Senior Account Executive II - SLED

Make an impact at Collibra by fueling growth across your assigned territory in California, with a focus on Public Sector (State of California) and Higher Education institutions. As part of the Enterprise Sales team, you will manage strategically important customers and prospects, including state and local government agencies, public universities, and higher education systems. Use your knowledge of Enterprise SaaS sales and the unique data challenges facing public sector organizations to establish trusted relationships, build Collibra's brand, and serve as a Data Intelligence advisor throughout the customer journey.

Responsibilities

• Prospect for net new Public Sector and Higher Education accounts, build greenfield opportunities, and develop relationships with existing customers to maintain an active deal pipeline and ideal quota coverage.
• Manage and create demand for expansion within existing customers to widen Collibra’s footprint.
• Navigate complex deal cycles in public sector and higher education environments, from lead origination to stakeholder mapping, negotiation, close, and expansion.
• Collaborate with customers, partners, and peers in a consultative sales process to identify value and ROI aligned with compliance, governance, and data management needs.
• Navigate unique procurement cycles, budget timelines, and buying processes common in public sector and higher education organizations.
• Provide reliable, accurate forecasting with real-time Salesforce updates.

Requirements

• Consistently achieved or overachieved SaaS sales quota.
• Experience selling into Public Sector, State & Local Government, or Higher Education accounts (strongly preferred).
• Experience in the Data Management domain highly preferred, with familiarity in enterprise data management or analytics platforms a plus.
• Strong understanding of procurement cycles, compliance requirements, and stakeholder dynamics unique to public sector and higher education.
• Originated and navigated complex, direct sales cycles with multiple technical and business stakeholders.
• Sold net-new business and expansion opportunities to C-level and senior leadership buyers in large enterprise and public sector accounts.
• Managed consultative sales processes with value-based impacts or outcomes.
• At least 2-3 years of experience in data management or public sector technology sales, familiar with corresponding sales methodologies.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges or streamline workflows.
• A bachelor's degree or equivalent related working experience.
• Comfortable traveling 25-50% within your West Coast territory to engage customers and prospects in person.

About You

• Known for integrity and commitment to the customer.
• Deeply familiar with purchasing processes, budget cycles, and compliance considerations unique to public sector and higher education.
• Composed, resourceful, and focused in high-growth environments.
• Adaptive, accountable, and execution-oriented.
• A precise communicator and persuasive negotiator.
• Proud of your work and aim for excellence.

Measures of Success

• Within your first month: Complete onboarding and connect with team members and functional peers.
• Within your third month: Build a pipeline of business within assigned Public Sector and Higher Education accounts.
• Within your sixth month: Establish a solid foundation of prospective clients close to closing.

Pay

The standard base salary range for this position is $140,000 - $175,000 per year. This role is eligible for additional commission-based compensation. Salary offers are based on experience, skills, and location.

Benefits

• Competitive total rewards package, including bonus potential and equity for eligible roles.
• Flex Fund monthly stipend.
• Pension/401k plans.
• Flexible benefits program supporting diverse needs and life events, including health coverage and time off.