remote working opportunities
• Inclusive and diverse work environment

NEOGOV does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, protected military status, or other non-merit factors.
Our hiring process may include Artificial Intelligence (AI) screening for keywords and minimum qualifications. Recruiters review all results.
01
Will you now, or in the future, require sponsorship for employment visa status (e.g. H-1B visa status)?

• No
• Yes

02
How many years of experience do you have in B2B SaaS Sales within a quota-driven environment?

• No experience
• 1-2 years
• 3-5 years
• 5-10 years
• 10+ years

03
Do you have experience selling SaaS products? If yes, please list the names.
04
Do you have any experience with HR Software sales?

• Yes
• No

05
Do you have experience selling to government or other public sector agencies? If yes, please elaborate.
06
Do you have any experience with new business prospecting? If yes, please elaborate.
07
Do you have experience using the MEDDPICC methodology?

• Yes
• No

08
Please share your quota and quota attainment for each of the past three years.
Required Question