# Account Executive, SLED

**Company:** [PDQ](https://hotfix.jobs/companies/pdq)
**Location:** South Salt Lake, UT
**Role:** Account Executive
**Experience:** 3+ years
**Skills:** B2B Sales, SaaS, Outbound Prospecting, Territory Planning, Consultative Selling, Discovery, Salesforce, Pipeline Management, Forecasting, Product Demos, Rfps, Public Sector Procurement
**Posted:** 2026-09-02

> Own and grow a state, local, and education sales territory by generating pipeline, winning new logos, and expanding existing accounts through the full sales cycle. The role requires 3+ years of quota-carrying B2B or SaaS sales experience and strong consultative selling skills.

## Job Description

## 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.

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