Senior Account Executive II - SLED

About the role

Fuel Collibra’s growth across your assigned territory in California, with a focus on Public Sector (State of California) and Higher Education institutions. As part of our Enterprise Sales team, you will manage some of Collibra’s most strategically important customers and prospects, including state and local government agencies, public universities, and higher education systems. In this role, you will use your knowledge of Enterprise SaaS sales and the unique data challenges facing public sector organizations to establish trusted and credible relationships, build Collibra’s brand and awareness around our solution, and serve as a Data Intelligence advisor throughout the customer journey, driving demand, adoption, and expansion for Collibra solutions within your territory.

Responsibilities

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

Requirements

• Consistently achieved or overachieved your 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 with enterprise data management or analytics platforms a strong plus.
• Strong understanding of the procurement cycles, compliance requirements, and stakeholder dynamics unique to public sector and higher education organizations.
• 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 and comprehensible track records.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, 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.

Skills

• Integrity and commitment to the customer.
• Deep familiarity with the purchasing processes, budget cycles, and compliance considerations unique to public sector and higher education organizations.
• Composed, resourceful, and focused in high-growth environments.
• Adaptive, accountable, and execution-oriented.
• Precise communicator and persuasive negotiator.
• Proud of your work and aim for excellence.

Measures of success

• Within your first month: completed onboarding, connected with your team members and functional peers.
• Within your third month: building a pipeline of business within your assigned Public Sector and Higher Education accounts.
• Within your sixth month: 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 position is eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including experience, skills, and location.

Benefits

• Competitive total rewards package, including bonus potential and equity for eligible roles.
• Flex Fund monthly stipend.
• Pension/401k plans.
• Comprehensive health coverage.
• Flexible time off.