Account Executive, SLED

About the Role

We are looking for a motivated and experienced Account Executive to join our SLED Sales team. In this role, you will be responsible for driving new business and expanding existing accounts within the state and local agencies. You will leverage your deep understanding of state and local agency needs, procurement processes, and decision-making structures to build relationships, identify opportunities, and close deals.

Location. This role is remote in the continental United States.

What You'll Do (Key Responsibilities)

• Sales Strategy & Execution: Develop and execute a sales strategy focused on winning new business within state and local agencies and growing existing accounts.
• Prospecting & Lead Generation: Identify and cultivate new leads through research, networking, and relationship-building, ensuring a consistent sales pipeline.
• Relationship Building: Establish and maintain relationships with key stakeholders within state and local agencies, contractors, and other relevant entities to expand opportunities and drive sales.
• Opportunity Management: Manage the full sales cycle from identifying opportunities, creating proposals, negotiating contracts, to closing deals, ensuring timely and accurate sales forecasts.
• Contracting Knowledge: Understand the SLED procurement process, including GSA schedules, RFQs, RFPs, and other government contracting vehicles, to help guide customers through the buying process.
• Solution Selling: Work closely with technical and product teams to craft tailored solutions for state and local agencies, ensuring they meet customer needs while aligning with company offerings.
• Collaboration with Internal Teams: Collaborate with other departments, including Marketing, Customer Success, and Product Development, to deliver high-quality solutions and drive customer success.
• Maintain Sales Metrics & Reporting: Regularly update CRM systems to track sales activities, maintain accurate records, and report on pipeline, opportunities, and sales performance.
• Market Intelligence: Stay updated on public sector trends, regulations, and competitive landscape, using this information to inform sales strategies and anticipate customer needs.
• Up to 50% travel

Required Qualifications

• Bachelor’s degree in Business, Government, or related field.
• 5+ years of experience in full cycle sales, with a focus on the SLED market (State and local agencies).
• Proven track record of selling solutions to SLED agencies, specifically in state agencies.
• Strong understanding of the SLED procurement process, government contracting vehicles (e.g., GSA schedules, BPAs, task orders), and compliance requirements.
• Excellent communication, presentation, and negotiation skills.
• Ability to navigate complex sales cycles and multiple stakeholders to close deals.
• Self-starter with strong organizational and time management skills.
• Proficient in CRM tools (e.g., Salesforce) and MS Office suite.
• Strong relationship-building skills with state and local agency decision-makers and key stakeholders.

Citizenship Requirements

For select roles, due to the nature of our clientele and the technologies involved, there may be specific nationality or citizenship indicated in the required qualifications section. These roles may involve access to sensitive information that is subject to export control regulations or other legal restrictions. In such cases, employment offers will be contingent upon your ability to comply with these requirements.

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the on-target earnings salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications.  In addition to the salary, this role will also be offered equity and subsidized benefits (details available upon request).

Benefits

• Medical, dental, and vision (subsidized cost)
• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
• Retirement plan options, including 401(k) and Roth 401(k)
• Unlimited paid time off (PTO)
• 15 paid company holidays per year

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