Jeff Saitz
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Open to Director, Sr. Director & VP roles · Remote / New Jersey
Presales / Solutions Engineering / Solutions Consulting

Win the deal.
Then build the system that wins the next one.

Presales and solutions leader for public sector, local government, and utility software. Eighteen years at Edmunds GovTech, Director-level since 2020 and Senior Director since 2025. Led every stage of a $1M booking, the largest deal in company history and double the prior record, the third straight company record. Built a demonstration operating system every presenter now runs independently, and kept more than 33% of completed demonstrations on deals the company won.

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Jeff Saitz, Senior Director of Customer Experience and Solutions Consulting at Edmunds GovTech
$0
Largest deal in
company history
0
Straight company
record deals
0
Demo-to-win rate
across tracked years
0
Years at
Edmunds GovTech
The thesis

A demo is not a performance.
It is an operating system.

Performance leaves with the performer. A system stays. Discovery standards, an adapted method, coaching, capacity planning, and measurement in Salesforce turn one strong presenter into a bench of them, which is the difference between a team that wins when the right person is free and a team that wins on the calendar it was given. Operating philosophy, applied since 2020
Signature case

The Record Ladder

Three straight company-record deals, the last of them a $1M booking at double the prior record and the largest in Edmunds GovTech history. Every stage ran through one desk: discovery, 3,500 RFP questions, the demonstrations, and the contract fine print.

Prior records
$1M booking
Booking value, consecutive company records $1M Prior Record 1 Record 2 $1M booking Record deal 1 Record deal 2 Record deal 3 2x PRIOR RECORD
Record deal 1Company record
Record deal 2Prior record
Record deal 3$1M, 2x prior
Inside the $1M deal
Select a stage
31
States covered by the eight sales reps supported
Discovery sits ahead of every other stage. Tailored discovery into municipal and utility workflows is the standard the whole demonstration function is built on, and it is what lets a public sector buyer see their own operation in the software rather than a generic tour.
3,500
RFP questions answered from the customer's consultant on that single deal, alongside the demonstrations and the contract fine print.
2x
The prior company record. The booking covers signing plus annual contract value, and it stands as the largest in company history.
3
Consecutive company records. One deal is a result. Three in a row is a method that holds under different buyers and different cycles.
About

Three lanes.
One motion.

My work sits across three titles that most companies treat as separate hires: presales, solutions engineering, and solutions consulting. Underneath them is one motion, and it has run at the same company for eighteen years.

Edmunds GovTech builds software for local governments and utilities. My path there ran from Tier 3 support to marketing engineering, then into solutions consulting, then Director in 2020 and Senior Director in 2025. Leading four solutions consultants, including a director, supporting eight sales reps who sell into 31 states, and running Customer Experience alongside it.

Two things came out of that run. One was a demonstration operating system, built from discovery standards, a Demo2Win adapted method, coaching, capacity planning, and Salesforce measurement, which every presenter now runs without me. The other was a Customer Experience function, created and staffed from nothing, that retained 50% more customers in its first year.

The operating philosophy underneath both: win the room, then make the room repeatable.

Portrait of Jeff Saitz
Jeff Saitz
Senior Director, Customer Experience & Solutions Consulting
Eighteen years, one company
Senior Director, CX & Solutions Consulting2025
Director of Solutions Consultants2020
Solutions Consultant2015
Marketing Engineer2011
Support Specialist I to III2008
The method

The Demo Operating System

Four parts. Each one moves a demonstration from something a person does to something a department runs. This is the pattern behind three straight record deals and a win rate that held while the markets got harder.

01 / Standardize
Set the discovery bar
A demonstration is only as good as the questions asked before it. Discovery standards define what has to be known about a municipality or utility before anyone opens the software, so the demo answers a real operation instead of showing a feature list.
Standard before showmanship
02 / Adapt
Make the method repeatable
Adapting the Demo2Win method into a motion built for public sector buying turned a personal skill into a team one. Every presenter now runs full demonstrations independently, which is the only version of a presales team that scales.
Every presenter runs solo
03 / Measure
Track it in Salesforce
Demo tracking designed for engagement ownership, presenter activity, capacity, follow-up, and outcome. Measurement is what turns opinion about demo quality into a number a sales leader and a CFO can both read.
More than 33% on won deals
04 / Coach
Develop the bench
Presenters and leaders developed against the standard, with capacity planned so nobody is the single point of failure. The operating system and the demo tracking both remain in use today, which is the real test of whether a system was built or just announced.
Still in use today
Career

Experience

OCT 2025 / PRESENT
Senior Director of Customer Experience & Solutions Consulting
Edmunds GovTech, Inc.
Led every stage of a $1M booking, the largest deal in company history and double the prior record: answered the customer consultant's 3,500 RFP questions, ran the demonstrations, and worked the contract fine print. Followed it by designing and building, with AI-assisted development, a system that answers RFP questions. Created and staffed a Customer Experience function that retained 50% more customers in its first year. Leads four Solutions Consultants, including a director, supporting eight sales reps selling into 31 states.
$1M booking3,500 RFP questions50% more retained31 states
$1M
Largest deal
in company history
OCT 2020 / OCT 2025
Director of Solutions Consultants
Edmunds GovTech, Inc.
Built the demonstration department's operating system: discovery standards, coaching, and capacity planning. Adapted the Demo2Win method into a repeatable demo motion that every presenter now runs independently. Kept more than 33% of completed demonstrations on deals the company won, steady across the years tracked as markets grew newer, more saturated, and more competitive. Designed Salesforce demo tracking for ownership, presenter activity, capacity, follow-up, and outcomes. Developed presenters and leaders; the operating system and the demo tracking remain in use today.
33%+ demo-to-winDemo2Win adaptedSalesforce tracking
33%+
Demos on
won deals
2008 / 2020
Earlier roles: Solutions Consultant, Marketing Engineer, Support Specialist I to III
Edmunds GovTech, Inc.
Solutions Consultant: ran discovery and tailored demonstrations to municipal and utility workflows. Marketing Engineer: built campaigns, product content, and RFP responses, and delivered keynote presentations at user group events. Support Specialist I to III: rose to Tier 3 support, resolving complex accounting and software issues for local governments and utilities.
Tier 3 supportUser group keynotesMunicipal workflows
18
Years at
Edmunds GovTech
Proof

Records, retention,
repeatability.

$1M
Largest Deal
Double the prior company record
Company history
3
Straight Records
Three consecutive company-record deals
Presales
3,500
RFP Questions
Answered on the record deal alone
RFP response
33%+
Demo-to-Win
Steady across the years tracked
Operating system
50%
More Retained
Customer Experience function, first year
Customer experience
31
States Sold Into
Eight sales reps supported
Coverage
4
Consultants Led
Including a director
Team
18
Years, One Company
Tier 3 support to Senior Director
Edmunds GovTech
Proficiency

Core skills

Technical Presales & Sales Engineering Leadership96%
Demo & POV Strategy95%
Discovery & Solution Design94%
RFP Response & Automation93%
Solutions Consulting & Customer Experience92%
Team Development & Coaching92%
Win Rate Measurement & Salesforce Cadence90%
Applied AI for Knowledge & RFPs88%
Credentials

What I bring
on paper.

Applied AI at Edmunds GovTech

  • AI system that answers RFP questionsBuilt
  • Knowledge tools with a feedback loopRetention
  • Accurate product answers at any hourStaff
  • Chatbot results drove a roadmap decisionProduct

Education & Tools

  • Bachelor's degree, Accounting, Magna cum laudeVirginia Wesleyan
  • Salesforce metrics & operating cadenceExpert
  • Public sector, local government & utility software18 years
  • AI-assisted Python prototyping, FastAPI, PostgreSQLWorking
Get in touch

Let's win
the next one.

Open to Director, Senior Director, and VP roles in Presales, Solutions Engineering, and Solutions Consulting. Remote, based in New Jersey.

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