Senior Account Executive

About the role

Totara is a global leader in learning management and talent experience solutions, helping organizations build smarter workforces through flexible, enterprise-grade learning platforms. We are currently expanding our presence in the US Public Sector, particularly in the Federal and SLED (State, Local, and Education) markets. We are seeking a Senior Account Executive with a proven track record of success in selling into these sectors.

Responsibilities

• Drive new business growth by owning the full sales cycle from prospecting through close across Federal and SLED accounts.
• Generate and manage pipeline through outbound prospecting, partner engagement, events, and strategic account development.
• Identify and penetrate net-new accounts using a multi-threaded sales approach.
• Build executive relationships across HR, Learning & Development, IT, Procurement, Compliance, and Operations teams.
• Navigate complex public sector sales cycles, including understanding and positioning around compliance frameworks like FedRAMP, GovRAMP, accessibility, security, and data privacy requirements.
• Coordinate internal resources including Sales Engineering, Product, Security, and Executive Leadership throughout the sales process.
• Build and execute account strategies aligned to budget cycles, grant funding, legislative priorities, and modernization initiatives.
• Forecast and execute within CRM - HubSpot, maintaining accurate forecasting and pipeline management.
• Develop compelling business cases and ROI-driven value propositions, and negotiate terms to close strategic multi-year agreements.
• Partner closely with channel and implementation partners to expand reach and accelerate opportunities.
• Collaborate with Marketing and BDR teams on account-based campaigns and target account penetration strategies.
• Support strategic events, conferences, webinars, and industry engagement initiatives.

Qualifications

• 5+ years of SaaS sales experience with a track record of exceeding quota.
• Experience selling into US Public Sector accounts, including SLED and/or Federal.
• Strong outbound prospecting and account penetration capabilities.
• Demonstrated success navigating procurement-driven sales environments.
• Preferred qualifications include experience selling LMS, HRTech, Talent, Compliance, or Workforce Development solutions, familiarity with government purchasing vehicles, and understanding of FedRAMP, GovRAMP, accessibility, and public sector security considerations.
• Familiarity with MEDDPICC or structured enterprise sales methodology is preferred.

Skills & Attributes

• Executive presence and strong communication skills.
• Motivated, competitive, and results-oriented.
• Strategic thinker who can also execute tactically.
• Organized and forecasting discipline.
• Ability to thrive in a fast-moving, high-growth environment.

What We’re Looking For

We are looking for a Senior Account Executive who can make a meaningful contribution to our US Public Sector growth strategy. The ideal candidate will have a proven track record of success in selling into the Federal and SLED markets, with a focus on complex, multi-stakeholder enterprise sales cycles.

Benefits and Perks

• Unlimited PTO
• Enhanced Parental Leave
• Professional Development Opportunities
• Annual Wellbeing Allowance
• New Joiner home working set-up allowance
• Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve

Why Totara

We offer a high-growth opportunity within a large, underserved market, exposure to strategic, enterprise-level government and education deals, and a collaborative, entrepreneurial culture where results matter. We are committed to building a diverse, equitable, and inclusive workplace where everyone feels they belong.