Senior Account Executive - SLED

Key Responsibilities

• Develop and execute strategic sales plans focused on State, Local Government, and Education accounts
• Build and maintain relationships with procurement teams, purchasing departments, IT leadership, fleet/operations stakeholders, and executive decision-makers
• Manage complex enterprise sales cycles including RFPs, RFQs, cooperative purchasing agreements, and contract negotiations
• Identify opportunities for new business growth while expanding existing customer relationships
• Understand customer operational needs and position solutions that align with procurement requirements and long-term objectives
• Collaborate cross-functionally with marketing, customer success, operations, and leadership teams to support account growth
• Maintain accurate forecasting, pipeline management, and CRM activity tracking
• Attend industry conferences, trade shows, and networking events relevant to SLED markets
• Stay informed on government procurement trends, compliance requirements, and purchasing vehicles

Requirements

• 3+ years of direct SLED sales experience in enterprise or technology-focused environments
• Proven success managing complex enterprise sales opportunities and achieving quota attainment
• Strong understanding of: Government and education procurement processes, Cooperative purchasing contracts and purchasing vehicles, RFP/RFQ response processes, Enterprise account management
• Experience selling into: State agencies, Local municipalities, K-12 or Higher Education institutions
• Excellent presentation, negotiation, and communication skills
• Ability to build trusted advisor relationships with executive stakeholders
• Experience using CRM platforms such as Salesforce, HubSpot, or similar tools

Preferred Experience

• In SaaS, technology, fleet, public sector, or enterprise solution sales
• Existing network within SLED organizations and procurement channels
• Familiarity with NASPO, Sourcewell, OMNIA, BuyBoard, or other cooperative purchasing programs

Desired Skills & Competencies

• Enterprise sales strategy
• Public sector relationship management
• Contract negotiation
• Consultative selling
• Forecasting & pipeline management
• Strategic account planning
• Cross-functional collaboration