Account Executive, SLED

Responsibilities

• Own a territory of state, local, and education accounts, including cities, counties, higher education institutions, K-12 districts, and state entities.
• Generate new-logo pipeline through outbound prospecting, territory development, customer referrals, events, associations, and ecosystem relationships.
• Manage opportunities through the full sales cycle, from prospecting and discovery through solution alignment, business-case development, negotiation, procurement, and close.
• Build account and territory plans, including territory mapping, messaging, and outbound campaigns.
• Develop relationships with customers, industry associations, regional organizations, and SLED ecosystem partners.
• Conduct discovery to identify pain points, stakeholders, and product fit.
• Deliver targeted product demonstrations, collaborating with Sales Engineering on deeper technical requirements.
• Maintain accurate pipeline and account records in Salesforce, including forecasting and pipeline management.
• Partner with Sales Engineering, Marketing, Revenue Operations, and other cross-functional teams.
• Travel onsite to prospects and customers and attend tradeshows approximately 1–2 times per quarter.

Requirements

• 3+ years of quota-carrying B2B or SaaS sales experience.
• Demonstrated ability to generate pipeline through outbound prospecting and territory development.
• Experience owning opportunities through the complete sales cycle.
• Strong discovery and consultative selling skills, including the ability to navigate multiple stakeholders.
• Experience developing and executing account and territory plans.
• Ability to learn technical products quickly and communicate their value to technical and business audiences.
• Strong CRM discipline and forecasting and pipeline-management skills.
• Strong problem-solving, critical-thinking, communication, and relationship-building skills.
• Self-motivated and comfortable prospecting into new accounts.
• Ability to manage longer, multi-stakeholder public-sector sales cycles while creating new pipeline and expanding existing accounts.

Nice-to-Haves

• Experience selling to higher education, K-12, or state and local government organizations.
• Familiarity with public-sector procurement, including RFPs, purchasing cooperatives, contracts, and budget cycles.
• Bachelor's degree, preferably in business or a related field.
• Experience carrying a blended new-logo and expansion quota.

Benefits and Compensation

• Four-day work week.
• Equity participation.
• Professional-development support.
• Company-paid medical, dental, vision, short-term disability, long-term disability, life, and AD&D insurance coverage for employees and dependents, subject to plan terms.
• Company match on the first 6% of employee deferrals.
• Flexible paid time off.
• Health Savings Account and wellness incentives.
• Quarterly company values awards.