Job DescriptionSenior Enterprise Account Executive, SLED - VA/MD/PAWe have an opportunity for a Senior Enterprise Account Executive to join our SLED sales team, reporting to the Director of Regional Sales, SLED. In this pivotal role, you will focus on growing revenues within the existing install base and acquiring new accounts in the SLED space. This includes owning and coordinating all aspects of the sales cycle, maintaining and expanding the customer base, and collaborating closely with the BDR, Field Marketing, Solutions Architecture, and the Mid-Atlantic SLED Sales Team.
Be a Contributor - What You'll Do
- Hunt for new logos and drive sales revenue growth.
- Attain sales revenue and profitability objectives by developing new business.
- Drive key account sales.
- Develop and ensure the implementation of the business plan and sales strategy.
- Use approved AI-enabled sales intelligence and analytics tools to identify high-potential accounts, uncover buying signals, prioritize opportunities, and strengthen territory and account planning.
- Leverage generative AI responsibly to support account research, personalize outreach, prepare for customer meetings, and improve proposal and presentation development.
- Prepare and present accurate forecasts, activity tracking, and sales plans.
- Apply AI-assisted pipeline and opportunity insights to assess deal health, identify potential risks, improve forecast accuracy, and determine appropriate next steps.
- Build the value-added channel and distributor network.
- Use data and AI-generated insights to identify potential channel partners, uncover co-selling opportunities, and improve partner engagement.
- Cultivate close working relationships with Engineering and Marketing counterparts to help identify and address product issues, including quality, delivery, and design.
- Share customer, market, and competitive insights gathered through approved AI tools to help inform product positioning, campaign development, and go-to-market decisions.
- Maintain sufficient activity levels to achieve sales targets and build the appropriate pipeline required to support quarterly goals for the following two quarters.
- Maintain accurate and complete CRM data to ensure forecasting tools, analytics, and AI-generated recommendations are based on reliable information.
Be Prepared - What You Bring
- 10+ years of successful technology sales experience with a proven track record of attaining quotas and using solution-selling or target-account-selling methodologies.
- Ability to understand complex technical problems in the networking and security industry at a business level.
- Previous success selling into the public sector, specifically state and local governments.
- Strong sales and relationship-building skills with a proven track record of negotiating and closing deals within an assigned territory.
- Experience selling at the executive level.
- Experience using AI-enabled sales tools, account intelligence platforms, CRM analytics, or conversation intelligence to improve prospecting, territory planning, pipeline development, and deal execution.
- Ability to evaluate AI-generated insights critically and translate them into practical, customer-focused sales strategies.
- Demonstrated ability to use generative AI responsibly, including protecting confidential and sensitive public-sector information, validating AI-generated content, and complying with company security, privacy, legal, and ethical-use standards.
- Curiosity and adaptability in learning and applying emerging AI capabilities that improve seller productivity and customer engagement.
- Excellent written, presentation, and interpersonal skills.
- Ability to present technical concepts and business solutions clearly through demonstrations and proposals.
- Self-motivated, able to solve problems, and comfortable working with limited direction.
- Comfortable working in a start-up environment where everyone is expected to maintain a roll-up-your-sleeves-and-get-it-done attitude.
- Excellent communication skills.
Be Successful - Your Path First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.
In the first six months, you will...
- You will have built at least $1m ACV in new business-qualified pipeline
- Closed your first opportunity
- Implemented a territory plan
- Maintaining an activity level of 8-10 customer meetings a week
After the first year, you will...
- You will have built at least $2m ACV in new business qualified pipeline and closed at least $500K ACV in new business bookings
- Have a qualified 4x pipeline of business
- Have added 25% new logo accounts to your prospect list
Belong- Your Community Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you'll grow and belong here.
Be Rewarded - Benefits That Help You Grow, Thrive, Belong - Comprehensive health coverage, generous PTO, and flexible work options
- Learning opportunities, career-mobility programs, and leadership workshops
- Sixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy
- Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations
- Charitable Giving Program supported by Company Match
- We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: [$140K - $150K plus bonus or commissions]
Ready to
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