Strategic Account Executive
Owns prospecting, pipeline development, relationship management, negotiations, and revenue growth across State, Local, and Education accounts. Requires at least five years of closing experience, enterprise or mid-market field sales expertise, and a proven record selling technology to public-sector organizations.
About the job
Responsibilities
- Prospect into State, Local, and Education organizations while running an efficient sales process.
- Maintain, build, and own relationship maps for the territory, including existing relationships and aspirational contacts.
- Develop a deep understanding of customers’ businesses.
- Negotiate favorable pricing and business terms with SLED enterprises by selling value and ROI.
- Manage existing customer expectations while expanding reach and depth within the assigned territory.
- Demonstrate resourcefulness when faced with challenges that defy easy solutions.
- Identify the necessary steps to close business and gain customer validation.
- Identify robust value drivers behind opportunities.
- Ensure high forecasting accuracy and consistency.
- Travel regularly to client sites within the area and other regions by car, train, or air, depending on business needs.
Requirements
- 5+ years of closing experience, including field selling within mid-market or enterprise segments.
- Track record of meeting or exceeding direct sales goals of $800k+ and managing an average deal size of $50k+.
- Ability to prospect and build pipeline independently using a defined methodology.
- Experience working for an innovative technology company; SaaS or IT infrastructure experience is preferred.
- Experience selling to State, Local, and Education organizations and winning new logos.
Benefits and Compensation
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Intra-departmental mentor and buddy program.
- Inclusive company culture and opportunities to join Community Guilds.
- Medical benefits package.
- Retirement savings match.
- Pet adoption and insurance program.
- Benefits may vary based on country of employment and employment type.
Skills
SaaS, It Infrastructure, MEDDIC, Command Of The Message, Enterprise Sales, Pipeline Development, Sales Forecasting, Roi Selling
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