Senior Account Executive, Public Sector
Senior Account Executive responsible for new business acquisition and expansion in State, Local, and Education (SLED) markets. Requires 7-15 years of SLED technology sales experience, proven seven-figure quota attainment, deep procurement knowledge, and an existing government network.
About the job
Key Responsibilities
- Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes.
- Design and execute a territory play-book that contributes significantly to the company’s financial objectives and market leadership.
- Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies.
- Partner with Customer Success and Product teams to ensure successful pilot-to-production transitions and long-term account health.
- Identify and leverage a robust network of channel partners, system integrators (SIs), and lobbyists to accelerate market entry and deal velocity.
- Maintain a rigorous, predictable sales pipeline, providing accurate quarterly forecasts in a landscape known for its long lead times.
Qualifications
- 7–15 years of demonstrable success in technology sales, with a primary focus on SLED (State, Local, and Higher Education) markets.
- Consistent history of over-achieving seven-figure quotas and closing "landmark" deals within government sectors.
- Deep understanding of public sector procurement vehicles (e.g., NASPO, GSA, state-specific contracts) and the legislative cycles that drive funding.
- A "ready-to-go" book of business and high-level contacts within key state and local agencies.
- Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials.
- Experience thriving in a high-growth, fast-paced environment where proactive problem-solving and an entrepreneurial mindset are required.
- Bachelor’s degree required; advanced degree or relevant certifications in Public Administration or Business preferred.
Compensation and Benefits
- Base salary range: $248,125–$345,000 (varies by location; Mountain View, CA at high end).
- Total compensation includes company bonus, incentive for sales roles, equity, and benefits.
- Comprehensive benefits: medical, dental, vision, HSA, FSA, life/AD&D insurance, 401(k) match, parental leave, unlimited PTO (with policy terms and 8 holidays), disability insurance, accident/critical illness insurance, referral bonuses, EAP, pet insurance, travel assistance, wellbeing/childcare discounts, learning and development benefits.
Skills
Public Sector Sales, Sled Sales, Government Procurement, Rfp/Rfi Processes, Naspo, Gsa, Sales Forecasting, Executive Relationship Building, Channel Partners, System Integrators
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