We are seeking an experienced and driven
Senior Account Executive - SLED to lead enterprise sales efforts within the State, Local Government, and Education markets. This role is responsible for developing strategic relationships, managing complex procurement cycles, and driving revenue growth through consultative sales of enterprise solutions.
The ideal candidate brings
3+ years of direct SLED sales experience, understands government and education purchasing processes, and has a proven track record of navigating enterprise-level deals from prospecting through close.
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.
- Bachelor's degree in Business, Marketing, Public Administration, or related field.
Desired Skills & Competencies
- Enterprise sales strategy
- Public sector relationship management
- Contract negotiation
- Consultative selling
- Forecasting & pipeline management
- Strategic account planning
- Cross-functional collaboration
Benefits
